Role Profile

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Role Profile

  1. 1. Role profile
  2. 2. General Information <ul><li>Job title: Medical Representative </li></ul><ul><li>Reports to: area supervisor </li></ul><ul><li>Department: Marketing </li></ul><ul><li>Country: KSA </li></ul><ul><li>Job Purpose </li></ul><ul><li>To achieve targeted sales , maximize market share, M.S. growth and customer share for allocated products in the territory </li></ul>
  3. 3. Major Accountabilities <ul><li>1- Achieve annual territory sales target. </li></ul><ul><li>2- Implement territory action plan to optimize number of calls on target customers. </li></ul><ul><li>3- Reach target visiting (quantity and quality) according to annual sales objectives </li></ul><ul><li>4- Check medical segmentation, maintain and update customer information and complete call reporting data. </li></ul><ul><li>5- Provide key and detailed information on target audiences. </li></ul><ul><li>6- Provide & maintain updated competitive information (e.g. market tactics and activities, collection of competitor's materials) </li></ul>
  4. 4. Major Accountabilities <ul><li>7- Co-ordinate cycles visit with co-detailing colleagues to maximize customer coverage impact. </li></ul><ul><li>8- Collect and record information relevant to customer targeting and systemically . </li></ul><ul><li>9- Analyze territory product performance and market data on brick-level on regular basis and purpose action plan to area supervisor. </li></ul><ul><li>10- Regular update of Drs. List in his territory. </li></ul><ul><li>11- Ensure adequate preparation and follow-up of specific training modules (medical, product, selling skills). </li></ul>
  5. 5. مندوب دعاية أول <ul><li>الوصف الوظيفي : </li></ul><ul><li>مسئول عن عمل الدعاية الطبية لشركات ( مارنيز - دي دي دي - ادفانس ) ، تحقيق المبيعات المستهدفة، زيادة نصيب الشركة والعملاء في السوق لجميع الأصناف في جميع المناطق . يتبع قسم التسويق في الشركة تحت مسئولية مشرف الدعاية المباشرة . </li></ul><ul><li>المهام الوظيفة : </li></ul><ul><ul><li>تحقيق المبيعات المستهدفة لكل منطقة . </li></ul></ul><ul><ul><li>تطبيق الخطة التسويقية ليصل إلي أفضل عدد زيارات يومية . </li></ul></ul><ul><ul><li>عمل الزيارات اليومية حسب العدد والجودة المطلوبة . </li></ul></ul><ul><ul><li>عمل خطة أسبوعية ليصل لأعلي حصة من السوق وخدمة أفضل للعملاء . </li></ul></ul><ul><ul><li>يعطي معلومات قيمة وتفصيلية عن العملاء بإستمرار . </li></ul></ul><ul><ul><li>يحافظ على إعطاء معلومات عن المنافسين وأنشطتهم . </li></ul></ul><ul><ul><li>يتم عملة في إطار تعاوني مع زملائه . </li></ul></ul><ul><ul><li>يحلل مبيعاتة لكل صنف لكل منطقة بإستمرار لتلافي حدوث أخطاء . </li></ul></ul><ul><ul><li>يتأكد من إستعداده العلمي والمهاري الجيد للعمل وذلك بمراجعة مواد الدعاية والتدريبات واستراتيجيات العمل . </li></ul></ul><ul><ul><li>التطوير الدائم لنفسة ( العلمي والمهاري ). </li></ul></ul>
  6. 6. مشرف دعاية الفرع : <ul><li>الوصف الوظيفي : </li></ul><ul><li>مسئول عن عمل متابعة الدعاية الطبية لشركات ( مارنيز - دي دي دي - ادفانس ) ، ومتابعة مندوبين الدعاية لتحقيق المبيعات المستهدفة، زيادة نصيب الشركة والعملاء في السوق لجميع الأصناف في جميع المناطق . يتبع قسم التسويق في الشركة تحت مسئولية مشرف المكتب العلمي المباشرة . </li></ul><ul><li>المهام الوظيفة : </li></ul><ul><ul><li>تحقيق المبيعات المستهدفة لكل مندوب لكل صنف لكل منطقة . </li></ul></ul><ul><ul><li>تطبيق الخطة التسويقية ليصل إلي أفضل مستوى للمندوبيين . </li></ul></ul><ul><ul><li>تحمل مسئولية المندوبيين . </li></ul></ul><ul><ul><li>توجية، متابعة، تدريب، وزيادة معنويات المندوبيين . </li></ul></ul><ul><ul><li>تحليل أسبوعي ويومي للمبيعات والمخزون . </li></ul></ul><ul><ul><li>متابعة خطة ونجاح عمل خطة المندوبيين الشهرية . </li></ul></ul><ul><ul><li>متابعة وزيادة المستوى العلمي والمهاري للمندوبيين . </li></ul></ul><ul><ul><li>متابعة تقارير المندوبيين . </li></ul></ul><ul><ul><li>متابعة كبار العملاء . </li></ul></ul><ul><ul><li>عمل زيارات مذدوجة مع المندوبيين لدعمهم عند العملاء ولزيادة خبرتهم . </li></ul></ul><ul><ul><li>تحفيز المندوبيين للعمل بروح عالية بتحقيق أعلى مبيعات بأقل مصروفات . </li></ul></ul>
  7. 7. Key Performance Indicators/Measures of Success: <ul><li>- Achievement </li></ul><ul><li>- IMS reports (available from 2006) </li></ul><ul><li>- QTQ metrics (Quantity, Quality). </li></ul><ul><li>- Territory market share vs. key competitor products. </li></ul><ul><li>- Number of calls & frequency of visits to selected targets </li></ul><ul><li>- Number and quality of group meetings (including evening /weekends) </li></ul><ul><li>- Targeting: % of target visited, % of calls to target, # of calls </li></ul><ul><li>To target (frequency).planned visits /done (visited) </li></ul><ul><li>- Number of prescriptions. </li></ul><ul><li>- Product knowledge by regular tests or assessments. </li></ul><ul><li>- Selling skills development. </li></ul>
  8. 8. Professional Competencies: <ul><li>Product knowledge: knowledge of company and competitor products is key when detailing specific clients. </li></ul><ul><li>Therapeutic Knowledge: knowledge of various therapeutic areas and associated Treatments. </li></ul><ul><li>Territory management: planning, targeting, identifying key customers and reporting as set out in the QTQ Effective time management. </li></ul><ul><li>Selling Skills: Skilled sales professional capable of recognizing and style /selling as appropriate, make effective use of sampling. </li></ul>
  9. 9. Core Competencies: <ul><li>Innovation: Applies various sales tactics taking into consideration the Physician profile and attitudes (level 2) </li></ul><ul><li>Collaboration: follows up information requests seeking answers through Internal company network. Actively participates in region meeting-(Level 2) </li></ul><ul><li>Leadership: maintains high professional and ethical standards .is an Ambassador for the company.. </li></ul><ul><li>(Level 1) </li></ul>
  10. 10. Core Competencies <ul><li>Customer focus: focus on relationship building, customer service Responding to issues raised by the customer (level 2) </li></ul><ul><li>Results focus: Desire to take on challenges and strive for superior results ( is single minded in beating competition) (Level 2) </li></ul><ul><li>Change Orientation: Willingly listen to others advice Continually strive to learn and improve .is able to and eager to learn on the Continuously, is open minded for change and shares Experiences with others (cross-fertilization). (Level 2) </li></ul><ul><li>Communication: adapt s style and structure to persuade /influence Customers, makes technical information clearly using Presentation / visual aids (Level 2) </li></ul>
  11. 11. Qualities needed for success in personal selling: <ul><li>Favorable impression. </li></ul><ul><li>Stamina. </li></ul><ul><li>Mental alertness. </li></ul><ul><li>Judgment. </li></ul><ul><li>Adaptable. </li></ul><ul><li>Flexible mind. </li></ul><ul><li>Amiability- self control. </li></ul>
  12. 12. Qualities needed for success in personal selling: <ul><li>8. Courtesy. </li></ul><ul><li>9. Integrity. </li></ul><ul><li>10. Responsibility. </li></ul><ul><li>11. Reliability (on promises). </li></ul><ul><li>12. Punctuality (on appointment). </li></ul><ul><li>13. Willingness to learn. </li></ul>
  13. 13. REPORTS? <ul><li>Med. Rep.: </li></ul><ul><li>irksome& time consuming </li></ul><ul><li>Managers: </li></ul><ul><li>- provide the basis of market research, </li></ul><ul><li>sales planning and forecasting. </li></ul><ul><li>- exercise control (individuals& teams) </li></ul>
  14. 14. Reports can easily be counterproductive: <ul><li>Details of calls made. </li></ul><ul><li>Sales secured. </li></ul><ul><li>New prospected expected and contacted </li></ul><ul><li>Details about any complaints received. </li></ul><ul><li>Stock held by customers. </li></ul><ul><li>The activities of competitors. </li></ul><ul><li>Special comments. </li></ul><ul><li>Suggestion made by prospects or customers. </li></ul><ul><li>Any special development in their territories </li></ul>
  15. 15. Weekly activity: <ul><li>selling skills </li></ul><ul><li>scientific background </li></ul><ul><li>role play </li></ul><ul><li>sales analysis </li></ul><ul><li>forecast </li></ul><ul><li>strategy/plane </li></ul><ul><li>objectives analysis/evaluation </li></ul><ul><li>report analysis </li></ul><ul><li>performance analysis </li></ul><ul><li>appraisal </li></ul>
  16. 16. Rx. MARKETING <ul><li>The process of planning and executing (implementation) the conception, pricing, promotion and distribution of products to create exchanges that satisfy objectives. </li></ul><ul><li>(the process building profitable customer relationships by creating value for customers and capturing value in return). </li></ul>
  17. 17. Rx. <ul><li>Promotion = IMC </li></ul><ul><li>(Integrated marketing communication) </li></ul><ul><li>Coordination of all promotional activities (media ad, direct mail, personal selling, sales promotion, P.R., packing, display, web design& personnel) to produce a unified customer focused message </li></ul>
  18. 18. What is SELLING ? <ul><li>Persuaded the prospective potential customer to buy a product by direct influence of using selling skills to convince that product are full fit the clams witch made for it and given needed benefits . </li></ul>
  19. 19. Management: (administrative aspect of manger’s job) <ul><li>Planning </li></ul><ul><li>Organization </li></ul><ul><li>Direction (leading) </li></ul><ul><li>Coaching </li></ul><ul><li>Delegation </li></ul><ul><li>Motivation </li></ul><ul><li>controlling </li></ul>
  20. 20. Leadership: (interpersonal aspect of manger’s job) <ul><li>Increase/create tusks of his employments to achieve objective by given good future </li></ul><ul><li>Change </li></ul><ul><li>Inspiration </li></ul><ul><li>Motivation </li></ul><ul><li>Communication </li></ul><ul><li>Hoping </li></ul><ul><li>influence </li></ul><ul><li>Ethics </li></ul><ul><li>Direct </li></ul>
  21. 21. Career developments: <ul><li>evaluated state & performance </li></ul><ul><li>SWOT analysis </li></ul><ul><li>improvement plan </li></ul><ul><li>improvement strategy </li></ul><ul><li>implementation </li></ul><ul><li>control/follow up </li></ul>
  22. 22. Important in management: <ul><li>responsibility </li></ul><ul><li>right delegation </li></ul><ul><li>share objective formation </li></ul><ul><li>good communication </li></ul><ul><li>learning </li></ul><ul><li>accept change/development </li></ul><ul><li>given time to implement (my time) </li></ul><ul><li>support, implement success </li></ul><ul><li>basic/essential treatment problems </li></ul><ul><li>Seriously </li></ul>
  23. 23. Self skills assessment: <ul><li>I know more: </li></ul>
  24. 24. I can do better:
  25. 25. Job satisfaction when:
  26. 26. Members told me I am good at:
  27. 27. Pay att. For information which:
  28. 28. Pay att. For skills which:
  29. 29. Main service I will offer:
  30. 30. Communication skills:
  31. 31. Analytical skills:
  32. 32. Decision making skills:
  33. 33. Solving problem skills:
  34. 34. Negotiating skills:
  35. 35. Interpersonal skills/ treats:

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