This presentation will help the pharma first-line leaders to know how rich their job is.
They are not mere managers - they are the industry leaders of tomorrow.
All FLLs should realize this and strive for corporate maturity.
Principles of Joint Field Work for Pharma First-line Leaders in IndiaVivek Hattangadi
This slide presentation is basically a training tool for First-line Leaders of those pharma companies which do not provide even the basic training when they promote a medical representative to a First-line Leader; yet have a desire to learn and make progress in their careers and no longer desire to be SUPER MEDICAL REPRESENTATIVES. .
This is the foundation for them to excel as First-line Leaders and eventually move up to the position of CEO
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Principles of Joint Field Work for Pharma First-line Leaders in IndiaVivek Hattangadi
This slide presentation is basically a training tool for First-line Leaders of those pharma companies which do not provide even the basic training when they promote a medical representative to a First-line Leader; yet have a desire to learn and make progress in their careers and no longer desire to be SUPER MEDICAL REPRESENTATIVES. .
This is the foundation for them to excel as First-line Leaders and eventually move up to the position of CEO
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Advanced selling skillsbuilding collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Roles and responsibilities of regional sales managersAMARBIR SINGH
Dear Friends,
Please find a small presentation on roles and responsibilities of regional sales manager.I hope this will help my manager friends.
Amar Bir Singh
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Advanced selling skillsbuilding collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Roles and responsibilities of regional sales managersAMARBIR SINGH
Dear Friends,
Please find a small presentation on roles and responsibilities of regional sales manager.I hope this will help my manager friends.
Amar Bir Singh
12 Interview Questions to Ask Every Sales Manager Candidate?HubSpot
Making the right hires is an integral part of creating a successful team, especially in sales. These are 12 interview questions that you should ask every sales manager candidate.
SuperVision for the SuperWiser Pharma Front-line ManagerAnup Soans
Front-line Managers are the Key to Field Force Excellence in Pharma and Devices. Yet their development is left to chance. SuperVision for the SuperWiser Front-line Managers is a comprehensive professional skill development resource for Pharma Front-line Manager to be an Effective Business Manager and Team Leader.
SuperVision for the SuperWiser Pharma Front-line ManagerAnup Soans
'Supervision for the Superwiser Front Line Manager' is a splendid book with high class material and anecdotes. One of my colleagues , Mr D J Tiwari , appearing for a promotion asked me for useful tips to crack the interview. I lent this book to him for a couple of months. Hapy to tell you that he has cracked his promotion and gone for a higher position in West India ( in charge of entire West ) in another organization. I asked him about this book. He said it is outstanding in all aspects. A true reflection of Sri Anup's hardwork! This book is a wonderful contribution from Sri ANUP and I hope to handover this copy to all the employees. I commend the work of Sri ANUP as he has taken lot of pains to input all vital information in this book. I am very confident he would be suitably rewarded by readers ( and excellent readership ) as we do not have many, now , who can dedicate to producing such outstanding work in the form of a book. - A senior pharma sales professional
The key to successful BLCM is to create and evolve a proactive strategy for the brand throughout its lifecycle, from launch to long-term growth and acceptance in the market.
Role, Responsibility & Accoutability of a Pharma Brand ManagerVivek Hattangadi
This slide presentation is to give pharma brand managers an insight into their roles, responsibilities and accountabilities.
For further details, you can visit www.theenablers.org or write to me at vivekhattangadi@theenablers.org
Brand Building and the Chinese Bamboo TreeThe Enablers
See the similarity between a Chinese Bamboo Tree and Building a Pharma Brand
Developed by Vivek Hattangadi
www.theenablers.org
Aithor of the book: "WHAT THE PHARMA CEO WANTS FROM THE PHARMA BRAND MANAGER"
fOR MORE DETAILS, PLEASE CONTACT
vivekhattangadi@theenablers.org
The Brand Management Guru - The Enablers The Enablers
The Enablers, The Brand Management Guru offers a comprehensive package in training pharma brand managers and field sales managers.
Kindly contact vivekhattangadi@theenablers.org / pahwa.theenablers@gmail.com for further details
The enablers cows and people - A Lesson in Human Relations for Better Sales...The Enablers
At times, the field managers in the pharma industry in India forget that for better prescription generation, human relations are very important.
For optimum productivity, go through this presentation and give your feedback on vivekhattangadi@theenablers.org / www.theenablers.org
Remember what Ken Blanchard says! Catch People Doing Right or Approximately Right!
Skills and Strategies for New Test Managers.pdfApplitools
Explore the skills and strategies needed to be successful in software Test/QA leadership in this session from Applitools.
View the on-demand recording at https://applitools.info/vrd
Recruitement and selection of a pharmaceutical sales represenative (draft)Awais e Siraj
Dr. Awais e Siraj Managing Director Genzee Solutions, A Strategy, Balanced Scorecard, Scenario Planning, Competency Based Human Resource Management Consulting Company
How Can Medical Reps Achieve Breakthrough Performance?Anup Soans
In the 1940s, pilots had a belief that it was impossible to fly faster than the speed of sound. Their belief was supported by the prevailing theory that transonic forces would tear the aircraft apart. Captain Chuck Yeager of the US Air Force smashed that belief on October 14, 1947, when he broke the sound barrier.
Like those pilots, Medical Reps also have various limiting beliefs that hold them back from breaking barriers. These limiting beliefs impact their performance on a daily basis -- till they become like the fly-in-the-jar that kept hitting the lid and eventually gave up, thinking that the lid was the sky!
HR Webinar: Your Top 20 Most Common “People Challenges” & Two Swift SolutionsAscentis
The root cause of the top 20 “people challenges” businesses or organizations face can be traced to only a few sources. Once these root causes are identified and understood, leaders and managers can bring the correct solution to their team, so together, they can more easily deliver the results they are responsible for. Today, the most common management responses to these challenges simply deal with treating the symptom of the challenge, instead of crafting a solution to address and fix the cause. Without a solution that targets the root cause, challenges like lack of ownership, communication breakdowns, department siloes, resistance to change and lack of coaching will continue.
The key to quickly and permanently resolving the common “people challenges” organizations face starts with understanding the difference between managing people and leading them. A “Leadership Challenge” cannot be resolved with a “Management Solution”; but, it can be worsened. All leaders and managers need to understand their people challenges, the root causes and whether a “Leadership Solution”, “Management Solution” or combination of both needs to be implemented.
Seven Principles of Public Life for Pharma LeadersThe Enablers
This is based on the Nolan Principle. All pharma leaders in India should adopt this
In 1994, the UK government established a Committee on Standards in Public Life. The committee was chaired by Lord Nolan, and was tasked with making recommendations to improve standards of behaviour in public life.
The original thoughts are of Lord Nolan
Seven Principles of Public Life for Pharma LeadersThe Enablers
Seven Principles of Public Life for Pharma Leaders is for all Pharma Leaders
At the Academy of Pharmaceutical Leadership, our endeavour is to create morally outstanding young pharma leaders.
All pharma leaders of South Asia must imbibe these seven principles
Patients First - is the motto of this slide presentation
Vivek Hattangadi and Prof. (Dr.) Suniel Deshpande
Why is copywriting Indian pharma marketing so bland and uninspiring?
Why are brand managers so focused on table-stake promotion and not brand promotion?
Welcome and see the magic of EMOTIONS IN PHARMA MARKETING.
For more details please write to Vivek Hattangadi or Prof. (Dr.) Suniel Deshpande
This presentation has been adapted from the original story by Dr. Spencer Johnson in his book – “Who Moved My Cheese”
This story is about two Brand Managers Visu and Aidy who refuse to change from the current obsolete pharma marketing tools like the visual-aids to newer and modern Digital Communication.
Aidy particularly is adamant and change-proof.
What happens to Aidy?
Read on!
Vivek Hattangadi
Why is social media neglected by Pharma India Brand Managers?
These slides will give you some insight into this important but neglected media for branding
+Many pharma brands in India become stagnant. can they be brought back to life? can they become vibrant? Learn how Vivek Hattangadi www.theenablers.org
An E-TEAM is a FULLY ENGAGED TEAM.
Engagement is a strange word and has many meanings. The Oxford Advanced Learners Dictionary, 7th Edition, lists five meanings - from an agreement to marry to a fight! But the way marriages and engagements get ended, in a fight, is engagement the best way to describe a workplace commitment? Nevertheless, you as a manager would like to avoid tragic separations at the workplace, isn’t it?
An E-TEAM is a FULLY ENGAGED TEAM.
Engagement is a strange word and has many meanings. The Oxford Advanced Learners Dictionary, the 7th Edition, lists five meanings - from an agreement to marry to a fight! But the way marriages and engagements get ended, in a fight, is engagement the best way to describe a workplace commitment? Nevertheless, you as a manager would like to avoid tragic separations at the workplace, isn’t it?
Lear more about the MAKING OF AN E-TEAM in this presentation.
Vivek Hattangadi
Briefing the design agency is a skill and art.
For an excellent output from the design agency, a good brief is essential and should be a combination of written and verbal communication
vivekhattangadi@theenablers.org
www.theenablers.org
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
Make the call, and we can assist you.
408-784-7371
Foodservice Consulting + Design
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
Senior Project and Engineering Leader Jim Smith.pdfJim Smith
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
Created detailed projects plans using MS Project, Gant charts in excel, and updated new product development in Jira for stakeholders and project team members including critical path.
Great knowledge of ISO9001, NFPA, OSHA regulations.
User level knowledge of MRP/SAP, MS Project, Powerpoint, Visio, Mastercontrol, JIRA, Power BI and Tableau.
I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
678-993-7195
jimsmith30024@gmail.com
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
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From now on, your success no longer depends on just your
ability to generate prescriptions for yourselves.
You will only prosper if other people do their job well!
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Medical Representative to First-line Leader -1
Medical Representative to Medical Representative is the hardest, yet exciting step in your career
This is because it means a total change of mindset
You need to adapt skills that were unknown earlier - like nurturing, controlling, setting examples, responsibility for others, a role model, a team leader
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Medical Representative to Medical Representative -2
Harder if promoted to manage the team you were in last week - you are your mate's boss
As a manager you need to have a different relationship
You will never gain respect of your team if you have the same relationship with the team as you did before
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Be a successful First-line Leader - not a Super Medical Representative -1
Many sales teams suffer because their Medical Representative is not doing their job at the right “level”
Transition to sales management is one which can often prove a struggle
The primary job now is to support and develop the Medical Representative
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Be a successful First-line Leader - not a Super Medical Representative -2
Observing your people during the doctors / retailers calls
Review how the call went
Then coach them to improve- The key part is now to provide useful feedback and support - Not just blaming or criticizing or saying how you, the manager, would have done it!
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“In the end,
all management can be reduced to three words:
People, Product and Profits.
People come first.”
- Lee Iacocca
10. “We have to undo a 100 year old concept and convince our managers that their job is not to control people and stay on top of things; but rather to guide, energize, and excite.” ~ Jack Welch
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Definitions
Role: It is the function of a position – e.g. the functions of the Medical Representative and Medical Representative
Responsibility: The person or position who is required to complete a task. Responsibility can be shared. However accountability must be assigned to each task
Accountability: It means being answerable for their decisions or actions and is expected to explain them when asked. Liable to rewards and punishments. Accountability cannot be shared
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Accountability of Medical Representative
1.To achieve value-wise targets on a month-to- month basis
2.To achieve brand-wise target, month after month
3.Establish new brands in his territory
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Summary
1.Medical Representative is a prescription generator
2.He can do his best by implementing strategies
3.Medical Representative is the implementer of marketing strategies and brand strategies
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Multifaceted tasks of First-line Leader
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Role of First-line Leader - Developers Role
1.Maintain task/relations balance
2.Ensuring top class in-clinic performance through all- round development of medical representatives
3.Control of strategies and results
•Collect and process information from market
•Ensure 100% implementation of strategies
•Give direction and feedback to your Medical Representative s
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Role of First-line Leader - Brand Management Role
1.To establish your brands in all your markets - through ethical and profitable methods
2.To ensure that the prescription share of your brands increase by getting the strategies implemented by the Medical Representative
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Role of First-line Leader - HRD Role
Interviewing and identifying the right people for the job
Maintaining a data bank of potential people – for the future
Imparting on-the-job training during joint field work
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Role of First-line Leader - Business Role
1.To create ‘core customers’ and to retain them to continue the business and growth in assigned Area
2.To sell profitable product mix
3.To achieve the top line
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Role of First-line Leader - Developers Role
1.Maintain task/relations balance
2.Ensuring top class in-clinic performance through all- round development of medical representatives
3.Control of strategies and results
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Role of First-line Leader - Decision Making Role
1.To look for ways of improving Rx share in the context of changing market and to take market based decisions
2.To solve problems creatively, without compromising objectives
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Role of First-line Leader - CRM Role
The Medical Representative should have direct contact with the key doctors and retailers in his Area
He needs to build trust and confidence amongst the key doctors
The Medical Representative can be made accountable for business from such key doctors
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Responsibility of First-line Leader
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Responsibilities of First-line Leader
To set goals for Medical Representative s
Develop and coach Medical Representative s
Help MR’s in Rx generation
Build and maintain their will to sell
Generate enthusiasm and keep the team motivated and energized
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Responsibilities of First-line Leader
Lead by example setting
Review performance of your Medical Representative s in periodically and dispassionately
Follow through for results
Appraise your Medical Representative ’s and yourself
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Accountability of First-line Leader
Ensuring correctness of the must-see-list of doctors being met by Medical Representative ’s
Ensuring that every Medical Representative achieves value-wise and product-wise sales targets month-after-month
Ensuring success of new product launch
Ensuring the correctness of the doctor-product match
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Summary
The Medical Representative is the strongest model for the Medical Representative
He should be a positive model as people are watching to see how we behave
Lead from the front by setting good examples
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Books by Vivek Hattangadi 1. Pharma First-line Leader to CEO – The Roadmap to Success 2. What the Pharma CEO Wants From the Brand Manager – Overcome the Tough Challenges in Pharma Branding
1.http://www.flipkart.com/pharma-first-line-leader-ceo-roadmap-success-english/p/itmdgsauhf3xvzhz?pid=9789382359456&otracker=from- search&srno=t_1&query=pharma+first-line+leader+to+ceo+-+the+roadmap+to+success&ref=156e47ea-1384-4a50-b39f-c875cb
2.http://www.flipkart.com/search?q=what+the+pharma+ceo+wants+from+the+brand+manager+- +overcome+the+tough+challenges+of+pharma+branding+&as=off&as-show=off&otracker=start