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Pharma First-line Leader to CEO - The Roadmap to Success

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Pharma First-line Leader to CEO - The Roadmap to Success

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  1. 1. Author – Vivek Hattangadi Co-editors – H.K. Pahwa and Prosenjit Chowdhury A book for all pharma sales managers and medical representatives who wish to rise in their careers
  2. 2. Remembering my favorite student Late Arpana Dangol of Kathmandu who inspired me to write books Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 2
  3. 3. Foreword and Reviews Foreword – Dr. Sanjoy Mitra of SMSRC Khushru Ragina - Director - Sales Training & Development, Abbott Healthcare Pvt. Ltd. Sundaresh Raju – Retd. Sr. Vice President (Training and Development), Sun Pharma Moiz Momin – General Manager (Marketing & Sales) Medley Pharmaceuticals Pranab Ray Chaudhuri – Director (Training) Carreograph Institute of Management Studies, Kolkata Sunil Panat- Vice President– Intas Pharmaceuticals Ltd Animesh Pal – General Manager (Sales & Marketing) Beximco Pharmaceuticals Ltd., Dhaka, Bangladesh Author: Vivek Hattangadi 3 Pharma First-lune Leader to CEO - The Road Map to Success
  4. 4. Contents -I 1. The roles, responsibilities and accountabilities of an FLL 2. Why the FLL is the most important person in the hierarchy 3. On-the-job training through effective joint field work 4. Models to be integrated with ‘One Minute Manager’ and Joint Field Work 5. Contracting the Working Relationship for Joint Field Work 6. The Skill-Will Matrix Author: Vivek Hattangadi 4 Pharma First-lune Leader to CEO - The Road Map to Success
  5. 5. Contents -II 7. The G.R.O.W. Model of Performance Coaching 8. Can we really motivate? 9. Putting Emotional Intelligence to work 10. SWOT Analysis – A Self-Development Tool for First-line Managers 11. The Pygmalion-Galatea Effect for Better Performance 12. Branding yourself to be the next CEO Author: Vivek Hattangadi 5 Pharma First-lune Leader to CEO - The Road Map to Success
  6. 6. Contents –III (Autobiographical Sketches) 13. From Medical Representative to CEO – Short autobiographies of four stalwarts who made a difference to the pharma industry in India a. C.M. Hattangdi: Medical Representative (Pfizer) to Managing Director Parke Davis and Piramal Healthcare b. Dr. Ganesh Nayak : Medical Representative (Cadila Labs.) to COO & Executive Director, Zydus Cadila Healthcare c. K. Hari Ram: Medical Representative (Searle) to Managing Director Galderma Inc, Switzerland d. Shyamal Ghosh: Medical Representative (Sarabhai) to Executive Director, Sun Pharma, Bangladesh Author: Vivek Hattangadi 6 Pharma First-lune Leader to CEO - The Road Map to Success
  7. 7. Other Highlights The Prof. Chitta Mitra Oath for Good Marketing Practices (GMaP) A Peerless Strategic Opportunity: The First-line Manager 20 / 1LM20 – Adapted from Tom Peters 12 case studies from real life episodes of the author Why the First-line Leader is the most important position in the hierarchy Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 7
  8. 8. Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 8
  9. 9. Available at Flipkart - http://www.flipkart.com/search?q=pharma+first- line+leader+to+ceo&as=off&as-show=off&otracker=star Amazon - http://www.amazon.in/s/ref=nb_sb_noss?url=search- alias%3Dstripbooks&field-keywords=pharma%20first- line%20leader%20to%20ceo Pothi - http://pothi.com/pothi/book/vivek-hattangadi-pharma-first- line-leader-ceo-roadmap-success Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 9
  10. 10. For further details vivekhattangadi@theenablers.org www.theenablers.org Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 10
  1. 1. Author – Vivek Hattangadi Co-editors – H.K. Pahwa and Prosenjit Chowdhury A book for all pharma sales managers and medical representatives who wish to rise in their careers
  2. 2. Remembering my favorite student Late Arpana Dangol of Kathmandu who inspired me to write books Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 2
  3. 3. Foreword and Reviews Foreword – Dr. Sanjoy Mitra of SMSRC Khushru Ragina - Director - Sales Training & Development, Abbott Healthcare Pvt. Ltd. Sundaresh Raju – Retd. Sr. Vice President (Training and Development), Sun Pharma Moiz Momin – General Manager (Marketing & Sales) Medley Pharmaceuticals Pranab Ray Chaudhuri – Director (Training) Carreograph Institute of Management Studies, Kolkata Sunil Panat- Vice President– Intas Pharmaceuticals Ltd Animesh Pal – General Manager (Sales & Marketing) Beximco Pharmaceuticals Ltd., Dhaka, Bangladesh Author: Vivek Hattangadi 3 Pharma First-lune Leader to CEO - The Road Map to Success
  4. 4. Contents -I 1. The roles, responsibilities and accountabilities of an FLL 2. Why the FLL is the most important person in the hierarchy 3. On-the-job training through effective joint field work 4. Models to be integrated with ‘One Minute Manager’ and Joint Field Work 5. Contracting the Working Relationship for Joint Field Work 6. The Skill-Will Matrix Author: Vivek Hattangadi 4 Pharma First-lune Leader to CEO - The Road Map to Success
  5. 5. Contents -II 7. The G.R.O.W. Model of Performance Coaching 8. Can we really motivate? 9. Putting Emotional Intelligence to work 10. SWOT Analysis – A Self-Development Tool for First-line Managers 11. The Pygmalion-Galatea Effect for Better Performance 12. Branding yourself to be the next CEO Author: Vivek Hattangadi 5 Pharma First-lune Leader to CEO - The Road Map to Success
  6. 6. Contents –III (Autobiographical Sketches) 13. From Medical Representative to CEO – Short autobiographies of four stalwarts who made a difference to the pharma industry in India a. C.M. Hattangdi: Medical Representative (Pfizer) to Managing Director Parke Davis and Piramal Healthcare b. Dr. Ganesh Nayak : Medical Representative (Cadila Labs.) to COO & Executive Director, Zydus Cadila Healthcare c. K. Hari Ram: Medical Representative (Searle) to Managing Director Galderma Inc, Switzerland d. Shyamal Ghosh: Medical Representative (Sarabhai) to Executive Director, Sun Pharma, Bangladesh Author: Vivek Hattangadi 6 Pharma First-lune Leader to CEO - The Road Map to Success
  7. 7. Other Highlights The Prof. Chitta Mitra Oath for Good Marketing Practices (GMaP) A Peerless Strategic Opportunity: The First-line Manager 20 / 1LM20 – Adapted from Tom Peters 12 case studies from real life episodes of the author Why the First-line Leader is the most important position in the hierarchy Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 7
  8. 8. Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 8
  9. 9. Available at Flipkart - http://www.flipkart.com/search?q=pharma+first- line+leader+to+ceo&as=off&as-show=off&otracker=star Amazon - http://www.amazon.in/s/ref=nb_sb_noss?url=search- alias%3Dstripbooks&field-keywords=pharma%20first- line%20leader%20to%20ceo Pothi - http://pothi.com/pothi/book/vivek-hattangadi-pharma-first- line-leader-ceo-roadmap-success Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 9
  10. 10. For further details vivekhattangadi@theenablers.org www.theenablers.org Author: Vivek Hattangadi Pharma First-lune Leader to CEO - The Road Map to Success 10

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