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. 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. 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. 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. 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. 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. 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. Author: Vivek Hattangadi
Pharma First-lune Leader to CEO - The Road Map
to Success 8

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. For further details
vivekhattangadi@theenablers.org
www.theenablers.org
Author: Vivek Hattangadi
Pharma First-lune Leader to CEO - The Road Map
to Success 10