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PHARMA FIRST-LINE LEADERS - KRAs Slide 1 PHARMA FIRST-LINE LEADERS - KRAs Slide 2 PHARMA FIRST-LINE LEADERS - KRAs Slide 3 PHARMA FIRST-LINE LEADERS - KRAs Slide 4 PHARMA FIRST-LINE LEADERS - KRAs Slide 5 PHARMA FIRST-LINE LEADERS - KRAs Slide 6 PHARMA FIRST-LINE LEADERS - KRAs Slide 7 PHARMA FIRST-LINE LEADERS - KRAs Slide 8 PHARMA FIRST-LINE LEADERS - KRAs Slide 9 PHARMA FIRST-LINE LEADERS - KRAs Slide 10 PHARMA FIRST-LINE LEADERS - KRAs Slide 11 PHARMA FIRST-LINE LEADERS - KRAs Slide 12 PHARMA FIRST-LINE LEADERS - KRAs Slide 13 PHARMA FIRST-LINE LEADERS - KRAs Slide 14 PHARMA FIRST-LINE LEADERS - KRAs Slide 15 PHARMA FIRST-LINE LEADERS - KRAs Slide 16 PHARMA FIRST-LINE LEADERS - KRAs Slide 17 PHARMA FIRST-LINE LEADERS - KRAs Slide 18 PHARMA FIRST-LINE LEADERS - KRAs Slide 19 PHARMA FIRST-LINE LEADERS - KRAs Slide 20 PHARMA FIRST-LINE LEADERS - KRAs Slide 21 PHARMA FIRST-LINE LEADERS - KRAs Slide 22 PHARMA FIRST-LINE LEADERS - KRAs Slide 23 PHARMA FIRST-LINE LEADERS - KRAs Slide 24 PHARMA FIRST-LINE LEADERS - KRAs Slide 25 PHARMA FIRST-LINE LEADERS - KRAs Slide 26 PHARMA FIRST-LINE LEADERS - KRAs Slide 27 PHARMA FIRST-LINE LEADERS - KRAs Slide 28
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PHARMA FIRST-LINE LEADERS - KRAs

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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.

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PHARMA FIRST-LINE LEADERS - KRAs

  1. 1. Key Areas of Responsibilities of First-Line Leaders Vivek Hattangadi - The Enablers MDP - The Enablers 1
  2. 2. KRAs of First-line Leaders Vivek Hattangadi - The Enablers MDP - The Enablers 3
  3. 3. Vivek Hattangadi - The Enablers MDP - The Enablers 4 Introduction
  4. 4. Vivek Hattangadi - The Enablers MDP - The Enablers 6 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!
  5. 5. Vivek Hattangadi - The Enablers MDP - The Enablers 7 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
  6. 6. Vivek Hattangadi - The Enablers MDP - The Enablers 8 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
  7. 7. Vivek Hattangadi - The Enablers MDP - The Enablers 9 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
  8. 8. Vivek Hattangadi - The Enablers MDP - The Enablers 10 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!
  9. 9. Vivek Hattangadi - The Enablers MDP - The Enablers 11 “In the end, all management can be reduced to three words: People, Product and Profits. People come first.” - Lee Iacocca
  10. 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 Vivek Hattangadi - The Enablers 12 MDP - The Enablers
  11. 11. Vivek Hattangadi - The Enablers MDP - The Enablers 13 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
  12. 12. Vivek Hattangadi - The Enablers MDP - The Enablers 18 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
  13. 13. Vivek Hattangadi - The Enablers MDP - The Enablers 19 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
  14. 14. Vivek Hattangadi - The Enablers MDP - The Enablers 20 Multifaceted tasks of First-line Leader
  15. 15. Vivek Hattangadi - The Enablers MDP - The Enablers 21 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
  16. 16. Vivek Hattangadi - The Enablers MDP - The Enablers 22 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
  17. 17. Vivek Hattangadi - The Enablers MDP - The Enablers 23 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
  18. 18. Vivek Hattangadi - The Enablers MDP - The Enablers 24 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
  19. 19. Vivek Hattangadi - The Enablers MDP - The Enablers 25 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
  20. 20. Vivek Hattangadi - The Enablers MDP - The Enablers 26 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
  21. 21. Vivek Hattangadi - The Enablers MDP - The Enablers 27 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
  22. 22. Vivek Hattangadi - The Enablers MDP - The Enablers 28 Responsibility of First-line Leader
  23. 23. Vivek Hattangadi - The Enablers MDP - The Enablers 29 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
  24. 24. Vivek Hattangadi - The Enablers MDP - The Enablers 30 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
  25. 25. Vivek Hattangadi - The Enablers MDP - The Enablers 31 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
  26. 26. Vivek Hattangadi - The Enablers MDP - The Enablers 32 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
  27. 27. Vivek Hattangadi - The Enablers MDP - The Enablers 33 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
  28. 28. Vivek Hattangadi vivekhattangadi@theenablers.org Website – www.theenablers.org Vivek Hattangadi - The Enablers 34 MDP - The Enablers
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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.

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