ROLE OF PHARMA MANAGERS

Presented by:

Wasif Raza – PH 1046

Definition of Manager

The individual who achieve goals through other

people, with the help of planning, organizing, leading and controlling organization.

Main Quality for Pharma Manager

BUSINESS KNOWLEDGE

•Industry Knowledge

•Scientific Knowledge

•Clinical Knowledge

•Market place Knowledge

•Customer

•Competitor

LEADERSHIP

•Self Awareness•Ethical Decisions Making•Communication Skill •People Development•Influence

APPLICATION OF TECHNOLOGY

•Strategy Development•Exploit Emerging Technology for competitive advantages

TERRITORY MANAGER

JOB DESCRIPTION1)Giving feedback.

2)Calling to the customers.

3)Preparing profile of the customers.

4)Monitoring distribution

RESPONSIBILITYRepresents the company in his territory

FUNCTIONS OF TERRITORY MANAGER

1)Create brand awareness.

2)Key contact between the industry and medical profession.

3)Customer relationship management.

4)Discipline calling system to customers.

5)Grow the image of the product.

6)Collection of data of his territory.

Area Sales Manager

• RESPONSIBILITY : Sales and man management of his area.

• ROLE : Develop and administer a selling program by :-• Setting goals• Planning, budgeting and organising a program.• Implementation.• Controlling and evaluating results.

FUNCTIONS

• Recruit• Coach• Motivate• Supervise , evaluate • CRM• New customers/Avenues/Information/Feedback• Develop future managers• Achieve area budget.• Ensure receivables from market

ZONAL SALES MANAGER

RESPONSIBILITIES• DEVELOPMENT OF ZONE– The ZSM is responsible for

making most profitable zone.

• CONTROL AND CO-ORDINATION –The ASM’S are controlled and co-ordinate through ZSM.

• MANAGEMENT OF MAN AND SALES – The ZSM is accountable for managing the activities of assigned group of sales representatives within a geographic area, or District, to deliver assigned sales goals and related objectives from the strategic sales plan.

•

FUNCTIONS OF THE ZSM

• FUTURE MANAGERS ARE DEVELOPED – ZSM

Consistently applies the guidelines for talent

management systems, including performance management.

• ANALYZES THE ASM- The ZSM analyzes the

work of the ASM.

• LAUNCHING OF NEW PRODUCT- The launching of new product

in the market is decided by ZSM.

• PROBLEMS ARE SOLVED BY THE ZSM- The ZSM solves the

problem faced by all the ZSM.

HISTORY OF PRODUCT MANAGER

• Proctor and Gamble initiated the concept of product management for Camay soap in 1927.

• Business model spread and included in Harvard business school in 1960’s.

Function :• Development of new product.• Nursing of product during each phase of PLC.

FUNCTIONS

• Line extension.• To identify the opportunities.• Creation of strategies.• Execution of strategies.• Working with R & D to test &provide product efficacy data.• Decide pricing.• Training the sales staff.• Product promotional plan.• Translate research data into product performance update.• Gross profit & gross growth of product category .

REQUIRED SKILLS

• Technical knowledge.

• Knowledge of finance.

• Knowledge of marketing.

• Vision.

PRODUCTION MANAGER

• He is the one who manages & supervises the whole production process of a drug.

• He is assisted by stock, Q.C & Q.A managers.

• He supervises the worker co-ordination at shop level.

• The various changes in case of production process or drug combination are applied n executed by him.

• He also keeps the balance between the stock present and the no. of batches to be prepared.