Mercer Role Clarification Document v1.

1
IDENTITY
2nd June
Organization: Dr Reddy's Unit/Function : GG India Date :
2010
Approval :
Position Title: ROM Person Name:

Supervisor's
Viva Head Supervisor Name: Approval :
position Title:

PURPOSE :- To ensure implementation of VIVA Processes & Sales Increase

To: Drive implemenation of Viable Vision and improve stockists management

Within: coverage area

With the objective of : Increasing Secondary Sales ( top line & bottom line ).

SIZE
Financial Non Financial
Operating Budget: Direct Reports:
Capex Budget: Team Size: 6- 10 AOMs

OPERATING NETWORK
Internal External
External
Subordinates Roles WITHIN my function Roles OUTSIDE my Function Interface

1) SCM 2) 1) AWACS IT
Area Operations UNNATI 3) SUPPORT.
1) VIVA
Managers (AOM) SALES TEAM 4) 2) STOCKISTS
BPE

MINIMUM REQUIREMENTS

Education & Graduate preferably with MBA having 7-8 years experience in Sales/distribution & People Management
Experience Skills.
Education & Graduate preferably with MBA having 7-8 years experience in Sales/distribution & People Management
Experience Skills.

Business
Sales with sound understanding of supply chain with focus on distribution management.
Understanding
Knowledge Behavioural Skills
1) Distribution Management 1) Team Building skills
2) Sales Experience preferably pharma Sales 2) Coaching Skills
3) Analytical skills
4) Interpersonal skills 5) Computer Skills
 Role Clarification Document- Page 2 Position:
Date:

AREAS OF RESPONSIBILITY (AOR) LEVEL

1 CONVERT EXISTING AND POTENTIAL STOCKISTS INTO VIVA
Convince stockists to convert to VIVA mode with a focus on higher ROI/ITR
IN ORDER TO have maximum stockists coverage under VIVA mode FULL

2 Implementation of Viable Vision Process at Distributor level

Drive Viable Vision by guiding a team of AOMs and oversee Daily tasks
performed by AOMs like Data Uploads, Data Quality, Buffer Management,
undertake regular Viva Stockist Visit, review AOMs Quality of work & ensure
smooth operations IN ORDER TO bring Higher ROI / ITR /Sales Increase
FULL
for customers

3 Stock Availability in coordination with Ops/IT.

Ensure stocks are properly dispatched by CFAs to VIVA / NON-VIVA

Stockists as per planned Schedule, New Stockist activation and buffer
correction IN ORDER TO reduce Shortages / Sale loss and better market PARTIAL
penetration.

Monthly Secondary Sales Compilation & Ensure MIS Accuracy by

4
reviewing AOMs
1) Followup with AOMs and continuous review for timely submission /
Uploads of 31st Statements/LIDs for Viva/NonViva stockists and ensure MIS PARTIAL
accuracy IN ORDER TO provide accurate Secondary Sales data to sales
team for better sales planning & excecution.

6 Collaboration with Sales Teams

1) Attend sales meetings, understand strategies, provide relevant Market
information like New Product performance / Availibility and oversee ITM
Meetings implemetation by AOMs act IN ORDER TO provide necessary
support to Sales team. FULL
ROM
2-Jun-10

MEASUREMENT CRITERIA

Number of stockists converted

to VIVA mode

Increase in ROI / ITR

Sale increase

Stick to Despatch Schedule

No of New
Stockist Activation

VIVA / NON-VIVA Secondary

Compilaions completion 5th
Working Day of the month

No of such strategies adopted

by sales team to ensure
collaboration- Feedback from
concerned NSM/DHs