Table of Contents

1. Business
Objectives……………………………………………………………………………
……. 3
2.Induction Plan (DM)
………………………………………………………………………………….. 3
3.Hiring of
PA………………………………………………………………………………………
……….. 3
4.Resignation of
PA………………………………………………………………………………………
. 3
5.Day to day
responsibilities………………………………………………………………………
… 4
6.Territory allocation to the
team…………………………………………………………………. 4
7.Expenses
…………………………………………………………………………………………
…………. 4
8.Tour Plan····• • 4
9.Office•••··• 4
10.SLP• ••• 5
11.Marketing activities • 5
12.Market intelligence• 5
13.KOL management··• •5
14.Sales Certification 5
15.SFPI .... 5
16.sanofi•aventis values·••· 6
17.Institutional • 6
18.Data analysis •·········· , ••6
19.Communication 6
20.Weekly Evening Meeting Agenda 6
21.Weekly Morning Meeting Agenda 6
22.Business Review Package • 7
23.Sales Review meeting ·•• •7
24.Objective setting and appraisals ••· 7
25.Performance Improvement Plan ··•• 7
26.Liaison with Distributor • •7
27.Liaison with Key Accounts Manager• 7
28.Liaison with FTM 8
29 . Laptop usage

1Business Objectives:
1.1Achieve assigned sales targets of the team
1.2Ensure updated contact list and territory matrix

2Induction Plan (DM):

2.1One Day comprehensive corporate Orientation by HR (encompassing corporate
policies, like company vehicle maintenance , medical, leaves, provident fund, gratuity,
career pathway, sales incentive, Adverse Drug Reactions and ZERO tolerance issues
along with completion of documents (joining reports, resignation from previous employer,
medical, issuance of P#. Bank A/C, visiting cards, code of ethics)
2.2One day Orientation / briefing with SM
2.32 days with FTM for orientation of systems, product competition and sales certification
2.4One day eTMS orientation by FTM ft eTMS coordinator
2.5Sales supervisory skill by training within 3 months of induction

3Hiring of PA:
3.1 Field HRM to provide CVs of candidates from already short listed pool
3.2OM should also short list candidates from the field
3.3OM should discuss the list of potential recruits with the SM I BM
3.4CVs of Short listed candidates should be submitted to Field Human Resource Manager
on a quarterly basis
3.5Hiring committee; Field HRM, OM, SM /BM
3.6Interview day; Candidate will be finalized after interview by a Sales Manager / Business
Manager. The document will finally be signed by HOS I BU Head
3.7PA should be on board within 3 weeks

4Resignation of PA:
4.1OM should email on the same day (including P#, base town and name) to SM I BM and
Cc to Head of Sales/ BU Head, Field HR Manager, Sales coordinator, Business
Intelligence ft SFE Manager, National Sales Training Manager, Sales Controller, Manager
Payroll, Product Manager, Secretary Medical and Head of Marketing, mentioning "notice or
immediate effect".
4.2Forward original resignation to SM / BM and recruitment request form to be sent to
SM / BM duly signed by OM
4.3Final clearance form to be sent by OM within a week

1 Day to day responsibilities:

1.1 Day starts at 8:30 (summer) and 9 am (winter)
1.2 OM will accompany one of the PAs 9-10:JOam; sitting in wards and OPDs and
continue working with the same PA for the rest of the day
1.3 11am - 2 pm; field work with one of the PA doing coaching calls
1.4 Meet the PAs at one evening contact points 7 pm summer and 6 pm in winter
1.5 Will work till day end doing last planned call
1.6 If DM changes his program, then SM / BM should be informed
1.7 OM has to check the call plans of the PA during working and in the meetings as
well. Call plan should be duly signed by both the PA and the OM
1.8 DM should have the weekly call plan of all the PAs
1.9 OM has to ensure the departure of the team members within the defined time
frame after the conclusion of the meeting

2 Territory allocation to the team:

2.1 Based on Geographical, doctors no. , specialty, territory contribution
3 Expenses:
3.1 Car parking expenses are actual with proper support within assigned limits
3.2 OM has to ensure that all theexpenses of his team are controlled and are
monitored against budgeted limits

4 Tour Plan:
4.1 The tour plan of self and the team has to be submitted by 25th of every month to the
SM / BM
4.2 DM will stay overnight at PA stationed cities only after prior approval of SM /BM

5 Office:
5.1 The DM may stay in office on Saturday and the 1st half of the day of evening
meeting day (provided mandatory coaching time is not comprised) for strategic /
analytical and administrative work

6 SLP ( Sales Leadership Plan) :

6.1 SLP should be submitted and ensure entry twice a week
6.2 Copy of PAs Daily Call Reports mentioning accompanied visits of the OM to be
sent to SM / 3M on weekly basis (every Saturday)

7 Marketing activities:

7.1 OM has to submit the details (planned / done) of the marketing activities to
marketing by 25th of every month
7.2 OM will monitor the implementation of the marketing plan, quality of activities,
participation, and follow up plan and ROI through sales by brick wise analysis.

8 Market intelligence:
8.1 Has to submit competitors' activity immediately
9 KOL management:
9.1 OM will maintain contact with minimum 5 KOLs / PA in a month through
personal visit, activities, email, sms, phone call etc.

10 Sales Certification:
10.1 Implementation of the sales certification with regular follow up in weekly
evening meetings

11 SFPI:
11.1 To ensure implementation of eTMS and monitoring of SFPI

12 sanofi-aventis values:
12.1 Should demonstrate sanofi-aventis values and code of ethics in his day to day
routine himself and ensure the same by his team.
12.2 Value demonstration events to be discussed in Sales Review Meetings

13 Institutional business:
13.1 To ensure the positive growth and liquidation of stocks in all institutions over last
year

14 Data analysis:
14.1 Review sales analyzer data, discussion with the team and ensure individual TAP on
monthly basis

15 Communication:
15.1 All communications are to be addressed to the SM/ BM with Cc to Head of Sales/
BU Head.
15.2 Inter departmental communication can be done with Cc to SM/ BM ft Head of Sales/
BU Head.

16 Weekly Evening Meeting Agenda:

16.1 Town wise sales monitoring vs targets vs time laps
16.2 Planning to over come the deficit
16.3 Focus doctors status review
16.4 Review of KOL development program for targeted doctors
16.5 Discussion of the selected study for the focused doctors / Detailing review
16.6 Feed back report to OM for last three days working
16.7 Distributor's stocks, orders ft returns update
16.8 Coordination with sales officers for improvement of sales
16.9 eTMS reports update status

17 Weekly Morning Meeting Agenda:

17.1 Feed back report to OM for last three days working
17.2 eTMS reports update status
17.3 Drug Information Services requests for head office submission
17.4 Investments / services approval forms submission
21.5 Printing requests with investment forms
21.6 Emergency issues ft concerns related to head office

18 Business Review Package:

18.1 To be updated on monthly basis by 5th working day of the month

19 Sales Review meeting:

19.1 To be conducted once in two months
19.2 Date to be set in consultation with SM / BM
19.3 All PAs of the team should attend the meeting
19.4 BR Package will be used as a format
20 Objective setting and appraisals:
20.1 Should design smart objectives, ensuring timely mid year and year end reviews

21 Performance Improvement Plan:

21.1 To issue a PIP for performance or behavior, OM/ DVM will refer to the PIP
policy. For any other issues, company reserves the right to issue a warning
letter I termination based on Management discretion

22 Liaison with Distributor:

22.1 To keep regular liaison with distributor/s regarding demand I supplies / stock
position etc

23 Liaison with Key Accounts Manager:

23.1 meetings in a month are to be conducted in the first and third week of the month
28Liaison with FTM:

28.1

28.1
28.2
28.3

29
29.1
29.2
29.3
29.4
29.5
29.6
29.7
29.8
29.9
29.10
29.11
29.12
29.13
29.14
29.15
29.16

One hour meeting once a month to be done on 27-29th of every month for
review of last month ft plan of next month
DM is to discuss with his PAs area of improvement with FTM while making
next month FTM Visit plan.
FTMs will incorporate ft make their programs
FTM will give copy of SLP to the DM and brief about his views about PAs with
the DMs

Laptop usage:
When to carry or not? The DM should carry it mainly for the meetings in office
It is advisable not to carry it during field work
While traveling in the car, it should be placed in the foot space in the rear of
the car. It should not be
placed visibly on the seats
Maintenance: The screen of the laptop is very sensitive. Whenever the DM is
not working on the laptop, lid of the laptop should be closed. The CD drive is
also very sensitive. It has to be protected
against any shock or fall. USB DRIVE is disabled. There should not be any
attempt to unlock / activate it Lost / snatched / theft. Should be immediately
informed to the SM / BM. An FIR should be registered Corporate policies
about the usage of laptop: No pirated or un allowed software like Yahoo
messenger, Google messenger, should be installed
Also adult sites are strictly prohibited as they are the most frequent source for
the introduction of viruses Confidentiality of Information and data: Password is
extremely confidential information. It should not be shared with any team
member
The password has to be changed frequently
The laptop should not be handed over to any team member even for any
official assignment Laptop should not be used in public places, to ensure data
privacy.