InnoTech Pharma Ltd.

PRESENTED BY:
15, 19, 26, 27, 38, 42, 43, 56
 INTRODUCTION
Firm basically produces generic products
looking forward for expansion and
diversification in various pharmaceutical areas.

Established : 2000

Our company is customer oriented firm.

 MISSION
To meliorate the human health by
providing the quality product at
affordable price.
 STRATEGIES
EXPANSION AND
DIVERSIFICATION of the firm

VERTICALLY HORIZONTALLY

Collaboration Collaboration
with with
API Foreign players
manufacturing
firm
 DIVERSIFICATION
Entering into new segments like
chronic segment and API.

New product development

Tie – up with the hospital

Entering in diagnostic service

 H.R. Plans
Recruiting and Retaining High Quality Staff

Employment Flexibility

Continual Learning

Accounting for Performance

Creating a Safe and Supportive Workplace Culture

 HIERARCHY
Departments

• Marketing
• HR
• Production
• Finance
• Sales
• Office Staff
Sales Department No. of
Employee

Vice president 1

National Sales manager 6

Zonal Sales Manager 4

Regional Sales Manager 6

Area Sales Manager 4

Sales Executive 5
 JOB DESCRIPTION
 Title: pharmaceuticals sales representative
 Department :Sales division- Nerul, Navi Mumbai
 Reports to :Regional sales director- Nerul,
Navi Mumbai
 Objective : As a Pharmaceutical Sales
Representative, you will have the opportunity to
call regularly on health care professionals and
support the promotional effort behind the
products.
 Responsibilities
 Create and execute an effective call plan
 Utilize reporting tools
 Utilize your customer focused selling skills in
your presentations
 Merchandising our samples
 Remain in compliance with Drivers Safety
Guidelines, and your personal automobile
insurance coverage requirement
 Distributing samples to only licensed
practitioners, and following all samples
regulations
 Relationships and Roles: Internal /
External Cooperation

 Demonstrate ability to interact and cooperate

with all company employees
 Build trust, value others, communicate
effectively, drive execution, foster innovation,
focus on the customer, collaborate with others.
 Maintain professional internal and external
relationships that meet company core values
 Proactively establish and maintain effective
working team relationships
 Job specification
 0-2 years of sales experience in the
pharmaceutical industry.
 Must have a demonstrated ability to
promote and sell goods, services, and
concepts
 Demonstrated effective organizational and
communication skills are required, as well
as the ability to work as directed
 Strong understanding of customer and
market dynamics and requirements.
 Recruitment Processes

External Sources

• Advertisement- TOI, Pharma Biz etc

• Educational Institute- NMIMS, SIESCOMS, NIPER
• Placement agencies- Outsourcing Companies
• Employee exchange
• Labor contractor
• Employee referral
• Unsolicited Applicants (Not asked applications)
 EXTERNAL PROCESS

• Front line (MR, ASM, RSM) - Promotion

• 2ND LINE – CONSULTIG FIRM (HR,
FUNCTIONAL DEPARTMENT HEADS)
• TOP LEVEL – INTERNAL PROCESS
(BULETIN BOARD )
• LOW TASK LEVEL STAFF-
OUTSOURCING
(Security, cleaning, office Boys etc.)
 Internal process for future
expansion and diversification
• Promotion
• Rehiring former employees
• Succession planning
• Transfer
• Employee Referrals
 Selection Process
Initial Screening

Employment Test

Employment InterviewA Reference Verification

Panel/Supervisory
Interview

Employment Offer

Medical Test

Hiring Decision
 TRAINING METHOD
PRODUCTION
Two presentation methods:
– Lectures
– Audio-visual techniques
Apprenticeship training
ON-THE-JOB TRAINING is given at the work place by
superior in relatively short period of time. This type of
training is cheaper & less time-consuming

Coaching

Job Rotation
 TRAINING METHOD
Vestibule Training: - Employees learn their jobs
on the equipment they will be using, but the
training is conducted away from the actual work
floor.
Research and Development
Lectures/Conferences:- This approach is well
adapted to convey specific information, rules,
procedures or methods
 MARKETING
Management Games

In-Basket Exercise

SALES
SIMULATION
Role Plays
Information regarding the situation is provided
to the trainees.
Focus on interpersonal responses.
 OUTSOURCING
YES

• Improved service for company employees

• Maintain consistency in delivery of
instructions
• Get access to high tech resources and
expertise
• Continues up-gradation in training with
latest trends
• Concentrate on core competencies
 Performance Appraisal Systems
• Graphic rating scale
non-supervisory – productivity, reliability, enthusiasm,
attendance.
supervisory – decision making, planning, policy
Implementation, administering.
• Alternation ranking method (eg sales figure)
• Paired comparison method (eg descion making, creativity)
• Forced distribution method
• Behaviorally anchored rating scale (BARS)
• MBO (eg rural market penetration)
• 360-degree Feedback (behaviours and
competencies)