Territory Alignment - Lifesciences/Pharma Domain

Overview

To be a Territory Alignment expert, should have hands on experience on zip, account and mix model territory alignment for US Pharma Sales Team on the basis of symphony or IQVIA HCP level data, expert in team size and structure analyses according to call rate, geo size, sale and segment, must know the US market geographies from a sales force size and structure PoV in order to design territory alignments.

Roles and Responsibilities summary:

• Optimize the salesforce size and geographies size to achieve the maximum sales using zip to terr, account to terr or mix model considering US geography knowledge (e.g. mountains, local roads vs. highways, traffic congestion, etc.), and workload assumptions based upon the type of product, call rate, audience location (clinic, hospital, private practice, etc.)
• Provide analysis on sales team size, geography size and structure on the basis of segment, declining and workload (call rate, geo size, product type, audience, demographic condition etc.) as per the business rule.
• Design territory alignment using TerrAlign or AlignStar like software for US pharma market.
• Provide strategic leadership to the team by building new capabilities within the group and identifying business opportunities
• End-to-end leadership of project engagements, from requirements gathering to developing an approach to performing the analyses to providing recommendations
• Manage both short term and long-term projects and relationships with clients
• Meaningfully communicate insights and information to a broad group of stakeholders through exceptional oral and written communication

Good to have Skills:

• Awareness and hands-on experience in few of the following areas is a must: Call Planning, Marketing / Customer Analytics, Marketing Mix, Salesforce Analytics.
• Consultative experience is an added advantage

Additional Information:

- Interpersonal communication skills for effective customer consultation

- Teamwork and leadership skills

- Self-management skills with a focus on results for timely and accurate completion of competing deliverables