Territory Business Officer (TBO)- Narayanghat

A. Seek supports from line manager, sales verticals (or cross functional teammates) and develop own product knowledge, understanding on marketing programs, sales operations & Toreva Selling Process (TSP):

• TBO has to be self-responsible for acquiring product knowledge from line manager/sales verticals, medical team.
• Check & update the understanding about the promotion mixes with DVBU marketing teammates and line managers.
• Must be acquainted with Toreva selling process from training – HR and line managers.
• Be acquainted with the Toreva sales operations & primarily relating to DVBU sales operations.
• Get well verged to Toreva Selling Processes and implement during the daily field work.

B. Prepare the quarterly customer targeting plan to the sales operations team and strive to achieve.

• The TBO must prepare & submit the customer (HCP’s, Retailers & Wholesale) target planning in the first week of every business quarter.

C. Submit the quarterly Territorial Operational Planning (TOP’s) in advance and if applicable- ninety days action plan (90 DAP) as well:

• The TBO must be submitting their Territorial Operational Planning (TOP’s) during their quarterly area meeting to the line managers thereby to the sales operations.
• Need to also submit the 90 DAP as applicable and as requisite by the DVBU sales operations.

D. Achieve the Sales Productivity Process (SPP) targets & Business targets each month without fail:

• The TBO must achieve his SPP goal every month without fail
• Always be strategic, hardworking and agile in achieving the monthly business targets in the territory.
• Seek support, guidance and appropriate approvals in taking the charges of SPP & business targets of the territory.
• Acknowledge well in advance to the line manager & sales verticals (sales management team) in facing any challenges to achieve SPP or Targets both.

E. Prepare and submit the daily call/work planner to line manager & accordingly execute & report the daily calls upon successful achievement:

• The TBO must submit their daily call plan adhering to TOP’s submitted.
• The TBO must submit their daily call plan to the line manager either a day in advance or before or by 8:15 AM every day without fail.
• Non- adherence may induce a disciplinary action from the HR & TM function.
• TBO may mange the daily call/work plan without informing to line manger to achieve the SPP goals upon observing some deviations while implementing the thus submitted plan.
• Report the calls & work with integrity as per the availed system every day.
• Miss out in reporting the work on system up to three consecutive day would be considered again an in-disciplinary act thereby will withdraw the attention of Toreva HR & TM.

F. Maintain the Single Page MCL (SPM) on a daily basis along with the rightly preparation of Daily Call Planner (DCP) and when asked, stay in a situation of providing updated SPM to line manager and verticals at any point of time on work days:

• While preparing the daily call planner the TBO must refer to the single page MCL and thus it must be updated on a daily basis.
• To check the TBO’s planning and work efficiency if it is asked by line manager or the sales verticals it is the TBO’ duty to submit immediately through appropriate and approved channels.

G. Participate, coaching systems with line manager and verticals after or during JFW, moreover efficiently facilitate the sales leadership & TBLT presence in the territory:

• It is TBO’s responsibility to participate the coaching sessions being very agile and positive with line manager & sales verticals & TBLT’s joining in the field work.
• Appropriately acknowledge & document the coaching sessions as per the system developed by HR & TM regarding it.
• Must aspire to facilitate the efficient working environment for line manager, sales verticals & TBLT during JFW.

H. Appropriately plan the DVBU marketing programs in the territory, seek systematic & necessary approvals and implement complying with Toreva policies of Marketing and E& C:

• The TBO must be keen and agile for learning the DVBU therapy area marketing strategies and programs.
• TBO must coordinate to line manager and contact to marketing management team for the desired understanding on marketing inputs, strategies and programs and must own the desired understanding in this front.
• The TBO must aspire and qualitatively achieve the right quantity of marketing program in his/her territory.
• It is everyone’s responsibility to comply Toreva marketing, ethics & compliance policies while conducting such marketing activities and implanting the strategies, thereby the TBO as well.

I. Ensure appropriate follow up, visits & tailored business interactions to the DVBU distributors in the territory thereby maintain a sustained business relationship to ensure the stock availability & timely receivables collection:

• The TBO on his own must have a plan of periodic and need basis visit plan to all the Toreva medicine/distributors and wholesalers.
• Focus on building a great relationships with the DVBU products distributors.
• Ensure the right amount of stock availability and according receivables collection from them.

J. Send weekly (if asked only), fortnightly and monthly sales data with integrity, hence prepare and send the monthly sales stock statement:

• Assess sales data (weekly-recommended) and fortnightly is must and anticipate the gaps or performance so that the business numbers for that particular month can be achieved.
• Must prepare the Monthly Sales Stock Statement with the data integrity and submit it to the line manager & sales operations thereby it will be sent to Toreva finance.

K. Stay up to date with own field & sales metrics and performances and archive appropriately for appraisal with line manager & HR counterparts:

• The TBO must develop a habit of putting the data & documents related him and his territory appropriately so that he/she can reach out to it at any time of need.
• These data the TBO might need while comparing it with the line manager & HR counterpart’s data during appraisals, incentive calculation by sales operations or various award nominations reasons as far as applicable.