With the pharma market moving from being value sensitive to price sensitive, there’s limited scope for customer engagement in the industry today. Are you prepared to adapt and lead your team to make an impact in this complex business environment? Discover SP Jain’s 20-hour live virtual workshop designed to help you develop the skills essential to achieve your sales goals efficiently.
The program will help you gain insights into understanding yourself, your internal and external stakeholders, and customer behaviour. Led by senior faculty who bring their industry and academia experience to the classroom, the workshop employs a hands-on approach using industry-relevant case studies, assignments, and a final capstone project where you will present your sales plan.
Mode of Delivery
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Our carefully crafted program content makes your learning practical, relevant and contemporary.
|The changing role of mid-level Sales Managers in today’s pharmaceutical industry||3 hours|
|Achieving sales growth in the region/area by mapping customers, products, and brands||3 hours|
|Grooming the sales team on Insight Selling to achieve higher customer conversion||3 hours|
|Leveraging on Marketing Programs (both Product and Brand) to enhance the sales outcomes||3 hours|
|Preparing achievable and ambitious Area/Region Annual Sales Plan serving as a road map for the region and territories||3 hours|
|Capstone Project on Developing Sales Plan for the Area/Region/Zone||5 hours|
The number of sessions per topic can be customised based on your organisation’s relative priority.
Dr Smitha Ranganathan has over 18 years of experience as a key account influencer and brand communication specialist with a keen interest in focused marketing communications. She has donned various hats in agency environments ranging from account management, brand strategising to business development. She has also been an enthusiastic contributor to some of the popular media publications and has over 46 publications as a columnist in Indian business dailies such as The Economic Times, Hindustan Times and The Brand Equity, and reputed international journals.
Besides brand strategy and writing, Dr Ranganathan has a vast expanse of experience encompassing project management, process definition and consulting across domains. She holds a PhD in Management and a Post Graduate Diploma in Business Analytics with Emphases on Marketing and Human Resource Management. She was the recipient of the AIMS International Outstanding Young Management Teacher Award in 2019.
Ramu Shankarrao has more than 28 years of experience with significant senior corporate management roles in the healthcare industry with leading companies like Medtronic and St Jude Medical. He is the Founder and Director of Sangatikarna Corporate Services. In his current role, he works with companies to drive sales and marketing efforts, strategy and organisation growth. He has a diverse client portfolio ranging from Fortune 500 companies to family-owned businesses.
He coaches business owners and professionals towards achieving revenue and profit growth. He spends much of his time coaching senior leaders on how to align their teams for ultimate success. He is a passionate trainer and has conducted training programs for companies like Covidien, Kimberly Clark, Medtronic, Cisco, Abbott, TTK Pharma, Smiths Medical, Kalash Seeds, Alan Electro-systems and Ugam. With skill-building programs, he helps companies develop strong frontline sales team and strategic business unit heads.
He has completed his postgraduate and undergraduate degrees from Karnataka University.
This action-learning workshop is categorically designed for mid to senior-level pharma sales managers who want to enhance their skills to drive sales growth in their organisation.
SP Jain School of Global Management is an Australian business school that provides modern, relevant and practical global business education. With campuses in the dynamic business hubs of Dubai, Mumbai, Singapore and Sydney, SP Jain is renowned for offering multi-city undergraduate and postgraduate programs. For its flagship Global MBA program, the School has been ranked by reputed international publications such as Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times. Globally intelligent and culturally agile, an SP Jain graduate is empowered with the skills and confidence to drive decisions and take on the global challenges of the 21st century.