Medical & Scientific Affairs (M & SA) is a critical piece in the puzzle of building a GOOD to GREAT Healthcare Organization!

1. Medical & Scientific Affairs (M & SA) A critical piece in the puzzle of building organizational equity Dr Karthik Anantharaman Head of Medical Team Integrated Disease Management Pvt Ltd

4. Roles & Responsibilities of M & SA understood to be in-line with Differentiated Strategic Intent of organization Customer Few Disease Management Many Product Therapeutic Areas Offering Doctor Patients IDM Scientific rigour for patented ‘first in class’ brands Establish both ‘Science’ & ‘Story’ of the brand Health Outcome Partner to physicians to improve patient outcomes Establish brand as a ‘SOLUTION’ & not a tablet Most Large Pharma Companies in India “ Differentiated” Intent

5. M & SA responsibility: The fine balance Scientific & Research based communication – Non product related, Focus on Disease Management, Guideline Compliance (fair, balanced, non-promotional, build organizational equity thru scientific excellence) Science based product related discussions / objection handling / query management

10. Responsibilities of M & SA Sales Marketing RTM KAM M & SA Medical / MRL / Regulatory Corporate Business (1) Direct Business Development Priorities (Conventional)

11. Responsibilities of M & SA Sales PV IDM Office of Compliance M & SA Medical / MRL / Regulatory External Partnerships CSR (2) Incremental Business Development Priorities PCP / Patient Support Programs

12. Completing the picture: All Responsibilities of M & SA Sales Marketing RTM KAM PV IDM Office of Compliance M & SA Medical / MRL / Regulatory External Partnerships Corporate Business CSR CSA / Patient Support Counselors

19. Role of Team M & SA in Business Strategy Strategy building team BUD + Marketing + NBM Head – M & SA Output = BU Strategy Strategy roll-out team Medical Advisor Marketing Manager M & SA Manager M & SA Implementation Pre-implementation (if any) (blue) & Post-implementation (green) M & SA Inputs / feedback Into BU Strategy (Attachment 1)

20. M & SA : Feedback & Performance Management Customers of M & SA Internal customers (Sales & Marketing) External customers (Doctors) *RBM feedback on respective M & SA(monthly) (Attachment 4) **Training feedback (Attachment 5) M & SA Mgr Consolidated monthly feedback to individual M & SA Individual Coaching & Counseling Supervisor Doctor feedback (consolidated monthly): **CME quality feedback (Attachment 6) **Medical Query quality feedback (Attachment 7) M & SA Manager Monthly Field trip report (Attachment 8) Assessment of Business Enabling Capabilities Assessment of Technical & Management capabilities Assessment of Technical capabilities *Reported on last working day of the month **incorporated in monthly report

21. PPG/KRA Alignment of Team M & SA Head M & SA Regional M & SA Mgr Regional M & SA Mgr M & SA M & SA Regional M & SA Mgr M & SA Medical Director S & M Director (consolidated for all BUs) BU specific (Aligned to BUD’s PPG) BU specific (Aligned to BUD’s PPG) BU specific (Aligned to BUD’s PPG)

22. Resource Planning - Methodology Variables Weightage CoP Network (Region-wise) (Focus segment for KOL Management) 50% Field Deployment 50% Number of medico-marketing activities based on BU strategy

24. Back-up Slides