Role of Third Line Manger in Pharma

1. Role & Responsibility of
a Third Line Manager

2. Sales
 Forecast and achievement
 Volume objectives: zone, region, area,
territory
 Key Product objectives: zone, region, area,
territory
 Ensure targeted Growth & Productivity

3. Sales
Continued..
 Achieve optimum market share & leadership
 Enhance successful launch of new products
 Analyze & monitor the fluctuation of sales & do
the necessary intervention

4. Product Promotion
 Ensure execution of market plans and
implementation of strategies
 Ensure successful conduction of activities/events
planned
 Utilization of inputs: Validate & Approve suggestions
from SLMs for appropriate reduction or addition of
inputs
 Identify needs of special investment on customers
for market development and weak territory
development

5. Product Promotion
Continued..
 Validate & sanction expense on events, activities &
special campaigns
 Validate & control the dispatches made for new product
 Overall supervise the conduction of Cycle Meets, New
Product Briefing Region wise

6. Customer
 Constantly work & develop key customers for
future organizational growth
 Work, identify & develop a pool of opinion
builders to have a pool of speakers
 Monitoring & guiding SLM & FLM for
investments on key & important customers

7. Customer
Continued..
 Ensure timely response for all customer requests
 Organizing, Guiding & Monitoring activities of
SLM, FLM & SOs during events namely DGM,
Sym., State/Zonal/Regional Conf.

8. Distribution
 Ongoing monitoring of inventories of key focus
brands, new products (location wise) & suggest
IDST in case of shortages & also suggest
additional stock requirements
 Monitor & plan liquidation of Near Expiry
Products

9. Distribution
Continued..
 Facilitate the appointment of New Stockist by
validating the required information by
organization’s policy
 Guide & support SLM & FLM in resolving trade
issues

10. People
 Identifying & recruiting suitable individuals
whenever vacancies / expansions arise
 Ensure proper induction of new joinees (SO, FLM,
SLM)
 Ensure maintenance of norms & standards of
company policies
 Ensure co-ordination, co-operation and discipline in
team functioning

11. People
 Work in coordination with SLM & FLM for retaining
performing individuals by suggesting appropriate
reward/ recognition
 Identify people with issues of Discipline, Attitude,
Behavior & Performance and suggest corrective
measures/disciplinary action to H.O.
 Identify Training & Developmental needs of team &
organize training through H.O.