Possible opportunities or career pathway after MBA(Sales and Marketing) in pharmaceutical industry. Business Development Brand Management Market Research Data Analytics Project Management Pharma Sales (Medical Representative) Digital Marketing Strategy Consulting International Marketing 1. How does pharma company function in and around business team? 2. What is the role of Business unit/operations and other supporting departments? 3. Understanding of roles and responsibilities in each marketing stream. 4. What is the hierarchy from executive to CEO in each stream?

1. Pharma Marketing Scopes
1
Discussion
a) How does pharma company functions in and around business team?
b) What is the role of Business unit and other supporting departments?
c) Understanding of roles and responsibilities in each marketing stream
d) What is the hierarchy from executive to CEO in each stream?
bhaveshmor@gmail.comBhavesh Mor
Bhavesh Mor
bhaveshmor@gmail.com | +919727209933 | Mumbai
6+ years of experience in Pharma Sales and Marketing
Alumnus of NIPER-Hyderabad

2. Designation &
Remuneration (Growth)
Ground: Area of work
By choice or
Grab what is offered
MBA
Happy?
bhaveshmor@gmail.comBhavesh Mor 2

3. Designation &
Remuneration (Growth)
Ground: Area of work
By choice or
Grab offer which you love
Know every ground well
& Develop yourself
MBA
Helicopter
View in slides
bhaveshmor@gmail.comBhavesh Mor 3
May raise chance of getting
satisfaction and happiness

4. 4
R & D
Production
and
Operations
Sales and
Marketing
Human
Resources
Finance and
Accounts
Supply chain
and Admin
Company
bhaveshmor@gmail.comBhavesh Mor

5. 5
Drug MKT
Company
Brand Indication Formulation Dose
Morname Star
Pharma
Mocar Cardiac
failure
Tablet 10mg/day
Mfg
Company
Moon
Pharma
bhaveshmor@gmail.comBhavesh Mor
Example for reference

6. REVENUE AND PROFIT GENERATION
6
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Sales
(Domestic)
International
Market
Data
Analysis
and SFE
Market
Research
and
Intelligence
Strategy
Consulting
and
Training
API
bhaveshmor@gmail.comBhavesh Mor
Here,
Business Unit = Marketing
Team for Pharma Product =
Division of Pharma
company

7. 7
Business
Development
Brand
Management
Strategy
Consulting
and
Training
Data
Analysis
and SFE
Market
Research
and Market
Intelligence
International
Marketing
Marketing
Project
Management
Pharma
Sales
Digital
Marketing
bhaveshmor@gmail.comBhavesh Mor

8. 1. PROJECT MANAGEMENT
8
 Project Management:
 Formulation development project
 BA-BE Study
 Clinical Trial Project
R & D and
Regulatory
Production
and
Operations
Business
Co-
ordination
Business
Unit
Int.Market
Data
Analysis
and SFE
Strategy
Consulting
and
Training
API  Role of Project Manager:
 Project planning, execution, and
monitoring with resource allocation
 Timeline & budget planning and
management
 Customer management
 Management of regulatory and
compliance strategies
 Environmental safety
 Risk management
 Cross functional team management
 Tailor made solution – Ready made
solution
 Target: No.of Successful projects and
revenue
www.pmi.org
bhaveshmor@gmail.comBhavesh Mor
Market
Research
and
Intelligence
Sales
(Domestic)

9. 1. PROJECT MANAGEMENT
9
Executive, Assistant PM, Project Manager,
Senior PM
Ground Level Team
Project Management Team
PM Head
VP R &D
CEO
bhaveshmor@gmail.comBhavesh Mor

10. 2. BUSINESS DEVELOPMENT
10
 Business Development:
 Developing source of revenue
 Bringing new/more products to build
bigger portfolio
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Int.Market
Data
Analysis
and SFE
Market
Research
and
Intelligence
Strategy
Consulting
and
Training
API  Role of BD Manager:
 Approaching and negotiation with
clients (cost per batch/service)
 Integrating contract requirements with
business operations
 Management of regulatory and
compliance strategies
 Cross functional team management
(packaging, price, forecasting, delivery)
 Risk management
 Relationship building with firms
 Target: No. of New products in portfolio
or revenue target and meeting timeline
bhaveshmor@gmail.comBhavesh Mor
Sales
(Domestic)

11. 2. BUSINESS DEVELOPMENT
11
Executive, Assistant Manager, Manager,
Senior Manager
Ground Level Team
BD Team
BD Head
VP BD
CEO
bhaveshmor@gmail.comBhavesh Mor

12. 3. MARKETING MANAGEMENT [BRAND/PRODUCT MANAGEMENT (PMT)]
12
 Marketing Management:
 Generating Incremental profitability
YOY by business management strategies
and achieving sales target
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Int.Market
Data
Analysis
and SFE
Strategy
Consulting
and
Training
API
 Role of Marketing Team:
 Brand Portfolio Management
 New Brand launch plan
 Strategic Marketing plan: STP
 Strategy: Design, Development,
Briefing, Execution, Feedback, impact
measurement
 Training field force and cycle meetings
 Event Management
 KOL management
 New product proposals
 Fieldwork: issues and mitigation plan
 Strategic Marketing
 Target: Sales target, Market share,
Prescription share
bhaveshmor@gmail.comBhavesh Mor
Market
Research
and
Intelligence
Sales
(Domestic)

13. 3. MARKETING MANAGEMENT [BRAND/PRODUCT MANAGEMENT (PMT)]
13
MD
CEO
Cluster Head-1
(ORGPUO)
Vice President-1 (UO)
BU-1 Head/GM (Sales and Marketing) –
Business Team
Marketing Manager
PMT
National Sales Manager
Field Force
BU-2n
Vice President -2n (OR)
Cluster Head-2n
(DCCO)
 PMT:
 Group product Manager
 Product Manager
 Asst.Product Manager
 Product Executive
bhaveshmor@gmail.comBhavesh Mor

14. 4. BUSINESS SUPPORTING SERVICES
14
 Data Analysis and SFE
Preparing report with IMS/AIOCD/PharmaTrac
SMSRC/CMARC/Survey based data
SFE:
Sales Force Effectiveness assessment and
actions
 Market Research and
Intelligence
Primary research and secondary
research,Forecasting, Data Analytics & Data
Processing
Customer Insight, Patient’s Insight,
Market/Business intelligence
Literature/patent/price/Drug safety analysis
Product or Innovation scouting
Marketing and Promotional effectiveness
assessments
Preparing report with various insights and
presenting
 Strategy Consulting
Helping to understand business and
suggesting strategies for New
Company/Therapy/Product launch
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Sales
(Domestic)
Int.Market
Data
Analysis
and SFE
Strategy
Consulting
and
Training
API
bhaveshmor@gmail.comBhavesh Mor
Market
Research
and
Intelligence
 Training Dept:
Training Field force or
people of organization

15. 4. MARKET RESEARCH AND INTELLIGENCE
15
Research Executive
Research Associate / Analyst
Senior Research Executive
Research Manager
Associate Director
Director
bhaveshmor@gmail.comBhavesh Mor

16. 5. SALES (DOMESTIC)
16
 Pharma Sales:
 Generating Incremental sales and
achieving sales targets
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Int.Market
Data
Analysis
and SFE
Strategy
Consulting
and
Training
API
 Role of Sales Team:
 Meeting doctors regularly as per
guidelines
 Executing strategies as per guidelines
 Doctor conversion and engagement
 Relationship building
 Organizing CMEs and participating in
planning and organizing various
academic programs and camps
 Meeting stockiest and chemists
regularly as per guidelines
 Ensuring product availability and
coordinating with C & F
 Target: Sales target, Calls
bhaveshmor@gmail.comBhavesh Mor
Market
Research
and
Intelligence
Sales
(Domestic)

17. 5. SALES (DOMESTIC)
17
SE/MR
Doctors, Stockiest, Chemists, C & F
ASM
RSM
ZSM
NSM
bhaveshmor@gmail.comBhavesh Mor

18. 6. INTERNATIONAL MARKET
18
 Int. Marketing Management:
 Generating Incremental profitability
YOY by business management strategies
and achieving sales target
R & D
Production
and
Operations
Business
Co-
ordination
Business
Unit
Int.Market
Data
Analysis
and SFE
Strategy
Consulting
and
Training
API
 Role of Marketing Team:
 Brand Portfolio Management
 New Brand launch plan
 Strategic Marketing plan: STP
 Strategy: Design, Development,
Briefing, Execution, Feedback, impact
measurement
 Training field force anf cycle meetings
 Event Management
 KOL management
 New product proposals
 Fieldwork: issues and mitigation plan
 Strategic Marketing
 Target: Sales target, Market share,
Prescription share
bhaveshmor@gmail.comBhavesh Mor
Market
Research
and
Intelligence
Sales
(Domestic)

19. 6. INTERNATIONAL MARKET
19
 Int. Marketing Management:
 Generating Incremental profitability
YOY by business management strategies
and achieving sales target
 Proper Brand Management Route
Intr.BD Intr. MKTing
 Int. BD:
 Generating Incremental profitability
YOY by business management strategies
and achieving sales target
 Contract Manufacturing and supply
medicines to market – Direct to
company or stockists
Market
Regulated
Market
Semi-Regulated
Market
Non-regulated
Market
bhaveshmor@gmail.comBhavesh Mor

20. 6. INTERNATIONAL MARKET
20
Executive, Asst.Manager, Manager
Ground Level Team
HOD
GM
VP
CEO
?
bhaveshmor@gmail.comBhavesh Mor

21. Which marketing stream is very good for you?
Valid question but nobody can answer for you.
21bhaveshmor@gmail.comBhavesh Mor

22. DIFFERENTIATING/DOMINATING SKILLS AS PER STREAM
22
Time, Risk,
Cost and Task
Management
People
Management
Negotiation &
Persuasion,
collaboration
skills
Market/business
assessment
Creative and
Innovative
Strategic
Marketing
Data analytics
Forecasting
Machine
learning,
Coding
Communication
skills
Negotiation
skills
Relationship
building
Marketing
skills plus
oversees
regulatory
knowledge
and foreign
language
BD
Project
Management
Market Research
& Date related
PMT
International
Marketing
Sales
Digital
platform
capabilities
Coaching and
training Strategic
thought
process with
analytical
strength
Training
Digital
Marketing
Strategy
Consulting
? ? ? ? ?
? ?
 Common Skills required:
 Basic skills of Microsoft office
 Communication skills
 Interpersonal skills
 Team building skills
 Planning, execution, and monitoring with resource allocation
 Customer management
 Risk management
 Cross functional team management
 Strategic thought process and critical thinking
 others
bhaveshmor@gmail.comBhavesh Mor
Team
Management

23. 23
Suitable for you or not?
Person can guide you better if you reveal yourself.
bhaveshmor@gmail.comBhavesh Mor

24. 24
Do what you
love not what
you like
Be with people
who can guide
you for what
you love
Satisfaction Happiness
bhaveshmor@gmail.comBhavesh Mor

25. Bhavesh Mor
Mumbai
bhaveshmor@gmail.com | +919727209933
Instagram: bhaveshmor23
Thank You
Have a nice journey of life ahead!
bhaveshmor@gmail.comBhavesh Mor 25