What do you think you done well and why?

The first six months of year 2014 have been very dynamic for the entire Pharma industry. In this
challenging time my YTD achievement is 104% till Jun14. Despite of Clexane and Plavix being
incorporated to the NLEM list I have achieved my product mix with Clexane at 101% and Plavix
at 120%. This was the time when organization came with a mantra of 10X for Plavix. I am happy
to share that I am at 13x for Plavix and planning to reach to 20x by Dec.14. In this journey of
Plavix 10x I have converted 11/12 ICs to be prescribers of Plavix. I have managed to add 7
CVTS to this fleet of Plavix prescribers and more than 20 C.P.s have been added to the same
group. Another challenge during this period was availability of Plavix which has been achieved
by sending message on the stockiest bills and to Plavix is available in more than 1500/3100 retail
shops across ahmedabad. During the same time I have managed to perform and manage my key
accounts for Clexane and also have added 2 smaller nursing homes to the kitty. This was the time
when I have managed to enter and consolidate Rajasthan hospital for Clexane with the support of
Dr. Vimal Ranka along with Plavix. In the same period I have been working for maximization in
CIMS in the DVT arm along side with Dr.Bhagyesh Shah, at SAL hospital I have been working
with Dr.Anil Jain Group where in I have arranged one CME and one training workshop for
CVTS in collaboration with ICATA. I have been conducting 1 Paramedic meet each month with
SAL Hospital. I have satisfied the SFPI criteria set by the organization interms of Call Plan
Achievement, Call Average, DRc, Doctor Coverage and Right Frequency month on month. I
have also submitted my monthly planning in Optima within the time frame given by the
organization. During this time I have managed to pierce into Dr. Parthiv Mehta, by convincing
him to prescribe Clexane and Plavix. This has been achieved by me after tedious efforts of
11months wherein I have aided doctor in knowledge acquisition by proving him articles and
studies of his interest and convincing him to pass on the benefit of our world class product to his
patients. Dr.P.Mehta has a potential of 150-200 pfs/month. This conversion would help me to
make my presence in Mehta hospital along with maximization in SAL Hospital and also in
Sterling Hospital. This way I have not only achieved my goals set by myself for the first half of
2014, but have also tried to make a platform for second half of 2014. As a team we have
achieved all the Bi-months. By the end of the first half of 2014 we have managed to come into
positive growth for Clexane. At the same time I have managed to build good relations with the
Doctors and stockiest which can help me to establish a balance in the working environment. This
was the time when I have attended interact and have been shortlisted for Ready to Promote
pool.

What do you think you can do better and why?

Plavix had been talk of the town and one of the most focused products for the organization.
During this time I have planned that by May14 all the doctors in my list should prescribe Plavix.
By the same time I have managed to add 50 odd doctors to the kitty. If I would have managed to

add atleast 90 odd doctors to my list, it would have helped me to achieve a dream number of
4000 strips by Jun14. At the same time, if I would have received some LBLs for Plavix, this
could have helped me to place a brand remainder just before OPD starts in my major accounts on
daily bases. At the same point of time it creates an image of the brand and inturn mine in doctors
mind which can then solve my issue of Brand remainder from some of the important doctors.

What are the constraints/ difficulties you experience while carrying out task/ Activities?
Timely allotment of promotional material would help to great extent. With Plavix being available
to all at Rs.10.53, so promotional materials for Physicians would be of great value as they will be
the one who can help to establish Plavix in Medical Management.

How is identified talent theme helping in your role?

Identification of talent themes and practical exploration of the same via DISHA has helped me
to be a member of Ready to Promote pool of the Interact process conducted in Mar14. It has
given me the direction by making me understand what my strengths are and how I can use them
to be a better professional. It has provided me a playing ground where by on the basis of my
talent I can tackle the situation resulting into favorable outcomes. Along-side with identification
of talent theme and attending DISHA regular sessions on the individual development with ABM
and RBM has helped me to great extent in my day to day work at the same time understanding
the role and responsibilities of my future aspiration.

What is progress on your IDP?

Being in the hospital business negotiation plays an important role to run the business profitably.
The negotiation workshop organized by the organization has given a complete insight for the
same applying which has helped me to consolidate a smaller nursing home. The skill
development training has helped me to present myself as a better professional in front of the
customers. It has helped me to polish my methods of gaining prescriptions from the customer by
identifying the need of the customer, thus working in partnership with the medical fraternity. It
has taught me the call process followed by the organization whereby allowing me to align with
the organization and improving my working standards to the standards followed by the
organization.

What steps can you take in current role to achieve your career aspirations?
Slowly and steadily I have started taking the responsibility of my territory. With the identified
talent theme I would develop myself on competencies to help my ABM with his responsibilities
for my area, in turn developing my skill to be an ABM.