Brochure

Organizers:

Supported by:

ADVANCED PHARMACEUTICAL SALES LEADERSHIP PROGRAM

IIM Sirmaur Campus Tour

PharmaState Academy in collaboration with IIM Sirmaur brings to you 'An Interactive Program' on Advanced Pharmaceutical Sales Leadership with an aim to Transforming Pharma Managers Into Strategic Business Leaders.

Program Description

This comprehensive program bridges the gap between strategic marketing principles and on-the-ground pharmaceutical sales execution. Expect a rigorous, immersive experience built for real-world impact.

Program Objectives

This program is designed to build six transformative capabilities that elevate pharmaceutical managers into strategic business leaders

1. STRATEGIC MARKETING FOUNDATIONS

Master the marketing principles that underpin effective sales leadership.

2. SALES GOVERNANCE & PERFORMANCE

Implement robust systems for managing and measuring your sales force.

3. TERRITORY PLANNING & GROWTH

Design high-yield territory strategies that unlock sustainable growth.

4. COACHING & TEAM DEVELOPMENT

Develop the coaching capabilities that elevate individual and team output.

5. METRICS-DRIVEN DECISION MAKING

Drive outcomes through data, analytics, and KPI dashboards.

6. COMPENSATION & INCENTIVE DESIGN

Engineer optimal structures that incentivize the right behaviors.

Who Should Attend

RONTLINE & MID-LEVEL

First-Line Managers
Area Sales Managers
Regional Sales Managers

STRATEGIC LEADERS

National Sales Managers
Territory Business Managers

ENABLERS

Sales Training
Commercial Excellence
SFE Professionals

Program Details

Duration

4 Days

Schedule

Starts on: 8th Sept 2026 (Tuesday)
Ends on: 11th Sept 2026 (Friday)

Venue

IIM Sirmaur Campus

Fee per candidate

INR 35,000 + 18% GST = INR 41,300/-

*IIM Sirmaur In-campus Guest house Accommodation & Food Charges are separate as mentioned below:

S. No.	Room Type	Total Rooms	Stay Charges (Per Day)	Food Charges (Per Person)	GST Applicable	Total Charges (Per Person / Day)
1	Single Occupancy	8 rooms	₹3,000	₹1,200	18%	₹4,200 + 18% GST
2	Double Occupancy	20 rooms	₹1,800	₹1,200	18%	₹3,000 + 18% GST
3	Double Room – Single Occupancy	–	₹3,600	₹1,200	18%	₹4,800 + 18% GST

Course outline

Module 1. Marketing Foundations for Sales Leaders

Key Topics: STP (Segmentation, Targeting, Positioning), Pharma Marketing Mix, Ansoff Growth Matrix, BCG Matrix, Strategic Portfolio Thinking.
Outcome:
Transform marketing theory into territory growth.

Module 2. Transaction Cost View of Selling

Key Topics: Transaction Cost Economics, Governance vs.
Motivation, Sales Force Productivity, Managing Sales
Complexity.
Outcome: Deploy modern governance frameworks to boost
effectiveness.

Module 3. Sales Control & Compensation Systems

Key Topics: Behavior vs. Outcome Control Systems, KPI Metrics, Compensation Planning, Incentive Design Workshop.
Outcome: Architect performance structures that incentivize the right behaviors.

Module 4. Coaching & Monitoring Excellence

Key Topics: Training Needs Assessment, Coaching Frameworks, Field Accompaniment Feedback & Development.
Outcome: Build a coaching culture that elevates individual and team output.

Module 5. Territory Management & Metrics

Key Topics: Territory Design The "Growth Mask" Concept Territory Analytics KPI Dashboards.
Outcome: Leverage analytics to extract maximum territory productivity.

Module 6. Practitioner Masterclass

Key Topics:

Real-world Leadership Challenges
Industry Best Practices
Live Case Discussions

Outcome: Absorb battle-tested tactics from veteran pharma leaders.

Module 7. Capstone Project

Key Topics:

Territory Diagnostic Assessment
Governance Improvement Framework
Strategic Action Plan Formulation

Outcome: Present a bespoke strategic improvement plan for your specific business unit.

Program Directors: Updating soon

IIM Sirmaur

BOOK SEAT

For Direct Payment Into the Company Account Use Below Mentioned Information:
Company: Pfrndz Infoconnect Pvt Ltd
Bank Address: ICICI Bank, Delhi SDA Branch
A/c type: Current
A/c Number: 182505000327
IFSC Code: ICIC0001825
GST Number: 09AAJCP4889Q1Z6
Swift Code: ICICINBBXXX (payments from outside India)
IBAN: 182505000327 (payments from outside India)

Help required?

If you are interested in attending the upcoming batch of the Advanced Pharmaceutical Sales Leadership Program, contact us.

Our team will contact you with the detailed information & further payment process.

CONTACT US

for more details

DR. SWATI SINHA

swati.sinha@pharmastate.com
+91 70117 96683

Pape Kipa

kipa@pharmastate.com
+91 884150 23629

or Email us at:

info@pharmastate.com