Medical representative

Job Summary

Medical representative incentives calculated from stockist data and paid in days.

Pharma companies pay medical representatives on division slabs, headquarter gates and stockist secondary sales that arrive late and get revised. Kennect is pharma incentive compensation software that pulls that data and applies every rule in a dated plan version. Each representative sees the payout before the cycle closes.

The problem

A pharma incentive cycle starts with stockist secondary sales that arrive weeks after month end and change after returns and expiry adjustments. Divisions run different slabs, headquarters carry gates, and first line managers earn on their teams. In many companies it runs in spreadsheets the field cannot see.

Stockist data lands weeks after the month closes

Late payouts

Secondary sales come from stockist statements and distributor systems in different formats. The incentive team cleans and maps them by hand, so payouts land two to three months after the work.

Every division runs its own slabs and gates

Spreadsheet sprawl

Cardiac, diabetes and acute divisions set different products, slabs and coverage gates. Each one lives in a separate workbook, and one formula change can alter hundreds of payouts without anyone noticing.

Representatives cannot see how the payout was reached

Trust and attrition

A representative sees a final number with no slab, gate or stockist line behind it. Queries pile up after payout, and top performers read the silence as a reason to leave.

The payee map

Data sources

• Stockist secondary sales
• Distributor management system
• SFA and call reporting
• ERP primary sales
• HRMS
• Territory and HQ master

Kennect reads each source, maps every payee to a headquarter and division for the month, and pays from one dated plan version.

Plan mechanics

• Division product slabs

  Payout rate rises in steps as secondary sales achievement crosses each slab, set separately for every division and focus brand.

  Kennect holds each division's slab table in a dated plan version and shows the representative the gap to the next slab.

• Stockist sales attribution

  Stockist sales are mapped to headquarters and representatives, with returns, expiry and breakage netted out before achievement is calculated.

  Kennect ingests stockist and distributor files, applies that month's territory mapping and recalculates when a stockist revises a statement.

• Coverage and call average gates

  A representative qualifies after meeting doctor coverage, call average or prescriber targets reported through the SFA.

  Kennect reads SFA call data, applies each gate before the slab payout and shows the payee which gate held the amount.

• First line manager payout

  Area and regional managers earn on team achievement, often with a share-of-team rule such as 70% of representatives on target.

  Kennect rolls results up the month's hierarchy snapshot, so a mid-month transfer credits the right manager.

• Vacancy and transfer proration

  Vacant headquarters, new joiners and mid-cycle transfers change who is paid on which target, and for how many days.

  Kennect prorates targets and payouts by days in role and records each change against the hierarchy version used.

• Quarterly true-up and recovery

  Monthly advances are reconciled against quarterly or annual achievement, and excess payouts are recovered from future cycles.

  Kennect calculates the true-up, posts recoveries to the payee ledger and shows the representative each adjustment line.

• Launch contests

  Short contests reward a new launch, a focus SKU or a quarter-end push on top of the standing plan.

  Kennect runs contests beside the main plan with their own rules, caps and dates, paid in the same cycle.

Sources: Kennect discovery calls with Indian pharma and medtech companies; Kennect product documentation.

Compliance

The Code on Wages, 2019 came into force. Section 2(y) keeps commission out of wages, but excluded pay above half of total remuneration is added back. That changes the base for gratuity and other wage-linked dues when incentives form a large share of pay. Under Section 143(3)(i) of the Companies Act 2013, the auditor reports on internal financial controls, and incentive accruals sit inside that scope. Kennect records each payout against the plan version, the source data and the approver. It also holds every representative's monthly incentive by component, which HR needs for the wage test.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.