Gangadhar Field Connect - Dec'24.pptx Evaluatuon

Understand Performance

1. ZSM Connect FY 24-25 Name of ZSM – M K Gangadhara Prasad HQ : Hyderabad Year of Joining Total Years of Experience No. of Years with Glenmark Current division Previous Division (in Glenmark) Promoted Year No. of FSOs reporting No. of DSMs Reporting Geography Covered 7 th July’23 17 1Y & 6M Glenmark - - 27 5 AP & Telangana

2. Sales Performance Respective Division to add NP: New Product* Period Bud Pri Ach% YPM Prim LY Gr% Sec LM Sec LM Clos Inv. Days FSO’s >100% No. of FSOs on growth bucket < 1% 1-10% 10-19% 20-29% > 30% FY23-24 2705 2827 104% 8.73 2455 15% 2855 259 428 50 21 3 3 15 3 3 Qtr4 FY23-24 627 708 113% 8.74 554 28% 725 259 428 50 23 1 2 3 10 11 Q1 FY 24-25 714 743 104% 9.17 672 10% 715 259 475 55 25 2 11 5 6 2 Q2 FY 24-25 856 847 99% 10.46 793 7% 805 264 526 60 19 6 13 5 1 2 Nov-24 240 244 101% 9.03 215 13% 285 285 464 49 24 2 9 3 1 12 YTD Nov-24 2073 2097 101% 9.71 1928 9% 2111 285 464 49 19 3 16 3 3 2 Brand Name FY’23-24 Nov-24 YTD Nov’24 Ach Ly Ach %Gr YPM Ach Ly Ach %Gr YPM Ach Ly Ach %Gr YPM Candid Powder 903.6 746.6 21.0 2.79 54.7 41.5 31.9 2.03 620.0 591.1 4.9 2.87 Candid-B 729.4 687.1 6.2 2.25 68.2 60.3 13.0 2.53 521.0 496.8 4.9 2.41 Canditral/ SB 150.7 125.8 19.7 0.50 20.2 15.4 31.4 0.81 153.6 96.9 58.6 0.77 Candid TV 163.6 130.0 25.9 0.55 13.3 17.5 -23.6 0.53 98.0 102.6 -4.5 0.49 Candid Cream 205.0 174.5 17.5 0.68 19.9 17.6 12.7 0.79 150.3 139.1 8.0 0.75 Candid Soap 42.9 47.1 -9.1 0.14 4.9 3.5 40.0 0.20 41.1 27.9 47.4 0.21

3. Effort Parameters and Execution Status – Field Parameter Sub Parameter Norms Jun’24 Jul’24 Aug’24 Sep'24 Oct'24 Nov'24 Average for Zone Coverage 95 98.2 96.1 95.3 97.7 97.2 98.9 Compliance 90 95.2 90.7 88.5 92.9 94.5 95.6 Calls/ day 12 12.3 11.9 12.3 12.3 12.2 12.1 No.below threshold Cov (<95%) N/A 1 2 2 2 5 Comp. (<90%) N/A 1 5 6 4 2 2 Calls/ day (12) N/A 3 7 2 1 3 2 No. consistently below threshold (last 3 months) Coverage (<95%) 1 Comp. (<90%) 1 1 Calls/ day 2 2 2 MTP Adherence No of FSO >75% 23 22 23 23 25 24 No of DSMs >75% 5 4 5 5 5 5 DSM Uni Dr Coverage Cumm. 6Months. >90% 1 3 2 4 5 5

4. Self-Efforts & People Parameter Sub Parameter Norms Jun’24 Jul’24 Aug’24 Sep’24 Oct’24 Nov’24 Self-Effort ZSM Field working Days 20 22 23.5 21.5 15 20.5 21 ZSM Self Calls 210 233 263 254 188 228 247 ZSM Self Call Average 10.5 10.59 11.19 11.81 12.53 11.12 11.76 ZSM Rolling FSO Uncovered. 4 months 1 MTP Adherence > 75% 84% 86% 75% 85% 80% 86% People Attrition   - - - 1 1 Vacancy   - - - 1 1 No. of FSO hired FSO   - - - 1 - FSO's Hired - Top 30 Co. & 30Yrs & Science - - - 1 -

5. Project Accelerate Territory Name FSO name Parameters Jun’24 Jul’24 Aug’24 Sep'24 Oct'24 Nov'24 Kurnool Syed Saleem YTD Ach 109% 103% 103% 105% 105% 106% % Gr. 14% 10% 8% 7% 9% 10% YPM Pri. 6.28 6.87 7.69 8.47 8.74 8.94 Coverage 95.23 92.4 98.83 99.42 100 100 Compliance 71.93 90.64 97.08 98.25 98.82 99.41 MTP Adh. 91% 53% 76% 87% 82% 98% JCC - DSM  4  6  4 4   5 3  JCC- ZSM 2  2   2     Guntur Jabiullah Pathan YTD Ach 102% 104% 98% 100% 100% 101% % Gr. 8% 15% 6% 7% 6% 6% YPM Pri. 9.18 9.04 8.72 9.14 9.07 8.92 Coverage 97.65 98 98 96.47 98.82 99.41 Compliance 95.29 98.82 88.82 93.53 96.47 92.35 MTP Adh. 87% 86% 82% 94% 91% 93% JCC - DSM  5  6 3  5  5 3 JCC- ZSM  2   2      2 

6. Discounted Business Trend Sub Parameter Jun’24 Jul’24 Aug’24 Sep’24 Oct’24 Nov'24 Total Sales 285.54 254.65 269.25 254.65 269.3 243.69 Medvol Sales 16.96 19.54 18.7 19.54 20.7 21.94 % Medvol Sales 5.94 7.67 6.95 7.67 7.69 9.00 List ( MSL) 4150 4150 4150 4150 4150 4150 Total No of Rxber As Per ROGSP 2287 2365 2382 2365 2397 2403 % Prescriber 57% 57% 57% 57% 58% 60% No. of Doctors enrolled in Medvol 438 469 473 473 476 476 Total No of Rxber in Medvol 177 199 194 202 217 239 % Prescriber in Medvol 40% 42% 41% 43% 45% 48% No. of Territories > 50% Medvol Business - - - - - -

7. Way Forward – Road Map Parameter Oct’24 Nov’24 Dec’24 (P) Q-3 (P) Bud 262.55 240.35 291.80 794.70 Pri 262.88 243.69 303.00 809.57 Ly Ach 247.36 215.27 255.63 718.27 % Ach 100% 101% 104% 101% % Gr 6% 13% 15% 11% % SOP 85%(23) 89%(24) 89%(24) 85%(23) Sec 268.00 284.71 305.00 847.71 Inventory Days 48 49 48 48 FSO < (-)Gr 4 3 1 2

8. Thank You