Industry · Pharma
Pharma CRM and sales force automation for field teams and stockists
Pharma CRM software helps a pharmaceutical company manage the people and partners its sales depend on: medical representatives in the field, stockists and distributors, and the chemists who dispense. IMAST 360 runs this on one platform — Sales Track for MR visits and orders, Distribution+ for stockist billing and stock, and LoyaltyBoard for chemist schemes.
- GPS-verified MR visits to chemists and stockists
- Stockist billing with GST e-Invoice and e-Way Bill
- Trade schemes for chemists, with TDS handled
Planned vs Unplanned
The basics
What is pharma CRM software?
In Indian pharma, most products reach patients through C&F agents, stockists and chemists, while medical representatives (MRs) cover territories every day. A pharma CRM gives the sales team one record of that network: who was visited, what was ordered and which partners are growing.
Pharma CRM usually sits with sales force automation (SFA). SFA plans the MR's territory, verifies each visit and captures orders, and the CRM keeps the partner history. On IMAST 360 both run in Sales Track, while stockist billing and stock sit in Distribution+, so field activity and secondary sales share one data model.
One boundary matters. India's pharma marketing code (UCPMP 2024) restricts gifts and benefits to healthcare professionals, so IMAST programs are built for trade partners — stockists, distributors and chemists. Your compliance team should approve every scheme.
The challenge
Where pharma field sales leak
The problems we hear most often — and what changes on IMAST 360.
01
MR visits can't be verified
Geo-fenced check-in and check-out in Sales Track record every visit with location and time.
02
Stockist stock is a guess
Distribution+ shows live stock across stockists, warehouses and depots, with re-order points.
03
Secondary sales arrive at month end
Stockist billing in Distribution+ records secondary sales as invoices are raised.
04
Trade schemes are settled by hand
Schemes are configured centrally and applied automatically, with claims checked before payout.
On one platform
What pharma teams run on IMAST 360
Each product works on its own, and they share data when used together.
MR territory and visits
Sales Track: GPS coverage and geo-fenced check-ins at chemists and stockists, with AI route optimisation on Enterprise plans.
Order booking
One-tap order capture during the visit, with SKU lists and scheme pricing applied.
Pharma CRM
Channel partner management from the Starter plan, and full CRM with lead management from Growth to track prospects through a pipeline.
Stockist management
Distribution+: stockist profiles with KYC and credit limits, purchase orders with credit and stock checks, and multi-warehouse stock.
GST invoicing
GST-compliant invoices, credit notes, e-Invoice and e-Way Bill, with payment recording.
Chemist schemes
LoyaltyBoard: trade schemes for chemists and retailers on purchases, with Digital KYC and TDS on rewards handled.
How it works
How a pharma field day runs on IMAST 360
From the MR's territory plan to the stockist's invoice.
- 1Plan
Territory planned
Chemists and stockists are assigned to the MR's territory. Enterprise plans add AI route optimisation.
- 2Visit
Visit verified
The MR checks in by GPS at each chemist or stockist and fills in the visit form.
- 3Order
Order booked
Orders are captured with scheme pricing and passed to the stockist.
- 4Bill
Stockist bills
Distribution+ checks credit and stock and raises the GST invoice, e-Invoice and e-Way Bill.
Rolling it out
How to roll out pharma CRM and SFA
Start with territories and visit verification. When every MR visit carries a GPS check-in, managers can compare coverage across territories with confidence, and coaching starts from facts.
Bring stockists onto Distribution+ next, so stock and secondary sales come from billing. That shows whether field activity in a territory is turning into orders at the stockist.
Add chemist schemes only after compliance has approved the rules. Keep schemes tied to trade purchases, verify members with Digital KYC and keep TDS records for every payout.
- Territories and GPS-verified visits first
- Stockist billing for secondary sales
- Visit forms the field team can fill in quickly
- Trade schemes approved by compliance
- Digital KYC and TDS on every payout
Measuring it
What to measure
Track coverage — the share of planned chemists and stockists visited in each cycle — and orders booked per visit. Compare territories on secondary sales from stockist billing, not on self-reported numbers.
Review stockist stock against re-order points every week, and check that scheme payouts match billed purchases.
- Coverage of planned outlets
- Orders per visit
- Secondary sales by territory
- Stockist stock against re-order points
- Scheme payouts matched to billing
Knoxy · AI Chief of Staff
Knoxy runs alongside your pharma field team
Knoxy, the AI Chief of Staff in IMAST 360, watches field, stockist and scheme data together and tells your team what needs attention.
Meet Knoxy- Alerts managers to MRs and territories falling behind plan
- Forecasts stockist orders and inventory by SKU
- Suggests orders before stock runs out
- Flags unusual claims before payout
FAQs
Pharma CRM and SFA FAQs
What is pharma CRM software?
Software that gives a pharma sales team one record of its field visits, stockists, distributors and chemists. On IMAST 360, CRM and sales force automation run in Sales Track, with stockist billing and stock in Distribution+.
What is pharma SFA?
Sales force automation for pharma field teams: territory planning, GPS-verified visits, order booking and reports for managers.
How are MR visits verified?
Each visit has a geo-fenced check-in and check-out in the Sales Track app, recording location and time.
Can we run reward schemes for doctors?
No. India's pharma marketing code (UCPMP 2024) restricts gifts and benefits to healthcare professionals. IMAST programs are for trade partners such as stockists, distributors and chemists, and your compliance team should approve every scheme.
Does it handle GST invoicing for stockists?
Yes. Distribution+ generates GST-compliant invoices, credit notes, e-Invoice and e-Way Bill, with credit and stock checks on every order.
Does it connect to our ERP?
Yes. Distribution+ connects to SAP, Tally and Oracle, payment gateways and logistics partners through REST APIs.
How is TDS handled on partner rewards?
Since 1 April 2026, TDS on business benefits falls under Section 393 of the Income-tax Act, 2025 (formerly Section 194R): 10% on the full value once a recipient's benefits exceed ₹20,000 in a financial year. Reward Max tracks rewards per recipient, verifies PAN and deducts TDS automatically. Confirm specific cases with your tax adviser.
See IMAST 360 for pharma teams
Bring one territory and one stockist — we'll show visits, orders and stockist billing running on IMAST 360.