PG Diploma in Pharma Marketing Management

PG Diploma in
Marketing Management

Certificate in Pharmacovigilance

PG Diploma in Pharma Marketing Management

Duration of COURSE – 6 Months

  • Eligibility
  • Highlight
  • What Will you Study



The course requires minimum eligibility criteria for B.Pharm./ M.Pharm/ PhD. in Pharmacy or B.Sc./ M.Sc. with job experience in the pharmaceutical business in a sales/ marketing profile.

Students awaiting the results of their final year exams are also eligible to apply.


The Postgraduate Diploma in Pharma Marketing Management helps people comprehend chemical chemistry and how to use pharmaceutical treatments. It provides a comprehensive understanding of business management and pharmaceutical fundamentals and skill training in construction planning, management method operation, consultation, and management-related problem-solving. Enterprise management leadership, advanced business concepts, technology management, and advanced pharmaceutical management are all taught to students. They will also learn how to react to new management needs in the pharmaceutical sector.

What will you study


Subject Name Focus Indicative contents to be covered
Pharma Sector & Management (2 credit) The focus of this course is to provide an overview of Pharma Sector and managerial issues faced by Pharma sector Managers. In this course, practising managers will
be invited to share details about their work and organization.
1.  Overview of the way in which Pharma sector is organized
2.   Difference types of organizations and work done by them in the pharma sector
3.   Managerial Challenges faced by the Pharma sector managers
1.  The Generic Challenge – Understanding Patents, FDA and Pharmaceutical Life-Cycle Management – Brown Walker Press.
2.   Billions in Your Generic Drugs: Profiteering in Generic Prescription Drug Prices – Steven R. Quimby
3.  Bottle of Lies: The Inside Story of the Generic Drug Boom Hardcover – Katherine Eban
4.  The Truth About the Drug Companies: How They Deceive Us and What to Do About It – Marcia Angell
5. Pharmaceutical Management – Sachin ltkar
Managerial Accounting(2  credit) The focus should be on introducing the concepts of accounting and their use as a management lever 1. Basic accounting: Micro- and Macro-economics. Concepts and conventions underlying preparation of financial statements; Accounting equations; Accounting Processes and accounting policies; Revenues and costs matching and inventory valuation; Preparation of final accounts; Trading account, profit and loss account, balance sheet. Depreciation accounting; Intangible assets accounting. Understanding published annual reports including funds flow statement. Accounting for price- level changes and human resources. Social and environmental accounting.
2. Basic cost concepts: Cost drivers, how and why costs are classified. Systems of cost determination. Cost analysis for decision -making; Marketing and production decisions like deletion or addition of products, optimal use of limited resources, pricing, make or buy, joint product costs etc.
3. Cost analysis for control: Standard costing; Variances- materials, labour, overheads, sales and profits, budgeting and control; Budget
preparation including master budget and zero- base-budgeting. Contemporary issues in management accounting; Value chain analysis, activity based costing, quality costing, target and life cycle costing.
1)  Managerial   Accounting:    Creating   Value    in   a   Global   Business Environment- Hilton, Palat
2)    Managerial Accounting – Jiambalvo J
Management Information system (2 credit) The focus should be on making participants understand the use of spreadsheet,  Visual Basic, and Access as a management tool. These tools are at a disposal to each and every manager. After this course, students will be able to use these tools for analysis of data in financial management, marketing management, and other courses. 1. Understanding spreadsheet, mathematical functions,  logical functions, Lookup functions, reference functions, Array functions, Data Tables, Goal Seek, Sorting, Filtering, Pivot Tables, String, Date and Time Functions.
2. Introduction to Visual Basic, flowchart, Basic coding in Visual Basic for data analysis including debugging, Control structures, iterative control structures
3. Introduction to Access, Basics of data storage and analysis using Microsoft Access.
1) Textbook of Managerial Computing – R L Panigrahy
Pharma Sector Business Environment(2 credit) The focus should be on providing the overview of pharma sector from managerial perspective such as Evolution of pharma sector in India, legal boundaries within which pharma sector operates,  Challenges faced by the sector etc. 1. Overview of the history of evolution of Pharma Sector in India (from the days of Vedas preparing medicines at home to the current industrial production day), Major forces that impact the development of the sector,
2. Legal guidelines/regulations guiding Pharma sector in India,  policy for R&D, Technology Transfer etc. The critical elements of political environment constitution provisions affecting business in India; The preamble, directive principles of state policy and fundamental rights, the economic roles of the government, growth and control of corporate sector in India. Political dimensions of doing business in India, changing dimensions of legal environment in India.
3.  Impacts and opportunities from globalization: Multinational Corporation,
foreign collaboration and Indian business, nonresident Indian and corporate sector, World Bank, IMF polices and India, trade barriers, foreign trade policies, the technological environment in India, policy for research and development, technology and economic development, appropriate technology and problems of technology transfer.
4. Ethics, consumers right, consumerism and business. References:
1) Advances in Pharma Business Management and Research- Dr. Lars Schweizer
2)    Business Environment/ Justin Paul, Professor, University of Puerto Rico, and Rollins College- Florida, USA
Managerial Economics (2 credit) The focus should be on teaching     micro     and 1. The nature and scope of managerial economics, economic theory and managerial      economics.      Managerial      economist’s      role      and
relevance to the Pharma managers demand. Demand elasticities – price, income, cross; Using elasticities in managerial decision making.
2. The theory of consumer choice. The cardinal utility approach. The indifference curve approach. The revealed preference and the theory of consumer choice under risk.
3. The production theory and estimation. The production function. Production with one and two variable inputs. Three stages of production. Economics of state and scope. Estimation of production function. The Cob Douglas and CES function. Use of time-series. The cost theory and estimation. The economic concept of cost. The short and long run cost functions. Theories of cost. Estimation of cost functions.
4. Market structure and degree of competition. Perfect competition. Profit maximizing output in the short and long run monopoly. Profitmaximizing price and output in the short run and long run. Monopolistic competition. Price and output determination in short and long run. Product variation and selling expenses. Behaviour.
5. Oligopoly: Characteristics, price rigidity, interdependence. The Cournot Model, Cartels and Collision. Price leadership. The behaviour theory of the firm and managerial theory of the firm.
6. Price Practices: Pricing under multiple products, price discrimination. International price discrimination and dumping. Transfer pricing.
7. The theory of distribution. Determination of factor prices, rent, wages, interest and profit.
1) Managerial Economics – KEAL, BANERJEE
2)     Managerial Economics 4th Edition – W. Cris Lewis, Sudhir K. Jain, H.
Craig Petersen
Managerial Communication (2credit) The focus should be on making participants understand the process of managerial communication and decision making. This course should aim at making students understand how to write managerial reports, memos, letters, press release etc. The course should also help in sharpening  participant’s skills for spoken communication for business managers, for
e.g. giving presentations, interviews, meetings etc.
1.  Principles of and Barriers to Communication, Listening and Feedback, Communicating Across Cultures, persuasion, Interviews (both giving and taking interviews), Business Presentation, Meetings & Group Discussions, Making effective phone calls and writing emails, online communication in a professional context, Conducting productive meetings, future trends in professional communication
2.   Introduction to the purpose of writing managerial reports, memos, letters, press release etc.
3.   Introduction to the stages of formal managerial decision-making process – situation analysis, options generation, identification of criteria, and systematic evaluation of options leading to a recommendations.
4.   Use of case studies, caselets etc. to make students write managerial reports, memos, letters, press release etc.
1)  Managerial Communication – Geraldine E. Hynes
2)  Managerial Communication – Munter
Pharmaceutical  Marketi ng Management (2 credit) The focus should be on providing  understanding of marketing management in pharmaceutical domain 1.  Marketing tasks and philosophies: Marketing systems and pharma marketing environment,
2.   Consumer Pharmaceutical market and buyer behaviour.
3.  Strategic marketing process: market segmentation, market measurement and forecasting.
4.   Strategic planning in pharma marketing: Situation analysis, developing marketing objectives; Determining positioning and differential advantage, selecting target markets designing marketing mix for target market.
5.  Product decisions: Product classification, product life-cycle strategies,
6.  Branding, packaging and labeling.
7.  Pricing decisions: Pricing methods and strategies.
8.   Distribution decisions: Importance and functions of distribution
channels, distribution channel members.
9.  Promotional Decisions : Promotion mix elements.
10. Pharma Sales and Distribution Management
1)   Marketing Management  I marketing cases in the  Indian context – Kotler
2)  Generic: The Unbranding of Modern Medicine Reprint Edition – Jeremy
A. Greene
3)  Textbook of Pharmaceutical Industrial Management – Shah
4)  Marketing 4.0: Moving from Traditional to Digital – Philip Kotler
5)  Forecasting for the Pharmaceutical Industry: Models for New Product and In-Market Forecasting and How to Use Them Arthur G. Cook – Routledge; 2nd edition
6)  Pharmaceutical marketing in India: For Today and Tomorrow – Subba Rao Chaganti
7)   Pharmaceutical ManaQement – Sachin ltkar
Operations Management (2 credit) The focus should be on making participants understand the management of shopfloor of a pharmaceutical manufacturing company 1.  Product Design Process, Economic Analysis of Product Development Process, transformation processes and Operations Strategy for Business Excellence. Quantitative techniques and softwares
2.   Facility Location and Layout Planning, Facility Location Planning, Factor & Location Ratings,
3.  Operations Scheduling in manufacturing, R&D, Quality context.
4. Inventory Management models, Types of inventory, Selective Inventory Control: ABC, VED, FSN Analysis; Q and P Models, Economic Order Quantity model with safety stock
5.  Process Analysis, Process redesign using BPR, Capacity analysis, optimization of profits
6.   Regulatory approval planning References:
1) Operations Management – William J Stevenson
2)   Operations Management – Jay Jayizer. etal
Field posting (2 credit) (For eg. In pharma companies, pharmacy section of hospitals, Pharma retailer/distributor, windshield tour of pharma parks, api pharma companies, biotech companies, cro companies, formulation companies, drug discovery companies, data analytics clinical trial companies, bioequivalence centres etc) of students for 2 weeks. – In this component, participants should get an exposure of how things are being carried out in practice, should related the practice with things covered in class. At the end of field posting, participants make a public seminar for evaluation purpose.
Business Research Methods (3 credit) The focus should be to provide an understanding of research methods for business managers.
Participants need to know this before going for internship.
1.  Role of Business Research. Nature, Scope and Type of Research
2.   Introduction to qualitative research; Overview of qualitative research methods, Qualitative research tools and fieldwork, Qualitative analysis and reporting
3.  Principles of quantitative research
4.  Types of Research Design
5.  Formulating Research Problem, Review of secondary data, Secondary data collection method, Key Word Search using search
6.  Qualitative data collection and analysis, coding, theme generation,
7. Quantitative data collection and analysis Defining variables, Operationalizing construct, Types of Scales, Comparative and Non comparative Scaling techniques, Questionnaire Design and use of tools such as Google Docs/Survey Monkey etc, Measuring Reliability and validity of Construct, Data Preparation Editing and Coding, Choosing appropriate Statistics and making inferences
8. Individual project focused on application of market forecasting/assessment/drug pricing analysis/ Marketing and promotional effectiveness assessments/ Consumer Behaviour etc
Pharma Products & Sales Promotion Management making participants understand how advertisement and sales promotion campaigns needs to be carried out, How to measure their impact etc. personal selling, public relations and sales promotion of pharma products, sales promotion and consumer behaviour, Sales promotion budget, evaluation guidelines
Advertising objective, how advertisement works, budget allocation, Developing  advertising  objectives,  Introduction  to  Integrated  Marketing Communication  (IMC),    Consumer  Behaviour  &  IMC,  Media  Strategy  and Planning: – Media Plan, traditional Media Scheduling, Digital and Social Media Planning, Challenges in Advertising,  Ethics of Advertising, creative strategy’s Planning development execution and evaluation, Media evaluation,
Financial Management(3 credit) The focus should be on making participants understand the management of financial resources. This course will build on Managerial Accounting  course covered in 1st Sem. 1. Corporate finance function: Concept, scope and its relationship with other functional areas. Sources of financial information, financial institutions and markets. Understanding financial statements – ratio analysis, cash flow statement, EVA, reporting on corporate governance. Present value – time value of money as basis of financial decision-making, mathematics of finance. Risk and return – concept of risk, relationship between expected return and risk, models for risk and return – CAPM, APT and multi-factor models.
2. Investment decision making: Estimating free cash flows, cost of capital decision rules, capital budgeting rules to projects when facing capital rationing constraints. Capital structural planning  – operating and financial leverage; Capital structure theories and value of firm; Capital structure planning and policy; Cost of capital, capital structure and value of firm.
3. Financing decision: Hybrid securities namely convertible and nonconvertible debentures, deep discount bonds , warrants, secured premium notes. Asset-based financing – leasing, hire purchase. Dividend policy- dividend theories, determination of dividend policy, share buyback, retention of profits, dividend policy studies in India.
4. Venture capital financing: Concept, developments in India, process and
method of financing, fiscal incentives, debt securitization.
5. Working capital estimation and management: Operating cycle concept, managing cash and cash equivalents, managing inventory, managing accounts receivables, managing payables. Working capital financing – trade credit, bank finance, commercial paper, factoring, money market structures and recent developments.
6. Valuation of M &A projects: Economics of M&A , methods of valuation – NAV, PECV, MPS, EPS.
7. Corporate strategy, financial policy and shareholder value creating: Link between corporate strategy and financial strategy, implications for capital structure, dividend policy and capital budgeting policy of each corporate strategy.
Ethical Issues in Pharmaceutical Management (1 credit) The aim would be to make participants understand legal boundaries within which the pharma industry operates, and also to make them understand the ethical aspects of managing  pharma industry. Social responsibility and managerial ethics, Improving ethical behaviour and ethical leadership, Ethical decision making and decision making process, Corporate social responsibility, Corporate Governance, Whistle blower and Whistle blower policy, managing diversity wrt gender, Sexual preference, race, ethnicity etc.
Regulatory affairs inPharma (2 credits) This course is design to impact advanced knowledge and skills required to learn the concepts of generic drug and their development, various regulatory filing in different countries, regulatory documents Good manufacturing practice (GMP), Good laboratory practice (GLP), Good Automated laboratory practice (GALP), Good distribution practice (GDP), Quality management
Documentation in pharmaceutical industry: EPDB, PDP, PDR. CoA, DMF Filing process: IND, NOA and ANDA
Dossier preparation and submission Audits and inspections
Product life cycle management
Global regulatory strategies for pharmaceuticals
and filing process Clinical trials protocols and procedures
Participants of the program will be placed in pharmaceutical organizations for practical. The purpose is to make participants understand the practice of management in Pharma companies and relate it to the learnings from class and vice versa. At the end of the internship, participants will make a presentation at the institute.

Exploring the World

Exploring the World of Post Graduate Diploma in Pharmaceutical Marketing

Welcome to ICRI Online Learning, India’s one-stop platform for ambitious individuals with the information and skills they need to thrive in the Pharmaceutical Sales Management sector. Our well-known Post Graduate Diploma in Pharmaceutical Marketing guide you with a competitive advantage in this constantly changing professional life. ICRI Online Learning will digitally transform into the special perks, comprehensive curriculum, great job opportunities, and quicken application process of pursuing a Post Graduate Diploma in Pharmaceutical Management at ICRI Online Learning.

Diploma in Pharma Marketing
A girl sitting with laptop holding her graduation degree
A girl doctor holding half blood filled test tube

Benefits of ICRI’s PG Diploma in Pharmaceutical Marketing

ICRI Online Learning is an edtech company established in 2018 to train working
professionals in clinical research, healthcare, pharmaceutical marketing, aviation, and logistics.


Core Competencies

ICRI Online Learning guides you through a comprehensive Post Graduate Diploma in Pharmaceutical Management concepts, market research, product development, strategic planning, and regulatory compliance. Our PG Diploma in Pharmaceutical Marketing is designed to meet the industry’s specific needs and capabilities, allowing you to gain specialized knowledge and expertise to set you apart from the competition.


Academic Collaboration

As India’s well-known institute, you will benefit from ICRI Online Learning’s extensive network of collaborations with pharmaceutical entities and industry professionals like Medanta. These collaborations benefit you with endless opportunities for internships, industrial visits, and guest lectures. Get practical exposure, enhance your professional network, and stay ahead on top of the latest pharmaceutical marketing trends and advances.


Faculty with Industry Expertise

Our faculty members are industry professionals and recognized academicians who bring knowledge and expertise to the classroom. Throughout your academic career, we are committed to providing high-quality education, mentorship, and advice. You will benefit from our knowledge and develop practical skills to help you in your future profession.


Support for Career Advancement

At ICRI Online Learning, we are dedicated to your professional success. Our specialist career services team provides personalized coaching and assistance to help you navigate the employment market successfully. We help you acquire skills such as resume writing, interview preparation, and networking. Our extensive industry relationships also allow us to help our graduates find internships and job placement possibilities.

Industry-specific Knowledge Blended with Marketing Principles

Our Diploma in Pharmaceutical Sales Management is designed to provide you with the skills and information you need to ace in the pharmaceutical marketing sector.

Our program covers the following topics in depth:

1. Fundamentals of Pharmaceutical Marketing

Gain a strong knowledge of marketing principles as they apply to the pharmaceutical sector.

2. Pharmaceutical Product Management

Discover how to manage pharmaceutical goods from research to commercialization efficiently.

3. Market Research and Analysis

Learn how to research, analyze data, and make sound marketing decisions.

4. Digital Marketing in the Pharmaceutical Industry

Learn about the quickly changing world of digital marketing and how it is used in the pharmaceutical industry.

5. Regulatory Framework and Compliance

Be familiar with the legal and regulatory framework that governs pharmaceutical marketing.

6. Healthcare Professional Relationship Management

Discover ways to develop and maintain effective connections with healthcare professionals, an important component of pharmaceutical marketing.

7. Sales and Promotion Strategies:

Learn how to develop effective sales and marketing strategies that promote product acceptance and market growth.

8. Pharmaceutical Branding and Communication

Investigate pharmaceutical-specific branding strategies and successful communication tactics.

9. Market Access and Price Strategies

To achieve effective product positioning, understand market access difficulties and price strategies.

10. Ethical Concerns in Pharmaceutical Marketing

Investigate ethical concerns and standards about pharmaceutical marketing practices. Through case studies, workshops, and industrial projects, ICRI Online Learning’s Diploma in Pharmaceutical Sales Management emphasizes practical application, ensuring you can apply your knowledge to real-world circumstances.


Make your Career a Success with ICRI Online Learning. Join Now!

A PG Diploma in Pharmaceutical Marketing from ICRI Online Learning will open the door to diverse, fascinating job opportunities in the pharmaceutical business.

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