Job Description

A global pharmaceutical company has a vacancy for a Sales Manager to be responsible for managing, developing, and directing the regional team of Medical Sales Representatives to successfully promote the company and maximize sales potential for designated product ranges to the medical and pharmaceutical professions, through leveraging strong business relationships. In alignment with the company strategy, ensure the team attains or exceeds agreed sales volume and market share for designated products.
Accountabilities

• Leadership & People Management
• Lead sales team to meet or exceed established sales forecasts and call execution goals.
• Work with individual sales reps to establish appropriate and challenging goals for each territory.
• Assess individual and team progress toward goals, and coach to improve.
• Develop sales reps to enhance skills and advance to a higher career level.
• Provide search, evaluation, recruitment, and adaptation of new employees to achieve the business goals set for the team according to corporate requirements and standards.
• Conduct coaching and regular feedback to MSRs, ensuring their focus on commercial effectiveness.
• Ensure the work of MSRs is conducted according to SFE standards.
• Assess MSRs against Leadership Selling best practice, coach them on Leadership Selling and submit coaching plans and reports.
• Plan career and succession paths; formulate and action tailored Individual Development Plans (IDP) that underpin employee development and growth and are aligned to the company Values
• Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance.
• Facilitate departmental and interdepartmental collaboration, participation, communication, and support to maximise performance.
• Assess current and potential staff needs for training, development, and other resources to achieve goals.
• Create individual goals and long-term development plans for employees of their team, support their initiatives (project work, interaction with other departments and regional teams, etc.) to improve their skills and prepare for new roles in the company.
• Unite all MSRs in a cohesive group, creating an atmosphere of harmony, trust, competition, and interaction in the respective territory.
• Ensure all MSRs have tools and access to business information needed to perform their job.
• Ensure that all MSRs plan, conduct, analyse and record all meetings with doctors and other clients in accordance with the requirements of the Company.

Client & Territory Management:

• Proactively anticipate and address obstacles in the respective territory that may impede results.
• Comply with all regulations regarding interactions with healthcare professionals, etc.
• Align the company's strategy with the team's work plans and ensure its full implementation in the region.
• Build and implement on the Territory Action Plans to increase the effectiveness of the regional team in accordance with the Company's marketing strategy.
• Review business plans twice a year and take necessary actions in response to changes of business opportunities & priorities, providing a return on investment.
• Actively look for opportunities to identify customer needs and ways of long-term cooperation with them.
• Achieve goals of the annual promotional cycle
• Develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives for priority product ranges within the business strategy.
• Engage customers in the development of solutions; seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions.
• Explain the gap and root cause to stakeholders (team, company management, external)
• Act decisively and quickly based on analysis of data, take corrective actions/ provide support as required to achieve targets.
• Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required.
• Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals.

Business Administration:

• Prepare a phased forecast of results for the year and budget changes as needed.
• Timely provide reports & data needed for the department head and business teams to understand the progress and forthcoming plans of the team.
• Optimize and monitor the level of team activity using the standard reporting forms.
• Distribute and track the regional budget for each MSR, make sure that the budget is spent in the most efficient way and total costs do not exceed the limit.
• Maintain administrative systems and control.
• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget
• Manage Veeva requirements.
• Ensure team members meet all admin requirements, timely & accurately submitting reports and corporate forms.
• Report as required on territory action plan implementation and budget spend and take corrective action as required.

Corporate responsibility:

• Maintain highest ethical standards and work in a spirit of Company Code of Ethics, following rules & norms set by corporate policies.
• Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
• Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.

Requirements:

• Bachelor's degree
• Demonstrated leadership capabilities, financial management, written and oral communication skills
• Previous management experience
• Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team or Managed Markets

Candidates that meet the criteria may submit their applications via this portal or via vacancy link on www.mnarecruitment.com
Should you receive no feedback within 7 days, please accept your application as unsuccessful.