National Sales Manager

Job description:

A. MANAGES THE COMPANY'S RELATIONSHIP WITH ITS CLIENTS. THE LEAD POINT OF CONTACT FOR ANY AND ALL MATTERS SPECIFIC TO THE CLIENT'S ACCOUNT

B. REPORTS DIRECTLY TO THE COMMERCIAL EXCELLENCE OFFICER

BROAD FUNCTION:

Primarily responsible in the coordination and effective implementation of the Client's professional marketing program, and related continuing medical education activities. This includes HCP engagement (detailing, sampling), Congresses, Postgraduate Courses, Product Presentations, Workshops and Lectures.

Secondly, the NSM is responsible for the professional growth and development of all the staff assigned in the Account (business unit): PHSS (District Manager), PHSR (Medical Representative) and other designated business partners, by providing equal opportunities for knowledge and skills training, aptitude competence and soft skills enhancement, and developing talent for promotion to the next higher position.

PRIMARY RESPONSIBILITIES:

Manages the Account's effective execution of program plans and objectives to attain assigned goals and KPIs for Calls, Sales, promotions, and marketing activities (CMEs/MCEs) as directed by the Commercial Excellence Officer.

Leads the Account's field operations, with clear directions that are cascaded promptly and accordingly giving emphasis on the field force full understanding of approved kpi targets and performance metrics.

Monitors the field force efficient use of engagement tools, In-person and On-line (remote), ensures compliance with Company COC policy and New Ways of Working to include Work-from-Home, Data Privacy and Confidentiality guidelines.

Recommends staff and subordinates enroll and participate in internal Reskilling, Upskilling and Retraining programs to develop and improve skills to meet Account program's requirements, inclusive of all work-related issues as time and stress management.

Conducts periodic staff assessment and performance evaluation, adheres to approved performance metrics and established Company E*mployee Developmental R*eport (EDR) in preparing and submitting a rating system that reflects a performance-gap analysis for underperforming employees, as well a recommendation for those exceeding KPIs and expectations.

Oversees account management, identifies new business opportunities, current developments, and updates through (1) timely reports (CIR-C*ompetitive Intelligence R*eport), (2) regular meetings with PHSS and bus. partners and (3) presentation of National/District/Territory performances during Business Reviews with Client point persons and Account's field force.

DUTIES AND RESPONSIBILITIES

ADMINISTRATIVE and COMMUNICATION PLAN:

- Submits updated HCP (customer) masterlist, TCPs

- Complies with latest approved Operating Guidelines and Company Policies

- Conducts regular fieldwork with field force, undertakes coaching activities to improve PHSS supervisory and leadership skills, shares SFE-IT validated calls, sales data for prompt updates of actual performances

- Monitors, as often as necessary, in coordination with PHSS and SFE-IT, actual running performances vs. target KPIs Call, Sales, CMEs

- Coordinates regularly with Client/Account distribution sales counterpart to be well-informed of trade channel sales drives, sales opportunities from new outlets.

- Implements with Client Product Management Team the Account promotions cycle to run a well-organized allocation and distribution of client resources samples/promats, based on the judicious HCP classification and frequency of the STP process (segmentation-targeting-positioning)

- Recommends reorder or production of CME materials and service items for distribution and/or replenishment, for the next schedule of marketing activities

- Prepares final of the monthly and quarterly incentives (PMP) for all field personnel

2. PEOPLE DEVELOPMENT:

a) SKILLS IMPROVEMENT PROGRAM

Conducts Training Needs Analysis to address basic PK and skills upgrading needs of the PHSSs and PHSRs

2. Coordinates with COMEXO, SMOH, HRD, CFC and Corporate CIG to enroll identified staff (subordinates and bus. partners) for the continuous ReSkilling-UpSkilling-ReTraining Program available to all of the Organization's employees.

b) PERFORMANCE EVALUATION (EMPLOYEE RATING PROCESS)

Applies appropriate coaching modules and techniques with PHSS during fieldwork, identify PHSS core skills that need to be upgraded

2. Evaluates PHSS and PHSR performance monthly thru set performance metrics, provides analysis and secures agreement on joint improvement plans

3. Prepares quarterly, semestral, and annual staff developmental report and performance rating with recommendation for merit increases (sole discretion of Client/Account), promotion, transfer, or termination.

3. ACCOUNT MANAGEMENT:

Attends regular district meetings to address urgent and pressing concerns of PHSSs/PHSRs

Investigates customer/HCP complaints promptly and informs IS (immediate superior) of the action or response undertaken and the ensuing results or consequences, favorable or otherwise

Evaluates, recommends, and acts promptly on requests for promo materials, special projects, donations and sponsorships to medical societies, institutions, or outreach projects

Handles correspondence without delay. Responds to client's request at the soonest possible time

Prepares all required reports properly, accurately and submits these to COMEXO on the given timeframe, on or before deadline:

Weekly : Professional Program Status

Monthly : Itinerary

Monthly Status Report

Activity calendar

Monthly / Quarterly : Business Review

Goals and Action Plans

PWPs on Special Projects

Others : Reports that may be required by client and COMEXO from time to time.

Job Types: Full-time, Permanent

Benefits:

Health insurance

Paid training

Promotion to permanent employee

Staff meals provided

Education:

Bachelor's (Preferred)

Experience: