This position is to lead and control the sales force in order to achieve the objectives of the assigned.
Key Responsibilities :
ACHIEVEMENT OF NATIONAL SALES TARGETS, SALES PLANNING, STRATEGY, IMPLEMENTATION AND CONTROL
- Spend 3 to 4 days per week in the field to support PMR and drive sales and understand market and sales force competency to provide feedback to sales managers
- Developing and implementing effective sales strategies
- Achieve approved annual budgeted sales targets for the entire sales team
- Define, cascade and monitor monthly sales and expense budgets of the sales team
- Management of promotional budget and costs
- Contribute to the formulation of the marketing plans with respect to the factors such as sales forecast, expense budgets, promotional activities and market penetration
- Provide management with updated annual forecasts on a monthly basis.
- Ensure that all sales records are maintained accurately and in good order, and that reporting requirements are observed correctly
- Interpret all control information and reports, and take appropriate action when required
- Monitor and report market condition, competitor's activities and reactions to company policies, products and activities; to recommend action steps when required
- Ensure that field feedback is transferred from the sales force to the marketing department
- Perform research and identify new potential customers and new market opportunities
- Negotiate and close agreements with major customers
COMMERCIAL EFFECTIVENESS IMPLEMENTATION
- Maintain updated customer target list and territory alignment according to business objective and strategy
- Improve call reporting system, call effectiveness and drive success of Commercial Effectiveness implementation
- Report sales performance by representative, area, nation, and cluster
- Improve sales force territory business planning system
- Improve and streamline sales team reports
- Spend at least 2-3 working days in a week on the field to understand market and sales force competency and to provide feedback to sales managers
- To propose Annual Sales Incentive Plan and short-term Compensation plan
PEOPLE MANAGEMENT
- Leading nationwide sales team members to achieve sales targets, control attrition and build a motivated and committed team through a culture of achievement orientation, recognition and reward
- Ensure continuous development/motivation of the sales force to plan an effective and target-oriented execution of sales activities
- Evaluate and develop the sales force through co-visiting, frequent contacts and feedback
- In charge of recruitment, promotion, separation and deployment of sales personnel
- Recommend to the Country Manager the appointment, promotion, demotion, dismissal of sales personnel
- Implement and follow-up upon structured analysis, support, training and product information to the sales force
- Ensure realistic, coordinated and motivating district targets for every PMR in the sales force
- To keep field personnel establishment under review and recommend temporary or permanent changes in:
- Territorial boundaries
- Deployment and Development of RSS/M's and PMR's Operating Standards
Requirements:
- Graduate of any business-related course from a reputable college or university. Preferably, with MBA units.
- Substantial and relevant sales and marketing experience in Oncology
Managerial competence
Leadership Capabilities
- Strong leadership and consensus building skills; marketing management and strategic planning experience; a proven track record in developing and administering a marketing program
- Fast learner or willing to learn technical knowledge related to product range
- Able to direct and lead team to become a high performing and highly profitable contributor to the corporation
