Semi OTC Sales Manager

cap N.A.TOPJOBS' CLIENT

Pharmaceutical Company

post time Posted 102 months ago

Job Description:

Purpose / Key Responsibilities:
•    Assure consistence sales growth and achievement of sales goals and targets nationally by identifying opportunities and gaining new business while maintaining and growing existing business
•    Provide the sales force with the leadership, direction and assistance to ensure sales force’s targets are achieved in line with short, average and long-term business strategies

Major Duties & Responsibilities:
1. Implement and further develop sales strategy of assigned products:
•    Achieve sales targets, profit objectives, margin and market share annual goals for the assigned products
•    Develop and implement an effective sales targets, sales forecasts, sales programs, with a clear vision on sales and practical actions on short, average and long-term
•    Ensure that the sales program is in line with the organization’s vision, mission and business culture
•    Plan, organize, lead and control the implementation of the tender, sales activities, sales projects, and other marketing programs nationally
•    Explore new areas both within existing territories as well as by expanding geographic coverage for sales development
•    Monitor sales trends and competitors’ activities nationally
•    Organize national sales meetings to review business plans and sales force communication

2. Recruit and train staffs
•    Prepare and submit plan of headcount
•    Co-ordinate with HR Department in recruitment process
•    Suggest salary and remunerations package to HR Department
•    Be responsible for planning, implementation and budgeting of all training actions of the employees in the probation period.

3. Develop the defined territories as basis for individual sales targets
•    Assign the territories to staffs and set-up the relevant individual sales target for staffs
•    Ensure that every region/territory has clear and focused targets
•    Monitor and follow-up territories nationally

4. Lead, manage, control, and motivate the sales force to achieve the individual and team sales targets
•    Be responsible for managing, directing and developing staffs to ensure their competencies, behavior and performance are in line with company requirements
•    Co-ordinate with the other Departments (Marketing and HR) to implement appropriate training programs within the sales force. Provide on-the-job training and coaching to staffs to ensure they have a good understanding of their territories, customers, competitors, marketing tactics, product knowledge and selling skill
•    Guide, support, manage staffs so that they can effectively handle their tasks and meet their objectives
•    Provide guidance for and approve territory action plans by staffs
•    Make sure that action plans/key marketing messages are implemented
•    Plan and conduct field visits with sales force staffs to monitor market dynamics
•    Regularly analyze customer database and classification, frequency of calls, call planning vs. delivery, market trends and competitors’ activity
•    Handle complaints and solve problems nationally
•    Responsible for staffs’ scheduling: work assignments/rotations, employee training, employee vacations
•    Verify and approve incentives for staffs

5. Build KOL endorsement and advocacy
•    Identify the KOL to achieve endorsement and advocacy
•    Take part in negotiations with major key accounts, build and maintain the close working relationships with existing key customers, develop new key customers to derive benefits of meeting the sales objectives
•    Develop endorsement by KOL through co-coordinating with Marketing Department in organizing advisory boards, clinical studies, speakers, symposia, visits, etc according to marketing strategy

6. Monitor performance and sales budget
•    Ensure that an incentive oriented reward system is put in place for the sales staff
•    Track monthly performance vs. plan, and analyze reasons for gaps
•    Complete required reports based on SOP in a correct and timely manner
•    Develop a good sales report systems and ensure proper and timely provision of reports from sales force
•    Verify and approve the reports, purchase requests, entertainment, sales expenses suggested and submitted by staffs
•    Ensure that all sales expenses are controlled and monitored against budget allocations
•    Take responsibility for your own personal development

7. Manage staffs in implementing Marketing plans, programs and strategies
•    Verify and approve requests from staffs about promotional materials i.e. samples, gimmicks. Ensure that promotional strategies designed by Marketing Department are properly implemented in the field
•    Feedback the effectiveness of promotional strategies to Marketing Department
•    Support Marketing Department in organizing all events such as seminar, workshop, etc
•    Effectively manage and guide staffs in implementing Marketing plans, programs and strategies nationally. Strictly monitor and feedback those programs to Marketing Dept and Chief Representative in timely manner

8. Have good product knowledge
•    Attend product training and upgrade product knowledge
•    Make a good/impressive presentation about Company’s product with customers, satisfy and persuade customers by scientific evidences
•    Identify sales opportunities based on medical information, market knowledge, and competitor knowledge
•    Ensure the right releases of product key messages

9. Build teamwork and co-operation spirit
•    Develop and build mutual trust, respect, and cooperation among team members
•    Highly co-operate with colleagues, get along well and help colleagues in the job
•    Build cross-functional team effectiveness with Marketing, Regulatory, Finance, HR and Admin colleagues to ensure successful delivery of strategy
•    Share best practice and learning, competitive information with colleagues to build knowledge and competencies
•    Maintain good interpersonal professional relationships

10. Comply with Company’s policies, regulations and local applicable laws

11. Others:
•    Ensure Company’s confidentiality i.e. intellectual property, product, price, Sales and Marketing strategies, salary information
•    Co-ordinate with HR Department in recruitment process, performance evaluation, retention of good employees, promoting / demoting staff
•    Perform any additional tasks as reasonably requested by superiors

Requisite Qualification & Experience:

Qualification
•    Bachelor’s degree in Medicine or equivalent degree Pharmaceutical market

Experience
•    At least 5 years experience in Medical field
•    Visibility requires maintaining a professional appearance and providing a positive company image to the public
•    Customers’ service orientated.
•    PowerPoint experience is required
•    Good track record in corporate sales.

Skill:
•    Pleasant and outgoing personality
•    Must be Committed, Positive and Hardworking.
•    Able to work under pressure and meet deadlines
•    Excellent interpersonal and communication skills in both written and spoken
•    Ability to persuade and influence others
•    Ability to develop and deliver presentations
•    Ability to create, compose, and edit written materials
•    Strong interpersonal and communication skills
•    Knowledge of advertising and sales promotion techniques