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Job Title: Area Manager
Department: Hospital Products
Summary:
Achieve product supports, profitability and market share objectives for products in Hanoi and North provinces by leading and supervising and deploying a group of team members.
ESSENTIAL DUTIES AND RESPONSIBILITIES.
Meet products’ objectives of the zone by coaching and providing direction to product specialists, KAMs. Effectively manage and supervise the team by working closely with each team member in the field, review their performance on a periodic basis, coach and provide developmental (product knowledge and selling skills) inputs.
Support and lead team to ensure tender listing process of HP portfolios in the assigned territories
Monitor market conditions and competitor activities on an ongoing basis; agree on zonal strategies with Business Unit Manager and implement localized tactics to preempt and counter these conditions/activities.
Prioritize promoting activities via account/territory management with understanding of key decision makers, buying-influences and processes; prioritize resource utilization through effective call-account planning and good time management.
Apply therapy and/or product knowledge to differentiate Company products against competitors and address questions on products or therapies and/or provide technical and administrative product demonstrations.
Monitor actual results against forecasts and participate in the determination of market potential for the territory.
Proactively seek new business opportunities to secure market share.
Build credibility & high trust with customer.
Coordinate with marketing team and participate in major marketing initiatives e.g. exhibitions, symposiums, promotional campaigns etc.
Provide feedback to direct supervisor and marketing personnel for the development of marketing policy, recommended product and product line revisions as well as pricing changes or recommend financially sound proposals /tenders & reach a win-win agreement.
Uncompromising commitment to adhering to company Code of Conduct and promotes the Company Culture through positive, ongoing relationships and activities.
Any project assigned by Business Unit Manager.
Ensure all business activities comply with Company’ business code of conduct, relevant Vietnam legal demands, and ethical standards
KEY RESULTS AREA (KRA) KEY PERFORMANCE INDICATOR (KPI)
1. Business Results
Support to achieve or exceed territory budget revenue in line with marketing plans. Complete PMO’s and reviews.
2. SFE program
100% compliance with customer relationship management system, account plans and as applicable attend account planning meetings.
3. Ongoing Professional Development
Actively participate and successfully complete (captured in ISOTrain) corporate training programs.
4. Execution of Marketing Plan
100% compliance with plan.
5. Reference partners
Gain customer acknowledgment as a partner they can rely on for knowledge, skill and resources.
6. Compliance with internal Company SOP’s and compliance regulations
100% compliance.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. List knowledge, skills, and/or abilities required.
Manage ethical products in key hospitals at assigned cities/provinces.
Hands-on experience in tender management process and listing.
Possess strong interpersonal and communication skills, both written and oral, as well as negotiation and presentation skills.
Ability to analyze and interpret data for effective sales strategies.
Ability to understand and adapt to customers' changing needs, demonstrate business acumen
Demonstrate support for other people and teams; willing to share resources
Strong skills of team management, performance management, Business Planning & Execution, Customer relationship management.
Fair command in English
Competencies:
Ø Commercial acumen
Ø Analytical skills
Ø Directing Others
Ø Result orientation
EDUCATION AND/OR EXPERIENCE.
Include the education and/or experience that is necessary to perform the job satisfactorily.
ü At least Bachelor degree in Pharmacist/Doctor
ü Minimum of 7-8-year of related experience in life science industry, with at least 3-year experience as Area Manager supervising a team of 4-8 Medical Representatives in multinational companies.
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