District Sales Manager, Bkk

2 weeks ago

กรงเทพมหานคร, Thailand BI (Thai) Ltd. Full time

**THE POSITION**:

- Managing Team/People - Directly supervises, builds and leads a team of Medical Representatives within responsible district through leading, coaching and managing talents.
- Managing Business / Performance:
1. Develops a District Plan to maximize the resource utilization and ensures execution, ensures targeting of most valuable customers, Field Force/CRM/New channel KPIs achievement, Target and Goals setting, Key Account Tasks (including relationship building & Customer Engagements), market share development & customer base expansion

2. Has the responsibility to meet/exceed sales results(Value and product mix) for the entire district in charge, individual direct reports and channels.
- Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics/requirements(e.g. Pharmacovigilance) are adhered, understood, monitored and respected within the immediate team.

**Tasks & responsibilities**:
**1. Analyze, develop, execute, monitor and achieve the District Plan**:
**- Analyze the business in the responsible district for business opportunities based on performance reports, environmental trends and customer needs**:
**- Develop the District Plan based on the Regional Plan. Provide input to Medical Representative’s Multi Channel Cycle Plans (SAP) aligned with the District Plan. Target the right customers by utilizing IMMPaCT.**:
**- Execute on the District Plan to meet and exceed its objectives, by focusing on days in the field, call frequency, target customer coverage and coaching days**:
**- Monitor and evaluate regularly the implementation of the District Plan (incl. budgets and expenses) and its target achievement, and take appropriate actions to achieve the objectives of the District Plan**:
**-Lead and ensure high quality customer survey using Veeva survey tools**:
**- Validate deviations / approve in MR's Multi Channel Cycle Plans**:
**- Recruit the most competent and motivated individuals for Medical Representative role**:
**- Deal with non-performance with courage and speed**:
**- Demonstrate AAI behaviors**:
**- Role model of BI values**:
2. Coach medical representatives to develop excellent customer engagement skills, aligned to BI selling model(CEM, CEM situational etc.) by utilizing CfE
- Plan the coaching session by reviewing previous coaching logs, comments on Veeva Online, areas of improvement and areas of strengths
- Coach/ Train Reps in consent capture
- Create the coaching report by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas
- Conduct the coaching session by focusing on the selected behaviors, and giving objective feedback at the end of each coaching session.
- Complete the coaching report by including the appropriate proficiency rating for each behavior
- To guide and coach sales force to conduct each selling call in line with BI CEM approach

3. Manage the Rep Performance and Development for the responsible district
- To lead and monitor sales force in order to ensure that objectives are achieved by each representative
- Observe, document and reward the sales and non-sales performance of the medical representatives in the context of the District Plan
- Initiate, develop and implement corrective action plans as per Rep Performance Management priority in regular and consistent manner
- Conduct coaching and MAG discussions (beginning of the year, year-end, or whenever the need arises)
- Identification of talents within the team which can move to the next level or cross post to a different function

4. Utilize CRM system Veeva and standard reports to maximize customer engagement and sales force productivity
- Maintain correct and complete customer database for the responsible district, within the legal framework
- Be compliant with reporting and ensure high quality inputs
- Maximize the productivity of the sales force by utilizing Veeva functions like Customer Survey, Event Management, CfE, Reports and dashboards
- Continuous collect competitor activity and share with relevant colleagues / functions
- Submit monthly sales & activities report with analysis and competitors information
- Veeva Input - ensure daily & factual interaction submissions from the team
- Regular review of all reports submitted by the DSMs with corresponding comments and action plans agreed together with the DSM
- Sample monitoring in Veeva

Opportunity to Localize: Plan and manage sample utilization
- Work and guide team for quarterly sampling plan, validate the target doctors and monitor utilization of samples to ensure it stay in line with marketing directions

5. Comply with local regulations, industry and company Code of Conduct
- Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct
- Take necessary action on issues of compliance and Pharmacovigilance
- Be a role model in compliance with local

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