What you will do
1. Commercial Strategy & Planning:
- To achieve business targets through developing AFFMs and field force teams in skills and product knowledge, motivating, coaching, and counseling.
- To develop annual revenue plan and forecast which is realistic but reasonably challenging for each product and territory (based on historical data, market trends, competitive dynamics, promotional strategy and field force effort) associated with reasonable operating costs.
- To manage AFFMs and field force teams in developing and executing business plan which covers revenue and expense, meeting targets, and promotion of Santen brand throughout Vietnam.
- Develop and implement effective sales strategies and processes to drive revenue growth aligning with business department and company’s direction.
- Assign sales territory and set realistic, yet challenging, sales targets for individual team members.
- Translate company-wide sales strategies into actionable plans for the team.
2. Team management and coaching
- To monitor the performance of AFFMs and field force team by establishing and applying systematic approach on reporting and communications involving such reports and periodical review meetings.
- To develop and implement a specific plan which describes the expectation and performance standards for each AFFMs and field force teams and revenue target for the territory of each AFFMs and field force team.
- To strengthen the talents’ capability of AFFMs and field forces teams through planning talent development, recruitment, direction, organization of teams and proper management.
- To coach AFFMs and field force team for better performance on a regular basis along with plan.
- To facilitate collaboration across relevant functions including marketing, FFE, and MA&KA to maximize the impact of product strategy and field force strategy.
- To ensure that all field force activities are in accordance with the guidelines of Code of Conduct.
- Conduct regular one-on-one meetings to review performance and provide constructive feedback and coaching on sales techniques, product knowledge, and communication.
- Help resolve team conflicts and address underperformance with clear action plans.
- Create a positive, collaborative team culture that fosters professional growth and morale.
3. Stakeholder Management
- Build strong relationships with key opinion leaders and key stakeholders (medical society, decision maker, etc.) through various communication methods.
- Oversee key accounts and support team members in resolving customer complaints and issues.
- Ensure that the team maintains a high standard of customer satisfaction and builds strong relationships with clients.
- Collaboration and Leadership
- Lead collaboration and communication with Marketing, Commercial Operations, Other Sales Team, and Patient Journey Solutions department, to ensure alignment and integration of marketing strategies and initiatives.
- Provide guidance, support, and mentorship to team members
- Develop frameworks and processes within the team for alignment while maintaining consistency with Business department’s direction.
- Other tasks assigned by company
4. Regulatory Compliance and Ethical Standards
- Ensure all therapeutic area activities comply with relevant laws, regulations, and ethical standards governing pharmaceutical marketing and patient engagement.
- Uphold high ethical standards in all interactions with patients, healthcare providers, and external partners.