Overall responsibilities of sales management, which includes lead and drive the team to achieve sales objectives, develop sales execution plan, track, monitor and ensure progress and achievement, recruit & coach for performance and development, set targets, objectives, measurements and incentives, identify business opportunities, elevate insights, market trend analysis and key account updates to other functional stakeholders, including but not limited to Marketing, Market Access, etc. Recommend business tactical plans and key account plan to brand team.
Support Business Unit and Customer Excellence in driving key account management. Act as a subject matter expertise to coach, guide and reinforce key account management among sales manager peer group.
Major Responsibilities:
- Build and develop high performance sales team
- Sets targets, objectives and incentives schemes at the beginning of each sales cycle relating to work input, output and quality
- Creates a performance culture in the team to continuously improve and develop; establishes challenging goals for self and others that are designed to achieve positive business results and recognize, differentiate and reward for performance
- Ensures clear role and accountability assigned for actions and results and guides development by providing timely and specific feedback (with examples) on performance, competencies and behavior.
- Discusses and defines effective development plans with employees (including in-field coaching, formal training sessions), track progress and provide continuous feedback. Takes actions to retain talented people within the organization
- Ensures the right level of support for the Salesforces (e.g. materials, commercial programs, etc.) through close collaboration with other functions.
- Establishes two-way communication channels to convey business strategies and plans, engages people by helping them understand the reasons behind organizational initiatives and the value of assigned responsibilities for the individual and team
- Champions organizational decisions and values in a credible way; ensures and inspires team members uphold organizational values and standards
- Driving Brand Team goals and business results
Target setting and execution planning and monitoring
- Develops and implements action plan to achieve and/or exceed brand sales targets
- Consolidates sales information from sales representatives and review proposed forecast in conjunction with Brand Manager / Business Unit Manager
- Guides and coaches individual team member in developing sales plan in accordance with the sales forecast
- Determines action steps and milestones required to implement specific business initiatives, adjusts activities, resources or timelines as circumstances warrant to support implementation
Key Account Management
• Provides market/customers insights to brand team to achieve brand objective
• Identifies business opportunities and collaborates with brand team on key actions
• Monitors and consolidates the outcomes of account engagement and account plans in order to feed the brand planning process and brand team meetings
• Elevates consolidated market intelligence and in field performance to the Brand Teams
• Influences the opinions of key stakeholders assigned by the Brand team (e.g. high prescribing physicians) and as planned in the Develop KOLs engagement plan with in-field team achieve KOL strategy to support the brand performance.
• Collaborates with marketing and market access team to develop strategies for government tender, if applicable
- Develops & maintains good contact with Central Government Stores & Government Supplies Department, if applicable
- Acts as a subject matter expertise to coach, guide and reinforce key account management among sales manager peer group