← A France Pharmaceutical Company
Sales Director (Pharmaceutical)
A France Pharmaceutical Company · Hồ Chí Minh
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Loại hình
Toàn thời gian
Hình thức
Tại văn phòng
Cấp bậc
Giám đốc
Ngành nghề
Dược phẩm
Mức lương
Thương lượng
Địa điểm
Hồ Chí Minh, Hồ Chí Minh, Hồ Chí Minh
Tổng quan
- Sales Strategy Execution & Target Delivery
- Translate the approved annual Business Plan into Medical and Retail sales execution priorities.
- Cascade sales targets and KPIs by channel, region, territory and sales team.
- Drive achievement of sales objectives across ETC, OTC, HAT and relevant commercial channels.
- Ensure execution remains aligned with approved brand strategy, pricing, access strategy and budget.
- Identify performance gaps and implement recovery plans with the relevant teams.
- Medical Sales Leadership
- Lead the Regional Sales Managers covering North, Central and South.
- Drive HCP and hospital coverage, customer development, listing/tender conversion and sales execution.
- Ensure appropriate target allocation by region, territory and Medical Representative.
- Monitor regional performance, field activity, CRM discipline and execution quality.
- Coach RSMs and ensure effective performance management of the Medical field force.
- Retail Sales Leadership
- Lead Retail sales performance through the Retail Manager and Retail ASM structure.
- Drive pharmacy, chain and retail account development, distribution, listing and sales growth.
- Ensure effective execution of approved trade programs and customer agreements.
- Monitor sell-in, sell-out, inventory, outlet coverage and customer performance.
- Identify new commercial opportunities within approved channel and brand strategies.
- Tender & Market Access Execution
- Execute commercial opportunities generated by approved tender and market access strategies.
- Drive hospital listing conversion, tender quota consumption and account execution through the field teams.
- Provide customer and field insights to Market Access and escalate execution barriers.
- Market Access remains accountable for pricing, reimbursement, tender strategy, tender quota, tender calendar and bidding strategy.
- Commercial Performance Management
- Conduct weekly and monthly sales performance reviews with Medical and Retail teams.
- Review actual performance versus target by brand, channel, region and customer.
- Identify root causes, risks and required corrective actions, with clear owner and deadline.
- Track recovery actions and escalate significant commercial or cross-functional issues to the GM when required.
- Forecasting & Business Review
- Provide and validate commercial assumptions and field inputs for sales forecasts.
- Review forecasts with Marketing, Market Access, Finance, Supply Chain and SFE.
- Challenge forecasts based on field reality, customer opportunities and execution capacity.
- Review gaps versus AOP and define commercial recovery actions; escalate major gaps for GM decision.
- Commercial Programs & Execution
- Lead implementation of sales/channel execution programs for ETC and Retail within approved brand strategies and budgets.
- Ensure trade programs have clear objectives, target customers, KPIs, budget and expected commercial impact.
- Monitor execution quality and ROI and recommend corrective actions when results are below plan.
- Brand-building programs, campaigns, symposiums and major marketing activities remain under Marketing ownership.
- Field Force Productivity & Capability
- Optimize field-force deployment according to business potential and approved resources.
Yêu cầu
- Sales Management, Field Force Management, Forecasting, Key Account, Trade & Channel Execution, Collaboration
Quyền lợi
- Performance Bonus
- Extra Insurance
Chế độ thưởngChăm sóc sức khỏeĐào tạo
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