District Promotion Manager in Ha Noi (Ha Noi, Asia/Pacific Other, Other Asia/Pacific States)

The Position

 

District Promotion Manager

 

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:

Develops a District Plan to maximize the resources 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

Has the responsibility to meet/exceed promotion 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.

 

Duties & 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

Coach Medical Representatives to develop excellent customer engagement skills, aligned to BI selling model (CEM, CEM situational etc.) by utilizing CfE

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

Coach/ Train Reps on effectively utilizing new channels (e.g. follow up email)

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 detailing call in - line with BI CEM approach

3. Manage the Rep Performance and Development for the responsible district 

To lead and monitor team in order to ensure that objectives are achieved by each representative

Observe, document and reward the performance KPIs 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 performance & 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 DPMs with corresponding comments and action plans agreed together with the DPM

Sample monitoring in Veeva

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 regulations, industry and company code of conduct

Ensure that Self / MRs are compliant with all documents and actions in COC regulations

6. Functional / Administrative Responsibilities

Review District / Territorial boundaries and customer coverage, and if necessary, recommends changes (for territorial assignment updating of the reps every year)

Check, approve and validate itineraries / expenses submitted by MRs

Participate in the hiring, PIP, and promotion of MRs

7. Leadership / Supervision

Ensure implementation and compliance to the Performance Management / Compensation Planning timelines for the year

Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines

Ensure that talents are properly identified

Ensure that proper coaching is provided during the MAG discussions (midyear, year-end, or whenever the need arises)

Ensure the adequate staffing of the team and the development and movement of talents are properly implemented

 

Requirements

Minimum Education/Degree Requirements : Bachelor’s degree

 

Skills required:

Sales Leadership

Coaching skills

Business planning

Performance management

Driving Execution Excellence

Communication skills

IT literacy

 

Experience: Minimum 3 years of experience as district management with strong performance record in the previous position.

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