Job Description

Accountability Statement/Summary:

• Achievement of the assigned brands’ sales, market share and SFE KPI.

• Develop Sales Managers’ (SMs) ability to expand their team’s selling and detailing competencies (that are aligned to Menarini’s proprietary Sales EDGE selling philosophy) in influencing customers’ prescribing behaviors to deliver Menarini’s target sales.

• Effective implementation of planned marketing activities and action plans in coordination with the Marketing team.

• Review and ensure that territorial sales target setting and Medical Representative (MR) targets are appropriately set and aligned with business and territory potential.

• Ensure optimal execution of plans of action (POA), field tactical programs and territory plans by SMs.

• Regularly review achievement of national sales against targets and initiate appropriate actions to ensure performance is in line with objectives.

• Ensure enlistment of newly launched and key products in hospitals and clinics as per plan.

• Use external sales data e.g. IMS data etc to benchmark performance vs competition, and discuss appropriate remedial action plans if required, to achieve sales objectives.

• Develop national Business Plans based on key marketing objectives & allocate resources (e.g. coaching time with SM’s coaching days) for optimal sales impact.

• Monitor National Business plans to ensure promotional budgets are directed to districts or key account customers of greatest potential.

• Review and monitor district business plans to ensure appropriateness and achievability of intended actions plans, and ensure that resources are directed to territories of greatest potential.

• Review and ensure that sales and product incentives are appropriately tabulated and adhere to the incentive terms and conditions, in collaboration with SFE Team.

• Lead, control and motivate the sales teams to achieve the individual and team sales targets and SFE KPI by developing a team of capable, well-trained and performance-oriented MRs.

• Provide in field coaching to SM’s to develop their competencies - ability to develop MR’s selling and detailing competencies to positively influence customer’s prescribing behavior.

• Minimum Coaching Time Required: 50% Fieldwork and coaching time with SMs and MRs

• Work with SMs to rapidly back-fill any MR vacancies with competent new hires following national recruitment guidelines.

• Conduct SWOT analysis of market/competitors to identify national business opportunities.

• Collaborate with marketing in campaign development to ensure promotional materials are optimized for delivering core messages and positively influencing customers’ prescribing behavior.

• Establishes contact in field with key customer’s opinion leaders, government officials, and develops superior KOL knowledge for competitive advantage.

• Establishes a positive achievement oriented work environment within the Sales Teams.

• Performs other tasks that may be assigned from time to time.

• Authorize to approve Sales Orders, Special Prices, Bonus schemes, Sample Orders, and Credit Notes within Menarini SOP and policies.

• Approve manpower request for new Med Rep recruitment, as well as dismissal of incompetent employees.

• Assign sales team staff to perform selected tasks as and when required (e.g. stock take, reports, performance review, internal audits, corrective/preventive actions, etc.)

• Approve Human Resource Admin related matters, e.g. leave application.

• Bachelor’s degree in Pharmaceutical Science, Science or Business. MBA is an advantage.

• At least 5-7 years’ experience in sales and / or marketing management with a healthcare or pharmaceutical company.

• Ambitious, independent, results-oriented with can-do attitude, and good communication and interpersonal skills.

• Good analytical skills, and ability to plan, execute and follow up on sales and/or territory initiatives to maximize sales achievement.

• Proactive with strong leadership and coaching skills, and ability to inspire and motivate employees.

• Proven ability to coach, develop and drive first and second line management and their respective sales teams. Ability to operate at both an operational and strategic level. Demonstrated willingness to be hands-on in the field and influence day-to-day sales activities

• Solid creative thinking and problem solving skills

• Current business networks within the Pharmaceutical Industry

• IT – savvy and proficient in Microsoft Office programs