National Field Sales Manager (h/f)

Région
Bruxelles (BE)
Publication
lundi 20 février 2017
Date limite
jeudi 6 avril 2017
Niveau d'expérience
5 à 10 ans d'expérience
Type de contrat
Fixe
Temps de travail
Temps plein

To provide inspirational leadership and direction to Sales Representatives in order to achieve company objectives and meet customer needs in their territory. In collaboration with the team of Sales Representatives, the National Field Sales Manager is responsible for the development and management of the business within a sector, for different therapeutic areas.

RESPONSIBILITIES

OPERATIONAL SALES & CUSTOMER EXCELLENCE

  • Ensure sales forecasts and operational budgets are met or exceeded at the regional level
  • Translate marketing strategies into sales action plans in order to achieve financial objectives
  • Assess sales performance and market trends within the region and determine appropriate actions to maximize sales performance
  • Actively seek to discover and meet the needs of customers (GPs, Specialists & Pharmacists) by building relationships and delivering innovative solutions
  • Develop annual sales plan for the region, proposing investment plan with maximal ROI. Annual sales plan should be consolidation of sector sales plan at rep level.
  • Organize and direct the sales activities within the standards of Sales Force Effectiveness
  • Manage accessibility issues in the region

PEOPLE LEADERSHIP MANAGEMENT AND DEVELOPMENT

  • Drive business by observing Sales Representatives' interactions with key customers, providing them with individual coaching, feedback, review on progress and action taken on based on KPI to ensure the success of the Sales Representative
  • Coach reps in field on customer facing, territory management, customer and brand pathology knowledge
  • Build teamwork
  • Act as a role model to inspire trust and commitment
  • Set objectives, coach/mentor, assess performance and address skill development for direct reports
  • In collaboration with the HR Department, proactively identify outstanding talent to fill Sales Representative vacancies

CROSS FUNCTIONAL RELATIONS

  • Accompany Reps at regular intervals to gain customer insight on current and future marketing initiatives and give feedback to Marketing (on promotional materials and brand strategy initiatives)
  • Provide training to new Reps on the promotional materials
  • Actively search for business opportunities and propose them to PM and to Marketing Team
  • Actively participate in the preparation and roll-out of Campaign Plans

COORDINATION AND COMMUNICATION

  • Communicate sales objectives to members of the team
  • Participate on Sales and cross-functional teams, as required, to provide sales perspective on issues
  • Lead communication and coordination of all activities of the team of representatives
  • Ensure continuous feedback & follow-up between DSM's at the level of the  coaching
  • Implement performance management system

PROFESSIONALISM

  • Demonstrate business ethics and ensure active respect of values, business ethics, local laws, policies and procedures by reps.
  • Understand basic business principles and accurately interpret available resources to make sound business decisions
  • Stay up to date on industry trends
  • Develop short and long-term business plans for region

 

 

QUALIFICATIONS

KNOWLEDGE 

Minimum of 3 to 5 years successful selling experience in the pharmaceutical industry.

SKILLS AND ABILITIES

  • Excellent knowledge of selling skills and the selling process
  • Strong sales track record : proven selling & negotiation skills
  • Ability to identify opportunities & translate them from concept to reality
  • Extremely goal oriented, results driven
  • Demonstrated organizational and time management skills
  • Demonstrated people management and coaching skills
  • Demonstrated leadership capabilities and financial management skills
  • Attracted to work in a ‘change’ driven environment

EDUCATION/EXPERIENCE

Minimum Bachelor degree

By preference Master degree

LANGUAGE SKILLS

By preference tri-lingual (French, Dutch & English).