Regional Sales Manager

Internal Job Description
  ROLES & RESPONSIBILITIES 
 
 Regional Sales Achievement
 
 Ensure optimal execution of plans of action (POA), field tactics program and region plans by regional team
 
 Regularly review achievement of regional sales against targets and initiate appropriate actions to ensure performance is in line with objectives
 
 Use external sales data to benchmark competition
 
  Regional Business Planning and Strategy Development 
 
 Conduct SWOT analysis of market/competitors to identify regional business opportunities
 
 Develop regional Business Plan based on key Marketing objectives & allocate resources (e.g. coaching time with AM’s, budget) for optimal sales impact
 
 Monitor regional business plan to ensure promotional budgets are directed to region of greatest potential/ (key account customers)
 
 Monitor region business plans to ensure appropriateness of intended actions, implementation, and that resources are directed to territories of greatest potential
 
 Collaborate with marketing in campaign development to ensure promotional
 
  Reporting/ Administration 
 
 Ensure availability and comprehension of meaningful and accurate sales statistics (e.g. Sales summary reports, SFE “dashboards”) for AM information
 
 Submit regional Monthly Reports commenting on deviations from Business Plan and intended actions.
 
 Monitor AMs’ monthly reports to ensure relevance and implementation of intended actions
 
 Ensure AMs’ comply with reporting/administration guidelines
 
  Personal Development 
 
 Develop behaviors leading to enhanced effectiveness as outlined in RSM Competency definitions
 
 Communicate, develop and role model SANOFI culture and leadership behaviors
 
 Identify areas for self-development and discuss developmental needs with Business Unit Director
 
 Attend and actively participate in management meetings
 
  Coaching and Team Development 
 
 Work with AM’s to rapidly back-fill any MR vacancies with competent new hires following recruitment policy
 
 Develop team in coordination with Learning & Development
 
 Provide in-field coaching to AM’s to develop their competencies - ability to develop MR’s competencies
 
 Ensuring performance management and disciplinary action for low-performer
 
 Provide team training as required to address collective development needs
 
 Develop and implement strategies to enhance team motivation
 
  Customer Focus and Service 
 
 Maintain contact and relationship with key accounts/customer
 
 Regional customer database and target classifications updated
 
 Ensure that AM’s understand and comply with SANOFI Code of Conduct
 
 Monitor stock at region level
 
  Collaboration with Marketing & Medical 
 
 Working closely with marketing
 
 Implementation of marketing and medical activities in the region in collaboration with Regional Marketing Activity Manager
 
  HSE 
 
 Execute and put HSE (Health, Safety & Environment) in the daily activities, by:Providing the valid driving licenseChecking the vehicle is in safe conditionMonitoring vehicle routine service and maintenance based on the HSE guideline
 
 To lead and act as role model for the execution of HSE (Health, Safety & Environment) activities/programsEnsuring team’s vehicle following HSE standardProviding time allocation to discuss about HSEProviding coaching about HSE
 
  REQUIREMENTS 
 
 Experience:
 
 5 years experiences in sales management in the Pharmaceutical Industry
 
 Education:
 
 Bachelor Degree (S1) from any major
 
 Competencies:
 
 Core:Act for ChangeStrive for ResultCooperative TransversallyCommit to Customer
 
 Lead:Lead TeamDevelop PeopleThink StrategicallyMake Decision
 
 General :Continuous LearningAnalytical ThinkingCommit to Organizational EthicCommunication & NetworkingPlanning & Organizing
 
 Functional :Product KnowledgeSelling Skill
 
 At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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