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Regional Sales Manager

3 weeks ago

Sydney, New South Wales, Australia Menarini Asia-Pacific Full time

A. Menarini, a subsidiary of Italy-based Menarini Group, is a leading biopharmaceutical company focused on delivering differentiated healthcare consumer and ethical brands. Leveraging the extensive global infrastructure and go-to-market expertise of the Menarini Group, along with our unique insights of the Asia-Pacific markets, patients and physicians, we undertake biopharmaceutical brands from R&D, through to manufacturing, regulatory approvals, sales and marketing.

The role:

The Regional Sales Manager (RSM) is the strategic leader of a defined geographical region within the integrated healthcare team. Working closely with the Customer Execution Lead, this role provides impetus to the field force to deliver core activities that connect our customers to our products, adding meaningful value to our customers in every interaction. The RSM directs the development of their people towards the goal of growing our brand portfolio. Connected to their people, the RSM sets a clear vision for success in their region, exceeding sales targets and helping their team realise their individual career aspirations.

Responsibilities include (but not limited to):

Leadership:

● Lead multi-state sales region with reporting line responsibility for Integrated Healthcare Representatives

● Contribute to strategic plan for the development of hospital specialty capability within own region and national business

● Make recommendations on territory borders within own region in alignment to business potential to Customer Execution lead

● Responsible for achieving regional sales contribution target of own region

● Establish and maintain an environment and foundation for future sales growth and execute strategies that build a sales culture and productive team that has a high achievement orientation;

Coaching:

● Provide regular feedback with improvement plan to optimise the effectiveness of skill development through formal coaching documents.

● Complete regular one-up coaching days, observing Integrated Healthcare representative

● Schedule regular field days, completing a coaching report for every field day. Each field day will have an objective aligned with developing skills in selling capability, territory management and/or development.

● Generate effective SMART goals from each field day for the Integrated Healthcare Representatives for action and follow-up

● Conduct regular reviews of SFE KPI achievement and sales actual versus target with each Representative in the region identifying gaps and developing plans to close gaps and reach targets;

● Work alongside the Representatives in the region to develop and execute business plans

Development:

● Co-ordinate individual employee development plan creation.

● Coordinate and oversee the training and up-skilling of experienced Medical Representatives to maximise achievement to target, motivation, engagement and work output.

Recruitment:

● Maintain and manage an active list of potential recruits within the territory

Team meetings:

● Key member of sales conference committees to define conference objectives, topics and agenda

● Present relevant sessions at national conferences and meetings as per business requirements

● Facilitate group sessions, workshops and activities within team conferences

● Lead regular regional team meetings as per business requirements

Other projects:

● Oversight on operational sales projects, like company-organised clinical meetings or third-party sponsorships for own region. Make recommendations to Customer Execution Lead on viability of proposed activities.

● Provide monthly updates SFE KPI achievement and targets to Customer Execution Lead, participating in regular SFE reviews with Leadership Team

Quality & Compliance:

Ensure delivery of compliance and control requirements

Qualifications

● At least 3 years of sales management experience and at least 5 years of sales experience in both GP and Hospital within the Pharmaceutical Industry

● Strong knowledge of the State Hospital system, Hospital formularies, journal clubs and other relevant, hospital activities

● Ability to work effectively in dynamic, rapidly changing environment;

● Degree in Business / Science related discipline; and

● Current, valid driver's license