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Territory Sales Manager

Date: 07-Apr-2021

Location: Beijing, CN

Company: Mölnlycke Health Care

Territory Sales Manager

 

PURPOSE OF POSITION

 

To develop the business in a defined geographical area with focus on targeted accounts and sales opportunities. Retain, develop and generate new profitable accounts. This includes developing relationships with decision makers and other key stakeholders in order to ensure best possible level of sales and customer satisfaction - Large markets or where tender negotiation is involved.

 

KEY ACCOUNTABILITIES

 

Target Management

 

1.    Involve in target setting process and ensure sales planning aligned

2.    Develop direct short-term plan and strategies for the area, within the context of overall corporate policies and objectives

3.    Make the development plan of the following 12 months

4.    Drive the sales targets and trading profit objectives of the area, the accuracy should be high than 98%

 

Territory Management

 

1.    Ensure the quality of territory planning, including hospital listing plan, professional education activities plan, strategic products promotion plan, distributor management and development plan, etc.

2.    Monitor the business progress of the territory, including NDS, IMS, GPS, KOLs, strategic products promotion activities, etc.

3.    Monitor the market information, including the update of the competitors, new government policies, industry trend, etc.

 

Sales Force Effectiveness Management

 

1.    Monitor the GPS result of the team per month, find the gaps and make improve planning with the team, including hospital PEPR, PEPR participant, GPS data quality

2.    Assist subordinates in KOLs and key hospitals

 

Distributor Management

 

1.    Support subordinates and commercial team to negotiate with important distributors

2.    Support subordinates and government team in government affairs projects

 

Team and talents management

 

1.    Set up SMART objectives and follow up

2.    Perform regular performance conversation and coaching

3.    Carry out assessment of team members and select high calibre in the field with HR

4.    Create a high-performance culture and engaging work environment that motivate potentials to plan a long-term career with Molnlycke

5.    Develop qualified talent pipelines to meet requests of team growth and change

 

KEY DECISIONS

•      Territory sales plan including the targets of every district team

•      Territory promotion activities plan

•      Territory listing plan

•      Territory distributor management and development plan

•      Territory talent management and development plan

 

CAPABILITIES: QUALIFICATIONS AND EXPERIENCE

 

Capabilities

 

1.    Well-developed holistic commercial understanding - understanding both core sales skills

2.    Good communicational and presentation skill, logical thinking;

3.    Hard working spirit, attention to details, eager to win, continuous learning;

4.    Good team spirit, interpersonal and leadership skills

 

Qualifications and experience

 

1.    Bachelor Medical Degree or above educational background;

2.    Surgical experience and good knowledge in orthopedics & good surgical skills will be preferred;

3.    Prefer to have 1 year management experience with medical device in a multinational company;

4.    Managed more than 2 provinces or 15 distributors experience or 8 sales force organization

 

ANY OTHER INFORMATION

 

Over 60% of working time on travels may be required