DUTIES & RESPONSIBILITES / 主 要 职 责
1. Regional Sales Achievement 专业地达成大区销售业绩
Ensure optimal execution of plans of action (POA), field tactics program and district plans by regional team Regularly review achievement of regional 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 Use external sales data to benchmark competition 依照公司政策和阿斯利康行为准则,领导大区团队圆满完成工作计划 (POA)、有效执行大区战略和大区计划 定期依照销售目标审查大区销售业绩，并采取适当措施确保销售业绩达到预期目标 确保成熟产品和新产品平衡，将新近推出的产品和重要产品推广至医院和诊疗机构。 以外部销售数据为标准衡量竞争 2. District Business Planning and Strategy Development 大区业务规划和战略开发
Conduct SWOT analysis of market/competitors to identify regional business opportunities Develop regional Business Plan based on key Marketing objectives & allocate resources ( coaching time with DSM’s, budget) for optimal sales impact Monitor regional business plan to ensure promotional budgets are directed to districts of greatest potential/ (key account customers) Monitor district 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 materials are optimized for delivering core messages and positively influencing customers’ prescribing behavior 根据公司和所属大区的策略与计划,对本大区市场和竞争对手实施 SWOT 分析，以开拓大区业务机会 根据主要市场目标制定大区业务计划，并合理分配资源（如地区经理的培训时间、预算等）以实现最佳销售效果 监督大区业务计划，以确保妥当实施预期工作和计划，同时保证资源被分配至最具潜力的地方 管理和跟进地区经理的地区业务计划的执行，以确保地区经理辅导其医药代表有效执行业务计划 根据市场部的产品策略, 结合大区实际情况, 制定并有效执行市场活动 2. Coaching and Team Development-Recruitment, Coaching, Training and development, Performance Management 人员与团队领导及发展-招聘,辅导,培训和发展,绩效管理
Work with DSM’s to rapidly back-fill any MR vacancies with competent new hires following national recruitment guidelines Provide coaching to DSM to develop their competencies Effectively manage DSM s performance according to company’s system Develop and implement development solutions based on identified needs Identify/retain key talents Effectively manager poor performers according to Corrective Action Policy and Process Develop and implement strategies to drive and motivate team 依照公司招聘政策，根据相关职位的岗位职责和能力模式，挑选合适的人才 使用实地辅导表格,向地区经理 (DSM) 提供辅导以提高其能力 根据公司的绩效管理体系，对地区经理 (DSM)，进行有效的绩效管理。 在大区内建设高潜力人才库, 支持跨部门的合理人才流动, 建设人才梯队 甄别/保留优秀人才 根据公司行为纠正政策和流程，有效管理业绩欠佳的员工 根据团队及个人的发展需求，制定和执行相应的发展方案 制定并实施有助于提升团队士气的战略 3. Customer Focus and Service 客户关注与服务
Maintain contact and relationship with key accounts/customers District customer database and target segmentation updated continuously MR’s monitored to deliver core promotional messages within approved detail aids and in line with POA Ensure that MR’s understand and comply with AZ Code of Conduct Leverage key customer relationships to gain market intelligence and to assist successful formulary listing Monitor stock at district level key accounts/ distributors and advise on customer inventories 确定大区重要客户并保持长期联系 确保大区客户数据库和目标客户的及时更新 确保地区经理督促其代表根据工作计划 (POA)，使用已批准的DA，向客户传递核心的产品信息 通过展示符合阿斯利康行为准则的职业行为，争取客户的信任 充分利用重要客户关系搜集市场情报、协助医院进药 3. Reporting/ Administration 报告/管理
Ensure availability and comprehension of meaningful and accurate sales statistics ( ETMS summary reports, SFE “dashboards”) for DSM information Submit regional Monthly Reports commenting on deviations from Business Plan and intended actions. Monitor FLSMs’ monthly reports to ensure relevance and implementation of intended actions Ensure FLSMs’ comply with reporting/administration guidelines 确保地区经理 (DSM) 获得并理解有意义且准确的销售统计数据（如 ETMS 总结报告） 定期回顾大区计划，如有偏差，找出原因，并制定改进计划 监督地区经理 (DSM) 的月度报告，以确保预期工作的恰当和实施 确保地区经理 (DSM) 遵守报告和管理规范 确保地区经理和代表遵守费用、采购流程政策、流程 4. Personal Development 个人发展
Develop behaviors leading to enhanced effectiveness as outlined in RSM Competency definitions Communicate, develop and role model AZ culture and leadership behaviors Develop individual and team accountability Identify areas for self-development and discuss developmental needs with Sales Director Attend & actively participate in management meetings and training 培养能力、提高效率，达到大区销售经理 (RSM) 能力描述中的要求 确定自我完善的方向，并与大区销售总监探讨个人发展需求 积极传播、发展阿斯利康文化和领导行为，是其他员工的楷模 培养个人和团队责任感 积极参与管理会议和培训活动 JOB REQUIREMENTS & COMPETENCIES / 工作要求和胜任能力
Bachelor and above, medical background preferred 本科以上学历，医科及相关学科背景者优先 Selling skills and management skills 销售管理经验和客户管理经验 Experiences in MNC preferred 在大型跨国医药公司的销售市场优先 Date Posted
16-Jun-2024
Closing Date
29-Jun-2024
