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Regional Expert Sales Manager
Haleon
posted 15d ago
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Job Description
The Regional Expert Sales Manager (RESM) is the highest level in the Expert field sales hierarchy within a Region, and the role will be managing a team of Z onal Expert Sales Managers (ZE SMs ) directly, in addition to a team of sales force indirectly. The incumbent will be responsible for achieving the top line and bottom-line targets of the business as per the accelerated Expert Marketing plan for the Region.
The role shall directly report to the Sales Expert lead and therefore needs to be able to drive all decisions , targets, initiatives and programs at the regional level. The role shall also support in p lanning that entails the forecasting of b usiness based on prescription growth and category brand P/Ds to arrive at overall Expert revenue impact. Support SE Lead in d efin ing deliver ing KPI norms for Expert team against established metrics measures, while maintaining adhering to GSK Values .
Key Responsibilities
The role has the following key deliverables:
Provide leadership and guidance to the Expert Team in region on field deployment, brand promotion, and measurement of productivity and Training.
Work closely with the Sales Expert Lead on the regional strategy execution of the expert plans. Provide strategic inputs to the SE Lead for setting-up country wise agenda for Expert.
Support SE Lead in d riv ing strategic business projects on GTM s, products Engagement plan to reach HCP s and the relevant community, while tapping into emerging opportunities
Coach the team of ZESMs to drive performance and deliver business results . Create an environment to ensure employee engagement with low levels of attrition high diversity where opportunities for career growth can be provided.
Meet the prescription growth value targets for the products promoted by the Expert Sales team
Achieving the top line and bottom-line targets of the division as per the all India business growth plan
Collaborate with the Expert marketing team towards converting key field insights into meaningful and impactful marketing interventions.
Supervise and ensure implement ation of activities , efforts , coverage to achieve the growth objectives for the defined products (achieve desired sales /share gains)
Build and grow contacts with relevant key opinion leaders
Oversee development of sales people by ensuring Coaching Training needs are bridged; and conducting cycle sales meetings to educate the field force on operational strategies of the region
Ensure effectiveness in doctor targeting and coverage of field force including that of first line managers
Manage welfare spends in the Regions within allocated budge
The role requires high ability to interact with key stake holders like: (At a Regional Level)
Market visits by Global Expert Brand Category leads from above country; including Global Vice Presidents.
Expert Marketing managers: for inputting on customer feedback on brand strategies, performance of key brands, execution of strategies etc.
Regional Sales Heads: for forecast, ensuring availability of products, new chemists activations etc
Expert HR Manager : for recruitments, on boarding, backfilling etc.
Regional Medical Detailing Training Managers: for discussing training needs, scheduling training batches, getting developmental feedback for the team, scheduling joint working etc.
KOLs: For finalizing the conduct and content of Continuous Medical Education (CMEs), resolving product queries, medical inputs for effective medical detailing of brands etc.
The position is responsible for fostering a strong motivated team, retention of team, and their coaching and overall development
At the regional level, the role is responsible for driving sales of medically promoted brands, enhancing market share, and profitability. The distribution of medically promoted brands is done primarily through the chemist s channel and therefore the channel will be over indexed over all other channels for the department.
Knowledge/Education Required
Minimum Level of Education Required
Area of Specialization
Why is it required
B.Sc. / B. Pharm
Science, Pharmacy
The incumbe nt will need to conduct cycle sales meetings wherein he/she will have to explain to the team the benefits/ mode of action/ adverse effects/ adverse drug reactions of the drugs and nutritional products that the team will be promoting to doctors
Preferred Level of Education
Area of Specialization
Why is it required
M.Sc./M. Pharm (or ) MBA
Science, Pharmacy , Marketing
The incumbent would be required to plan yearly business, provide long term forecast, manage spends and ensure ROI. Also required is a bility to make decisions based on cutting edge analytics and tools to keep the business in course.
The person will also need to have a strong understanding of macro healthcare trends and emerging opportunities. Ability to make decisions based on cutting edge analytics and tools to keep the business in course.
Previous Experience Required
Minimum Level of Job-Related Experience Required
Why is this level of experience required
15 + years of which at least 4 years will be as a second line sales manager in Pharma. It would be preferred if the incumbent is handling similar regional role.
Employment Type: Full Time, Permanent
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What Sales Manager at Haleon are saying
Sales Manager salary at Haleon
reported by
3
employees
₹16.8
L/yr - ₹28
L/yr
205%
more
than the average Sales Manager Salary in India
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What Haleon employees are saying about work life
based on 111 employees
Flexible timing
Monday to Saturday
Within city
Day Shift
Haleon Benefits
Submitted by Company
Employee Assistance Program Personal Development and Training Employee Friendly Policies Health Insurance Maternity and Paternity Leave
Submitted by Employees
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