Company is looking for a District Sales Manager to lead a team of Medical Representatives in achieving sales targets and business objectives. You will develop strategic district plans, coach team members, and ensure compliance while maximizing customer engagement and sales force productivity.
What You'll Do
- Directly supervise, build, and lead a team of Medical Representatives through coaching and talent management.
- Develop and execute a comprehensive District Plan to maximize resource utilization, achieve KPIs, manage key accounts, and expand market share.
- Meet or exceed sales results for the entire district, individual reports, and channels.
- Ensure adherence to all company and industry compliance requirements, including Pharmacovigilance.
- Analyze business opportunities, develop plans based on the Regional Plan, and monitor and achieve the District Plan.
- Execute the District Plan by focusing on days in the field, call frequency, target customer coverage, and coaching days.
- Monitor and evaluate the implementation of the District Plan, including budgets and expenses, and take corrective actions.
- Lead and ensure high-quality customer surveys using Veeva survey tools.
- Validate deviations and approve Medical Representatives' Multi Channel Cycle Plans.
- Recruit competent and motivated individuals for Medical Representative roles.
- Deal with non-performance promptly.
- Demonstrate AAI behaviors and role model company values.
- Coach medical representatives to develop excellent customer engagement skills aligned to the selling model.
- Plan coaching sessions by reviewing previous logs and Veeva Online comments to identify improvement areas.
- Coach representatives on consent capture and effectively utilizing new channels like follow-up emails.
- Create and complete detailed coaching reports.
- Guide and coach the sales force to conduct selling calls in line with the CEM approach.
- Manage representative performance and development, including monitoring objectives, documenting performance, and implementing corrective action plans.
- Conduct coaching and MAG discussions.
- Identify talents within the team for advancement or cross-posting.
- Utilize the CRM system Veeva and standard reports to maximize customer engagement and sales force productivity.
- Maintain correct and complete customer databases within the legal framework.
- Ensure compliance with reporting and high-quality inputs.
- Maximize sales force productivity using Veeva functions like Customer Survey, Event Management, CfE, Reports, and dashboards.
- Continuously collect competitor activity and share with relevant colleagues/functions.
- Submit monthly sales and activities reports with analysis and competitor information.
- Ensure daily and factual interaction submissions from the team in Veeva.
- Regularly review all reports submitted by DSMs with corresponding comments and agreed action plans.
- Monitor samples in Veeva and plan/manage sample utilization, including guiding the team for quarterly sampling plans and validating target doctors.
- Comply with local regulations, industry, and company Code of Conduct.
- Take necessary action on compliance and Pharmacovigilance issues.
- Be a role model in compliance and ensure self/representatives are compliant with all documents and actions in COC regulations.
- Review District/Territorial boundaries and customer assignments.
What We're Looking For
- Proven experience directly supervising, coaching, and leading a sales team.
- Demonstrated ability to develop and execute strategic district sales plans to achieve KPIs and market share goals.
- Strong track record of meeting or exceeding sales targets across a district.
- Deep understanding of compliance requirements in the medical/pharmaceutical industry, including Pharmacovigilance.
- Experience recruiting and managing talent, including addressing non-performance.
- Ability to role model company values and AAI behaviors.
- Expertise in coaching sales representatives to enhance customer engagement and performance.
- Proficiency in using CRM systems, specifically Veeva, for customer management, reporting, and sales force productivity.
- Experience analyzing business opportunities and competitor activity to inform strategy.
- Strong skills in managing budgets, expenses, and sample utilization.
Technical Stack
- Veeva CRM
- SAP
- IMMPaCT
Team & Environment
You will directly supervise a team of Medical Representatives.
Company is an equal opportunity employer.