Regional Sales Manager

Analyse market trends and develop a sales plan for the area; strengthen relationships with top doctors in the area; Coach team members on various sales skills including in-clinic effectiveness; manage performance and development of team members; facilitate cross-functional interaction in order to achieve the designated sales and business growth targets for the area, while adhering to the compliance guidelines.

• Area Business Development: Devise a sales plan as per affiliate guidelines, annual targets and prior sales trends; drive hospital and customer wise planning of sales targets, allocate the set targets to respective TMs in consensus with RSM, Maintain knowledge of the local and national health economy, how healthcare decisions are made, and how to tactically place Lilly resources to best impact customers and patients; Identify new opportunities and customers in the market; review the progress of TMs territory business planning and suggest necessary changes; review TMs SPP reports and monitor progress; manage relationships with stockists, paramedical staff and retailers; Adjust district business plan based on current implementation, results, resource availability, and the changing local business environment.

• Performance Metrics: SPP target v/s achievement of self and team; Adherence to compliance requirements; Sales target v/s achievement of self and team.

• Sales Rep Development: Source and select TMs for the team; Induct new team members in respective territories and establish a personal connect; Partner with TMs to explore and identify their career goals and create individual development plans that include strengths and long and short term development priorities; Leverages own professional network to provide SRs with experiences that develop and retain top talent; Help new TMs in preparing territory plans, SPP formats etc. Educate TMs on customers and territory; Work with TMs in the field to coach them on various sales skills including in-clinic effectiveness, relationship management with customers; ensure adherence to compliance guidelines; Use the Lilly Coaching Model along with active listening and questioning to guide coaching efforts towards TMs; Monitor customer satisfaction/value metrics and coach TMs on how to improve the results; provide feedback to team on their performance; engage team members by rewarding and recognizing their performance.

• Performance Metrics: Timely closure of vacancies; Quality of hires; Retention in the team; Adherence to compliance guidelines.

• Customer Relationship Management: Allocate KOL engagement responsibilities among the team members; plan customer engagement activities with the help of marketing; guide Team members to select right engagement activity for right doctors; participate in Customer engagement programs with the TM; Build personal rapport with key customers in order to strengthen relationships; monitor effectiveness of engagement activities by seeking feedback from customers along with TMs; share insights on market scenario with Marketing, Medical, Supply Chain etc; be a cross functional point of contact for the team; plan and conduct team-building activities.

• Performance Metrics: Feedback of KOLs; participation in programs as per plan.

• Reporting and Analysis: Review on-demand reports, 90 day action plans and monthly trackers of team members; Validate Stock and sales statements for the area; prepare weekly reports on FLS-SLS for the team after incorporating inputs from individual team members, for the purpose of tracking sales; Prepare a monthly sales tracker for the area; present overall performance during the monthly business reviews and highlight positives points and challenges of the area.

• Performance Metrics: Timely and accurate report submission and data analysis.

• Key Stakeholders: Doctors, paramedical hospital staff, hospital purchase in-charge, retailers, and stockists. Internal departments like HR, Marketing, Medical, Finance etc.

Core Capabilities / Skills

• Good communication and presentation skills
• Good knowledge of therapeutic area and product segment
• Analytical skills
• People management skills
• Motivation skills
• Time management
• Ability to delegate
• Prioritization

Qualifications Experience Required

• Graduation in any discipline with minimum 4-5 years pharma sales work experience. Minimum 2 years of sales leadership experience is mandatory.

Disclaimer : This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.