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Job description / Role
Zonal Sales Manager - Gujranwala
Ensure achievement of zonal sales targets within the given resources through effective operational planning and field execution. Lead and develop a team of highly engaged MIOs for his/her zone.
Major Accountabilities:
1. Conduct joint visits with MIOs to monitor performance, identify deficiencies and follow up to ensure improvement.
2. Coach MIOs to develop and execute an effective and efficient detailed work plan.
3. Coach MIOs for effective detailing and planning activities on potential customers, to ensure sales targets are achieved.
4. Ensure execution of detailed work plans, and activity planning by MIOs to achieve sales results and CRM KPIs. Give feedback to MIOs for improvement and monitor progress, thereby ensuring ROI.
5. Plan and organize weekly / monthly and quarterly sales meetings to review sales performance and CRM KPIs, and agree / follow up on corrective action plans with team.
6. Monitor daily/monthly reports, expense statements of MIOs, to ensure implementation of company policies and control of resources.
7. Lead the performance management of all MIOs, and ensure their development plans are made and progressed.
8. Identify an external talent pool of MIOs to minimize open positions, and manage the onboarding of new hires, to make them productive as early as possible.
Key Performance Indicators/ Measures of Success
Quantity:
- Sales vs. Target
- Market Share growth as per objectives
- Coverage and frequency of visits as per required KPIs.
- Number of available days in field for joint visits
Targeting:
- Ensuring product detail as per the action plan priorities
- Ensuring execution of planned activities as per approved activity planner
Quality:
- Ensuring implementation of Integrity Selling in Every call Every day
- Effective coaching visits with MIOs through JVRs.
- Develop MIOs to strengthen succession planning for ZSMs
Requirements
Education:
Bachelors degree (preferably in Sciences) or above.
Experience:
- At least 2-3 years supervisory experience in pharmaceutical sales
Required Skills:
- Urdu, English and local language of respective zone.
- Product and anatomy knowledge
- Experience of supervising 6-10 Medical Reps
- Strong customer / consumer orientation
- Strong planning, analytical, organizing and execution skills
- Strong ability to collaborate and keep partners informed
- Recruitment, onboarding, coaching, supervisory and team leading skills
- Presentation and facilitation skills
About the Company
Novartis UK is the UK affiliate of Swiss-based Novartis AG – one of the largest and most widely respected healthcare companies in the world.
In the UK Novartis employs over 3,000 people across eight sites, including Novartis UK headquarters in Frimley, Surrey. These sites are responsible for research, development, sales, marketing and manufacturing of products used in the UK and worldwide.
Our portfolio focuses on healthcare sectors that are growing rapidly, reward innovation, and enhance the lives of patients. Novartis is the only company with leading positions in each of these key areas:
Pharmaceuticals: innovative patent-protected prescription medicines Alcon: eye care with surgical, ophthalmology and consumer products Sandoz: affordable, high-quality generic medicines and biosimilars Over-the-Counter (OTC): self-medication products that do not require a prescription Vaccines and Diagnostics: vaccines to protect against life-threatening diseases Animal Health: new and better ways to prevent and treat diseases in animals
Our strategy is to provide healthcare solutions that address the evolving needs of patients and societies worldwide.