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Аn American pharmaceutical company Bristol-Myers Squibb in Russia is seeking to recruit a permanent Area Sales Manager, Siberia and Far East.
Key Duties and Responsibilities:
Agreeing regional and setting territory Product Promotion Plans;
Responsible for exceeding Regional Promotion Plans for promoted products;
Setting and managing regional and territory objectives in line with the brand imperatives;
Manage regionally defined Key Account Management team, including recruitment, negotiation training, management training, evaluation, motivation, incentives, compensation and rational performance indicators evaluation;
Manage and deploy Regional budget appropriate to the business needs;
Determine most efficient deployment of KAMs territories, and assist in future sales force expansions or redeployments;
Identify opportunities in the market place, developing and communicating strategies to Product Managers;
Manage implementation of all promotional activities to support the strategic imperatives;
Support the development of the brand strategies, working alongside the brand teams to develop the tactical plans for the delivery of the strategic imperatives and communicate these to the regional teams;
Coach and support the regional KAM team via formal field visits and field time with the regional teams;
Provide a monthly business update reflecting key successes, issues and business drivers;
Lead a quarterly cross functional account review;
Conduct formal quarterly, midyear and annual reviews with the team;
Ensure the regional team focus on IDP;
Lead and deliver successful team meetings focused on relevant business and regional needs;
Ensure SOP compliance in all of the field activities;
Processes personal data when necessary for the performance of Employee’s job function and duties in accordance with access rules established in the Company;
Maintains personal data confidentiality (secrecy) and strictly follows all local acts and orders of the Company establishing personal data processing and protection rules and concerning the data processing within the scope of the job function prescribed by the employment contract and Employee’s duties specified herein.
Qualifications and Experience required:
Degree in Medical or Science; solid and proven experience, in industry management, in pharmaceutical, biotechnology, or medical industry; experience in sales of ethical pharmaceuticals;
Other experience preferred; sales training, marketing, hospital/institution sales, knowledge of managed care, sales operations, or field based clinical experience;
Business Insight – understand the core issues that affect and influence Regional business;
Ability to create and direct a regional product promotion team capable of achieving the national sales forecast;
Demonstrated history of effective interpersonal skills, ability to provide performance feedback, strong written and verbal skills, good presentation skills, an effective evaluator of performance, and analytical ability;
Proven track record of coaching and skills development;
Advanced understanding of principles of key account management and project management;
Thorough understanding of the MoH structure and strategies and how this impacts on the national and regional business;
KOL and Advocacy management and understanding and an ability to develop effective relationships with customers at all levels;
Personal data processing and protection rules established by the Company’s local acts and orders concerning the data processing within the scope of the job function prescribed by the employment contract and Employee’s duties specified herein.
What’s important to us:
Passion: Our dedication to learning and excellence helps us to deliver exceptional results.
Innovation: We pursue disruptive and bold solutions for patients.
Urgency: We move together with speed and quality because patients are waiting.
Accountability: We all own BMS’ success and strive to be transparent and deliver on our commitments.
Integrity: We demonstrate ethics, integrity and quality in everything we do for patients, customers and colleagues.
Inclusion: We embrace diversity and foster an environment where we can all work together at our full potential.
