Regional Sales Manager
4 weeks ago
Amgen Proprietary - For Internal Use Only
Principle Roles & Responsibilities / Accountabilities 主要职责/责任
(Major functions of the position) (职位的首要职能)
• Planning:
计划管理
• Develop, implement and monitor Regional Business plan
和团队及市场部同事共同制定自己负责大区的推广计划,并对实施进行监控
• Establish an effective business management system to ensure timely follow-up and
feedback on business
建立有效的业务管理系统,对业务进度及时跟进和反馈
• Develop effective cross-functional communication mechanisms, integrate internal and
external resources to drive business development
制定有效的跨部门沟通机制,整合内外部资源以驱动业务发展
• Account & Brand Management
客户管理和品牌管理
• Build strong relationships and credibility with key customers, affect the customer correct
prescription Amgen's product to the patients
与关键客户建立牢固的关系和信任,影响客户正确处方安进的产品
• Participate in or develop professional promotion activities in responsible area to establish
good interactive mechanisms.
参与或制定负责区域的专业推广活动,以建立良好的互动机制
• Work with RPM to develop regional product promotion strategies, provide
recommendations and information for central MKT strategies.
协同区域市场制定大区产品推广策略,并为中央市场策略的制定提供建议和信息
• Performance Management
绩效管理
• Understand company business strategy, set working objective and promotion task,
motivate team to ensure achievement of company objectives
理解公司战略,制定工作目标和推广计划,激励团队成员以保证完成公司目标
• Build cooperative and collaborative team spirit to align well with company's culture
培养符合公司文化的互助合作的团队精神
• Team Management
团队管理
• Provide leadership, coaching, mentoring & Training direction to sales personnel
领导、指导、辅助以及培训团队销售成员
• Conduct performance management, professional development and hiring of sales
personnel
对团队成员进行绩效管理、职业发展的指导和招聘
• To establish and improve the system of personnel training and development, reserve and
retain talents.
建立完善的人才培养与发展体系,储备和保留人才
• Market Access
市场准入
Amgen Proprietary - For Internal Use Only
• Cooperate with GA&P and Commerce departments to complete the market access such
as bidding procurement and medical insurance, etc.
和政府事务、商务等部门合作,共同完成招标采购、医疗保险等市场准入工作
• To integrate resources and assist in the completion of Hospital Listing
整合资源并协助完成医院进药工作
• Work together with Commerce colleagues to secure the product supply channels.
和商务部同事一起保证公司产品供应渠道畅通
• Finance Management
财务管理
• Set up budget plan and execute accordingly based on company policy
按公司规定合理制定预算,并监控预算的实施,确保资源的合理和有效利用
• Compliance Management
合规管理
• Responsible for team compliance policy training and assessment
负责所辖团队合规政策的培训和考核
• Effectively manage the compliance of team members' business activities.
有效管理团队成员业务活动的合规性
• Self-Management
自我管理
• Develop leadership/people management skills to realize continuous self-improvement
积极的进行公司产品知识的学习及领导技能的学习,以身作则执行公司各项规章制度,进
行有效的团队管理
• Demonstrate professional leadership and commitment in administering company's
values.
践行公司价值观时展现出专业的领导能力和敬业精神
Qualification and Experience 能力与经验
Years of Working Experience 工作年限 :
5+ years sales representative experience within pharmaceutical industry
5 年及以上医药行业销售经验
At least 2 years' experience in sales management of major or joint venture Pharma.
Company
2 年以上大型或合资制药企业的销售管理工作经验
Education/Qualifications 教育程度/所获资格证书
University Degree and above
本科及以上学历
Related field requirements 相关领域的要求
Medication, marketing, commerce preferred; Experience in CV field preferred
医学,药学,市场,商科专业优先;心血管领域工作经验优先
Job Required Basic Competencies 岗位所需基本胜任力
Sales Achievement & Business Development 业绩达成及业务发展
Selling skills 销售技巧
Product knowledge 产品知识
Amgen Proprietary - For Internal Use Only
Industry & Disease/Therapeutic area knowledge 医药行业及疾病/治疗领域的知识
Customer management 客户管理
Teamwork 团队合作精神
Communication 沟通能力
Sales Force Effectiveness and capability development 销售有效性及能力发展
Leadership Key Competencies 领导者关键胜任力
Strategic Agility 策略敏感性
• Articulates wise, long-term objectives and strategies
能够有效制定长期目标和战略
• Maintains focus on a long-term strategy while successfully adapting to changing
environmental conditions
成功适应多变的环境,同时坚持专注于长期战略
• Provides focus and direction to successfully navigate complexity and uncertainty
为驾驭复杂和不确定的因素指明方向和重点
• Provides clarity and focus on a few key priorities
阐明方向并专注于关键任务
Decision Making 决策能力
• Pushes decision making to the lowest appropriate level and develops
employees' confidence in their ability to make those decisions
尽可能地将决定权下放到恰当的层级,培养员工对自身决策能力的自信心。全力支持已经
作出的决定
• Demonstrate good judgment in decision making.
在决策时表现良好的判断能力。
• Good decisions can be made even when information is insufficient.
即使在信息不足的情况下也能作出好的决策
Managing Change 管理变革
• Leads change by example
在变革中以身作则
• Understands the impact of change and new activity on the wider organization
• 理解变革和新举措对于更广层面的影响
• Adapts to changing external pressures facing the organization
适应组织面临的不断变化的外部压力
Achieving Results 取得成果
• Is goal-directed, persistent; driven to achieve objectives
明确传达目标、时限和期望
• Clarify responsibilities for important tasks
针对重要的任务明确职责分工
• Recognizes the contributions of teammates and peers
肯定并嘉奖辛勤工作和卓越表现
Technical and Business Expertise 技术和业务才干
• Good at finding opportunities to simplify and improve business processes
善于寻找简化和改进业务流程的良机
• Builds strong relationships with key customers.
Amgen Proprietary - For Internal Use Only
迅速获得客户的信赖和尊重
• Understand the functions of various functional areas within the organization
了解组织内部各个不同职能领域的功能
Feedback and Coaching 反馈和辅导
• Seeks candid feedback on his or her performance
坦率地向他人征求反馈
• Invest time in understanding others and their work
• 积极投入时间了解他人及其工作情况
• Help others improve through constructive feedback and encouragement
通过富有建设性的反馈和勉励来帮助他人进步
• Encourage employees to take appropriate risks in the process of completing a difficult
task
在完成艰巨任务的过程中鼓励员工承担适当的风险
Teamwork and Collaboration 团队精神及协作能力
• Seeks common ground in an effort to resolve conflicts
寻求共同点,化解冲突
• Builds bridges across geographical, cultural, and functional boundaries to enhance
collaboration
建立跨地域、文化和职能的联系以增强团结协作
• Motivate employees to their greatest potential.
激发员工最大的潜力
Inspiring and Influencing 鼓舞和影响力
• Understands what motivates other people to perform at their best
• 理解如何能够鼓舞他人作出最佳表现
• Finds opportunities to build community, celebrate and have fun
积极创造机会增强人际沟通,及时分享成功和工作乐趣
• Boost morale and help employees understand the importance of their work
• 鼓舞士气,帮助员工了解其工作的重要性
• Good at managing and influencing colleagues and supervisors
善于管理并影响同事和上级
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