RSD-PCG-North

4 weeks ago

Daxing District, China AstraZeneca Full time

RSD-PCG-North

Leadership and management of sales force in responsible region to achieve targets. Develop RSM’s ability.
Build AZ’s long-term business in the region, and develop and retain talents.
培养下属工作能力，重点培养大区销售经理 (RSM) 的工作能力，进而帮助基层销售经理 (DSM) 更有效地辅导医药代表 (MR)，实现目标。在辖区内为阿斯利康公司开拓长期业务，建设合理的人才梯队，并为公司发展和保留优秀人才


Key Tasks
Regional Sales Achievement
专业地达成大区销售业绩
 依照公司政策和阿斯利康行为准则,根据公司战略和业务目标，制定大区销售目标和资源预算（人力和财务）以及工作计划 (POA)
 将远景目标、大区策略和目标清晰地传达给销售团队，以提高促销产品系列的销售业绩
 定期根据销售目标审查大区销售业绩，并采取适当措施以保证销售业绩达到预期目标
 确保成熟产品和新产品平衡，将新近推出的产品和重要产品推广至医院和诊疗机构。
大区业务规划和战略开发
 根据公司的业务策略和目标, 与市场部合作对大区内的市场/竞争对手实施 SWOT 分析，以开拓大区业务机会
 根据企业目标制定大区业务计划，并合理分配资源（人力、财务资源）以实现最佳销售效果
 建立与业务潜力、活动投资和最终业绩相关联的 SFE 监控系统
 监督大区业务计划，妥当实施工作计划，同时保证资源被分配至最具潜力的地区
 管理和跟进大区销售经理(RSM)的大区销售计划的有效执行
 根据市场部的产品策略, 结合大区实际情况, 制定并有效执行市场活动

人员与团队领导及发展
 依照公司招聘政策，根据相关职位的岗位职责和能力模式，挑选合适的人才
 根据大区销售经理(RSM)能力模式,向大区销售经理 (RSM) 提供辅导以提高其能力,尤其是领导和管理能力
 根据公司的绩效管理体系，对大区销售经理 (RSM)和其他下属，进行有效的绩效管理。
 在大区内建设高潜力人才库, 支持跨部门和跨大区的合理人才流动, 建设人才梯队
 甄别/保留优秀人才
 根据公司行为纠正政策和流程，有效管理业绩欠佳的员工
 根据团队及个人的发展需求，制定和执行相应的发展方案
 制定并实施有助于提升团队士气的战略


客户关注与服务

 确保大区销售经理 (RSM) 了解并遵守阿斯利康行为准则
 充分利用重要客户关系，搜集有关市场趋势和变化的情报，以及时、成功地进行医院进药

报告/管理
 确保能够提供实用且精确的销售统计数据（如 ETMS 总结报告）作为管理信息
 向 VP提交大区报告，阐明业务计划和预期工作实施过程中出现的偏差
 监督大区管理/费用，确保它们符合有关规范、预算、当地法规和阿斯利康行为准则
 跟进和管理大区销售经理(RSM) 的报告，确保行动计划的有效实施
 确保大区经理、地区经理和代表遵守费用、采购流程政策、流程


工作要求和胜任能力

本科及以上学历，医科及相关学科背景者优先
领导力和策略思考能力，沟通指导能力
至少具有 8 年成功的销售和/或市场推广经验，以及 5 年的销售管理经验，曾担任大区经理或以上职位，并有良好口碑
在大型 MNC 公司的销售工作经验
英语说写能力优先

Date Posted

23-4月-2024

Closing Date

29-4月-2024

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