District Manager

2 weeks ago


Shanghai, China Abbott Full time

时间管理: 50%的时间同代表协访;访后应对此进行分析评估并有书面记录。 20%的时间进行人员的绩效管理以及区域市场规划和评估 10%的时间参加PIM(科内会)。 10%的时间用于VIP以及相关部门的拜访。 10%的时间用于地区会议、完成本人和所负责区域内人员表格的输入和跟进工作,行政及其它工作。 绩效发展: 每季初同每一位代表进行一次全面绩效发展回顾及规划。 每月初同每一位代表进行一次简要的绩效评估,制订相应的改进计划,并且有书面记录。 每季度应设定及跟踪新产品,重点产品,在三级和二级医院的进药情况。 每季度对所负责的区域进行绩效考核,根据达成率不同分不同的考核等级得出绩效结果,并做相应的后续措施 培训/人员发展 在大区经理的指导下,协同培训经理进行实地培训和考核,主要涉及协访工作,严格访前、访中、访后程序,每周为代表至少改进一个日常拜访技巧或提高一项能力,并做书面记录。必须跟踪代表 10%的目标医生,跟进代表参加课堂培训后,对所学技能的持续使用和提高。 产品介绍会: 地区经理每周至少参加一次代表的产品介绍会,并做评估和记录。 对代表的产品介绍会的效果分析评估应包括以下四个方面: 是否达到进药的目的 是否提高产品的销量,尤其是目标医生处方的新病人的增加 目标医生的数量是否增加 是否将产品介绍会集中在主要医院 地区会议:(每周例会要求如下) 讲解产品知识、业务技巧并做集体评估; 本周业务回顾及下周计划; 重要活动安排 重要信息发布。 每周产品使用情况和反馈 VIP拜访: 地区经理每月SFE要求拜访相关VIP,包括院长、副院长、药剂科主任,学术带头人和重要专家。每月协同商务人员拜访相关政府部门的官员,以保持良好的沟通。 市场活动: 地区经理每月将各产品的业务情况和市场情况上报大区经理,同时抄送产品经理,并与产品经理保持良好的沟通,以争取产品经理的支持。市场活动必须同代表一起讨论,制定计划后需经产品经理、大区经理确认,确保所召开的市场活动的有效性,关注投入产出比。而且费用必须在财务打款后一个月内销帐。 日常工作时间:每天必须保证在区域内进行8小时的有效拜访工作。另外,地区经理应保证公司及客户在早8:00点起,至晚22:00点之前可以取得完全的联系,即意味着员工要在此规定时间内保持手机的开机状态。 报表管理



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