Regional Manager-BI-East

Career Category

Sales

Job Description

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

• 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

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.

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

.