Regional Sales Manager

Job Summary Area Business Development

• Devise a sales plan as per affiliate guidelines, annual targets and prior sales trends; drive hospital and customer wise planning of sales targets, allocate the set targets to respective TMs in consensus with RSM.
• Maintain knowledge of the local and national health economy, how healthcare decisions are made, and how to tactically place Lilly resources to best impact customers and patients.
• Identify new opportunities and customers in the market; review the progress of TMs territory business planning and suggest necessary changes; review TMs SPP reports and monitor progress; manage relationships with stockists, paramedical staff and retailers.
• Adjust district business plan based on current implementation, results, resource availability, and the changing local business environment.

Performance Metrics

• SPP target v/s achievement of self and team;
• Adherence to compliance requirements;
• Sales target v/s achievement of self and team.

Sales Rep Development

• Source and select TMs for the team; Induct new team members in respective territories and establish a personal connect.
• Partner with TMs to explore and identify their career goals and create individual development plans that include strengths and long and short term development priorities.
• Leverages own professional network to provide SRs with experiences that develop and retain top talent.
• Help new TMs in preparing territory plans, SPP formats etc. Educate TMs on customers and territory.
• Work with TMs in the field to coach them on various sales skills including in-clinic effectiveness, relationship management with customers; ensure adherence to compliance guidelines.
• Use the Lilly Coaching Model along with active listening and questioning to guide coaching efforts towards TMs.
• Monitor customer satisfaction/value metrics and coach TMs on how to improve the results; provide feedback to team on their performance; engage team members by rewarding and recognizing their performance.

Performance Metrics

• Timely closure of vacancies;
• Quality of hires;
• Retention in the team;
• Adherence to compliance guidelines.

Customer Relationship Management

• Allocate KOL engagement responsibilities among the team members; plan customer engagement activities with the help of marketing.
• Guide team members to select right engagement activity for right doctors; participate in customer engagement programs with the TM.
• Build personal rapport with key customers in order to strengthen relationships; monitor effectiveness of engagement activities by seeking feedback from customers along with TMs.
• Share insights on market scenario with Marketing, Medical, Supply Chain etc; be a cross functional point of contact for the team; plan and conduct team-building activities.

Performance Metrics

• Feedback of KOLs;
• Participation in programs as per plan.

Reporting and Analysis

• Review on-demand reports, 90 day action plans and monthly trackers of team members; Validate Stock and sales statements for the area.
• Prepare weekly reports on FLS-SLS for the team after incorporating inputs from individual team members, for the purpose of tracking sales.
• Prepare a monthly sales tracker for the area; present overall performance during the monthly business reviews and highlight positives points and challenges of the area.

Performance Metrics

• Timely and accurate report submission and data analysis.

Key Stakeholders

• Doctors, paramedical hospital staff, hospital purchase in-charge, retailers, and stockists.
• Internal departments like HR, Marketing, Medical, Finance etc.

Core Capabilities / Skills

• Good communication and presentation skills
• Good knowledge of therapeutic area and product segment
• Analytical skills
• People management skills
• Motivation skills
• Time management
• Ability to delegate
• Prioritization

Qualifications Experience Required Locations

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