Job description
Job Purpose
Responsible for reaching set targets and market coverage objectives by leading, coaching and motivating direct reports.
Responsible for developing strategies to increase market share and contribute to sales growth.
Perform duties in accordance with Malia Group Policies and Procedures.
Duties And Responsibilities
On Target Achievement
- Coach and support the team of Medical Representatives to ensure reaching set objectives and targets
- Share regularly with each Medical Representative results vs. target and take needed corrective action
- Perform field visits after collecting accurate reports from subordinates to ensure reaching set objectives and targets
- Perform double visits and gather peer to peer and client feedback for proper evaluation and improvement of the call
- Monitor and follow-up on team reports to ensure that any needed enhancement is put in place to improve product performance
- Collaborate with the Scientific Office Manager to identify weaknesses and implement needed corrective actions
On Planning
- Set the forecast by product, month, area, sub-area and medical representative, and submit it to Scientific Office Manager for approval
- Share on monthly basis with each team member related target by product and set needed plan and strategy to ensure target achievement
- Set the weekly and monthly call cycle after monitoring the team cycles; ensure accurate reporting and take corrective action when needed
On Marketing Initiatives
- Set the marketing initiatives according to shared budget by the Marketing team and the Scientific Office Manager, to ensure a successful ROI
- Ensure implementation of budget allocation per medical representative and group of products
- Provide recommendations to Scientific Office Manager and General Manager to minimize cost and increase ROI
On Market Coverage
- Set an optimized call cycle for each Medical Representative and ensure proper execution
- Increase area sales by conducting regular market visits, looking for new opportunities and tracking competition
On Customer Relations and PR
- Build strong relations with the medical community to understand the market and build a competitive advantage
- Monitor customer satisfaction through field visits and surveys, and deal with all complaints and concerns in a proper and timely manner
- Investigate customers’ complaints and provide valid recommendations; escalate concerns to the SO Manager and GM when needed
On Compliance
- Ensure compliance with the company’s policies & procedures
- Ensure that the team possess a clear understanding of the company's policies & procedures
On Meetings
- Attend & actively participate in monthly sales meetings
- Attend & actively participate in events and activities, and make sure it generates needed outcomes
On HR
- Contribute proactively with the Talent Acquisition Team in filling vacancies timely. Design/update related JD and on-boarding programs and ensure their proper understanding & implementation. Ensure an optimized structure in line with business priorities and performance
- Provide direct reports with needed resources/tools and guidance to fulfil their role properly and set their training needs and development plan in coordination with L&DM. Celebrate achievements, highlight people with potential to offer them perspective for growth
- Set direct reports annual Business Goals and required competencies and conduct quarterly feedback sessions to appraise their performance. Monitor continuously direct report productivity and take corrective actions in due time. Issue misconducts and enroll under-performers in related program
- Promote the Group's culture, encourage loyalty, trust, a healthy working environment and teamwork. Personalize the motivational approach, empower and inspire the team to reach greatness