Area Manager

Job Description

Area Manager

• Opportunity to be a part of Direct Sales GHH organization in Malaysia
• Based in Malaysia the regional hub for Asia Pacific (AP) and top-ranked biopharmaceutical company
• Join the premier biopharmaceutical company that has been in Malaysia for more than 25 years and in AP for over 60 years.

Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems meet the goals of the patients in their communities

WHAT YOU WILL DO

Own Territory, Sales & Account Management:

The Area Manager will be managing the development, implementation, tracking, monitoring and control of the assigned customer segment’s value offerings to meet the business objectives defined for the customer segment.

Direct Reports:

The Area Manager will require to coach and guide his/her direct reports in managing their territory, development, execution of key strategies rollout by product manager, tracking and monitoring direct report progress to meet the business expectations.

Area Manager will also be required to ensure direct report meets all business objectives based on the yearly set priorities.

Direct report people development will be part of the Area Manager’s role to ensure each talent meet their expected career path.

Overall:

The Area Manager is expected to collaborate with the Product and Marketing team to drive the business objectives of the product marketing plans in the assigned own and direct report territories. The Area Manager is also expected to work effectively with the Sales Managers to ensure the successful implementation of sales and key account strategy to meet the overall key account business objectives. The Area Manager will also be responsible to match and develop his or her direct report career development needs.

Key Responsibilities (include % of time breakdown):

Own Territory, Account and Sales Management (25%)
Provide overall business strategy and direction for the business and key account development:

• Accountabilities for P&L for the Hospitals (Private & Public) segment.
• Delivery of committed targets for the franchises in Group Practices.
• Identifies business opportunities and develops key account plans for the Hospitals (Private & Public) segments, capitalizing these opportunities to grow the overall business.
• Responsible for Key Decision Maker analysis, financial analysis and key issues analysis.
• Creates and manages a network of support with franchise sales and product managers.
• Territory Management and optimize effectiveness and efficiency of sales team.
• Ensure effective execution customer targeting with reference to marketing reach and frequency plan
• Ensure effective implementation of promotional messages with reference to cycle bulletin and customer needs.
• Collaborate effectively with marketing team in planning, organizing and implementing marketing events that are consistent with franchise promotional strategies.
• Regularly analyses team performance qualitatively & quantitatively against KPIs, identify improvement areas to drive corrective actions and provide coaching to improve performance.

In order to ensure crafting of a business and key account strategy for GP and Private Hospitals (Private & Public) segments, based on the segment business targets, and to the effective deployment of this strategy.

Ensure optimum allocation and utilization of resources (15%)

• Monitoring the function’s expenditures versus budget; approves planned function expenses.
• Analyzing sales and market share data in Private segments( GP and Private Hospitals) and some Government segment to develop plans that will maximize growth and improve the evolution index.
• Making recommendations for adequate resourcing for core business initiatives in the segments.
• Ensuring return on investment and good planning.

IN ORDER TO, analyses and plan of resource requirements. Negotiates and agrees budget and manages expenditure against it.

Drive the implementation of the business and key account strategies (15%)

• Ensures alignment of all business and key account activities with sales and marketing strategies.
• Monitors the high-level implementation and effectiveness of business and key account plans.
• Ensuring that Vaccines key initiatives/programs are responsive to customer needs and the changing market landscape.
• Tailoring implementation of business and key account plans to seize identified opportunities and to address needs.
• Maintains strong business relationships with Key Decision Makers.
• Monitors and tracks the key account situation in the present and projected future.

IN ORDER TO, drive the implementation of the business and key account strategies including associated campaigns, monitor, review and revise implementation effectiveness.

People Management, Coaching & Development (Direct Reports) (45%)

Improve and align the performance and collaboration of individuals and teams

• Tracks and Conducts performance and development discussions with direct reports.
• Holds regular business planning and review meetings with the sales and product managers.
• Ensures team synergy across the franchises in the development of Group Practice business plan.
• Communicates organizational goals, objectives and policies to the members of the team.
• A team player with high leadership qualities and ability to work effectively cross-functionally.

IN ORDER TO, ensure that the activity and performance of internal business partners are aligned with the organization’s and function’s objectives. Develop function and employee’s capability and competence, to meet future organization development needs.

Accountability

Personal:

• Together with Direct Report in Vaccines franchises, manages the business and key account management development function.
• Responsible for the plan and design key rep led initiatives to drive business momentum.
• Delivery of committed targets for the franchise within the key account segments.
• Monitors the function’s expenditures versus budget; approves planned function expenses
• Develops, tracks and monitors business and key account development plan

Direct Reports:

• Coach direct reports to develop territory management plan (TMP), to track KPIs, improve forecast accuracy and monitors business.
• Coach them to manage the customer calls, business, key accounts and territory management.
• Guide direct reports to plan and design/customized key rep led initiatives to drive business momentum.
• Monitor the committed targets for the franchise within the key account segments.
• Monitors the function’s expenditures versus budget; approves planned function expenses
• Develops, tracks and monitors business and key account development

Education Level

• A bachelor’s degree in Science/Arts/Business or relevant subject or fields
  

Experience

• At least 3-5 years Sales and Marketing experience in pharmaceutical/healthcare industry required
• Strong Problem Solving Skill and Good time management
• Fast Decision making will be good.
• Consultative and negotiation skills
• Extended Coaching Experience
• Strong strategic mindset
• Strong project & planning skills
• Positive attitude and strong Sales and Marketing achievement
• Strong customer focus and proven team and relationship building skills
• Experience in Vaccines Business will be added advantage

Functional Competencies

Customer & Market Insights

• Uses in-depth knowledge of customer preferences, needs and future trends to develop and implement the commercial strategy
• Identifies new opportunities to build profitable market share and sustainable competitive advantage with new or existing customers based on their needs and/ or buying behavior and understandings
• Uses in-depth knowledge of market dynamics and understanding of the broader market trends (locally, regionally, and globally) to identify strategic opportunities
• Uses in-depth knowledge of primary and secondary data on competition, their strengths/weaknesses to influence short-term business plans

Customer Engagement

• Demonstrates ability to effectively navigate the customer’s political, social, and economic environment to drive long-term, sustainable results and to provide guidance to others on how to identify strategic customers
• Uses in-depth knowledge in obtaining advice on customers’ evolving needs from appropriate influencers and guides others on how to understand needs of customers
• Demonstrates ability to align objectives across stakeholders or networks of stakeholders to create successful solutions to satisfy all parties, to create successful quantitative and qualitative solutions that satisfy all parties
• Demonstrates ability to set, lead and execute negotiation strategies with influential customers and uses innovative solutions to resolve an issue

Strategic Business Management

• Successfully demonstrates the ability to execute to plan and effectively integrates and manages changes to the plan; proactively diagnoses gaps in business performance and develops mitigation plans to account for gaps.
• Uses in-depth knowledge of P&L, budget management and forecasting and our company’s business model/process, as well as the competitive landscape, the economic/ market environments, to understand tradeoffs and make complex decisions regarding resource allocation and identification of business opportunities

Market Access

• Proactively applies understanding of the healthcare industry issues and trends, as well as an advanced understanding of the formulary and reimbursement process, to develop data and position our company’s products for maximum advantage
• Applies understanding of the healthcare industry issues and trends and of the formulary and reimbursement process to appropriately position our company’s products favorably with payers
• Applies comprehensive understanding of market dynamics (current and future trends) to draw meaningful inferences and evolve plans and commercial expectations
• Demonstrates ability to apply knowledge of primary and secondary data on competition (current and future, including generics) to adjust plans and commercial expectations

Business and Key Account Management

• Effectively leads an account team to meet short- and long-term account objectives
• Demonstrates ability to understand complex account interdependencies to develop both short- and long-term account plans in conjunction with a wide array of stakeholders and lead account team’s execution to deliver on the account plan
• Demonstrates ability to develop annual portfolio-wide account strategy, business plan with corresponding business case and portfolio wide value offerings
• Demonstrates strong customer relationships and influences key decision makers to drive mutually beneficial business opportunities through collaborative business planning process
• Demonstrates in-depth knowledge and expertise to establish and track account performance metrics
• Leverages knowledge of specific marketing requirements to gain alignment with the business based on product lifecycle phase
• Uses in-depth knowledge of the strategic planning process and how to conduct environmental scans, organizational positioning analyses and other studies to identify, evaluate and lead teams to execute on opportunities that are in line with evolving needs of our company’s customers and long-range goals; provides coaching to others on how to identify, pursue and execute on opportunities.
• Demonstrates expertise in communicating and engaging with large cross-divisional and cross-functional teams of stakeholders Uses extensive knowledge of individual business unit plans to create an integrated corporate plan

Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.

We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

Current Employees apply HERE

Current Contingent Workers apply HERE

Secondary Language(s) Job Description:

language: English and Bahasa Melayu

Willing to travel 20-30%

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Requisition ID: R279844