Sales Manager, Facial Aesthetics, Allergan
5 months ago
**_Job Summary_**
- Responsible for planning, implementing, and executing sales activities of the Business Unit to achieve annual sales objectives.
- Motivate and direct team members to meet or exceed assigned sales budget, in accordance with unit/value targets.
- Working with the Product Manager and Marketing Manager to implement promotional activities
- Report feedback and recommend adjustments if needed after implementation and work closely with the key customers.
- This position has prime responsibility of driving operational excellence and team management of field-based specialists in Malaysia aesthetics market.
**_ Key Responsibilities_**
Planning and Performance
- Meet or exceed team sales targets, expressed in units, value and other objectives monthly or cumulatively by year-end.
- Develop annual strategic execution plan in collaboration with key internal and external stakeholders.
- Track sales performance (revenue and units) monthly, providing updated forecasts in line with the financial planning process
- Identify market/industry trends, growth opportunities and competitor threats to maintain Allergan’s leadership position.
Sales Activities
- Develop and maintain effective personal relationships within the team, company, and target clients.
- Coordinate with the Head of Sales to plan and develop country key opinion leader to provide education and information to customers.
- Review sales territories to ensure each field-based team member has the appropriate reach and call frequency.
- Field visits and coaching with each field-based team member (based on KPIs), developing an effective framework for each field visit to ensure clear action plans are set and implemented to drive growth.
- Work closely with team members to develop and foster strategic long-term relationships with key customers.
- Ensure all sales activities comply with legal and ethical standards.
Team Management
- On field assessments of Product Specialists’ performance to determine needs and potential.
- Monitor progress of goals and implement coaching improvement strategies where necessary.
- Regularly review each team member’s results against objective, and ensure they meet or exceed their target.
- Create positive team environment through the demonstration of strong leadership behaviors, including communicating expectations clearly, instilling an atmosphere of trust and respect, and leading by example.
- Use mix of coaching and development tools to help each team member realise their full potential.
- Performing all related people management activities, including recruiting new team members, conducting performance reviews, coaching for improved performance, reward, and recognition, etc.
Therapeutic Area Knowledge
- Maintain in-depth understanding of the brand/portfolio range of products.
- Maintain in-depth understanding of competitors and their product ranges. Able to communicate the value difference in terms of efficacy, safety, price and market strategy to customers.
- Ensure constant up to-date understanding of domestic and international clinical studies. Use information to provide additional sales support to the team and engage clients.
Quality
- Support Allergan’s Quality Management System and internal auditing processes.
General
- Adhere to Allergan’s internal codes of conduct and compliance processes.
- Other ad hoc duties such as administrative duties, as requested.
Key Interface
- Local Commercial team
- Regional and Country Marketing and Finance personnel
- Country Manager - SMP
- Region President and VPs
- Sales Training Managers - Regional and Country
- Sales and Marketing Coordinator
- Allergan Regulatory team and Medical team
**Qualifications**:
- Successful completion of relevant tertiary qualifications - science, healthcare, business, or marketing.
- 5-8 years sales and marketing experience working within the healthcare industry.
- Experience managing a highly successful team geographically dispersed.
- Strong understanding of the selling cycle and territory management practices.
- Aesthetic Device selling experience is an advantage
- Practical working knowledge of financial reports, budgets and sales forecasts.
- _
**Skills**:
- Strong team, leadership, planning and written/verbal communication skills
- Aggressive, willing to take on stretch targets.
- Extensive experience in all aspects of planning and implementing sales strategy
- Proven experience in customer relationship management
- Experience in managing and directing a sales team
- Strong interpersonal skills and organizational skills
- Ability to lead and influence key decision makers in meetings and group situations
- Ability to develop and maintain strong internal and external relationships
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