District Sales Manager - 234872



OUR COMPANY
At Boehringer Ingelheim we develop breakthrough therapies that improve the lives of both humans and animals. Founded in 1885 and family-owned ever since, Boehringer Ingelheim takes a long-term perspective.
Now, we are powered by 52,000 employees globally who nurture a diverse, collaborative and inclusive culture. We believe that if we have talented and ambitious people who are passionate about innovation, there is no limit to what we can achieve. THE POSITION

• Managing Team/People - Coach and lead a team of Medical Representatives towards Orchestrating for Exceptional Customer Experience within an assigned District. Undertake change management within the evolving multi-channel customer engagement environment employing hybrid coaching skills(F2F/S2S)
• Managing Business/ Performance:

1. Responsible for meeting/exceeding sales results(value and product mix), activity KPIs (reach, frequency, call duration)for the assigned district, direct reports and channels.
2. Develop and execute a District Action Plan to maximize resource utilization,ensure targeting of priority customers, Field Force/CRM/New channel, GTM KPI achievement, Target/ Goal setting, Key Account Tasks (including relationship building & Customer Engagements), market share development & customer base expansion

• Compliance, Code of Conduct and Policies - Is responsible for ensuring all company, industry and local compliance requirements(e.g. Pharmacovigilance) are understood, adhered to, monitored and respected within the immediate team.

Tasks & responsibilities
1. Sales Achievement in the assigned District

• District sales accountability (e.g. sales value, units, market share% etc.)
• Develop and achieve District Action Plans aligned with the Regional Plan. Analyze the business in the assigned district for opportunities based on performance reports, environmental trends and customer needs
• Execute District Action Plans to meet/exceed objectives, with focus on core KPIs (days in the field, call frequency, target customer coverage (message execution/ call quality) and field coaching days
• Provide data driven analysis/actionable insights and recommend appropriate solutions for district performance gaps and opportunities during Business Review/District Action Planning
• Monitor implementation of the District Action Plan (incl. budgets and expenses)regularly and take appropriate actions to address issues/ under-performance to ensure achievement of objectives
• Provide input to and oversight of Medical Representative?s Multi Channel Cycle Plans (SAP) ensuring alignment with the District Plan.
• Drive Representatives comprehension, integration and execution of ICPs into MCCPs focused on message execution
• Lead and ensure high quality customer surveys by Representatives using Veeva survey tools. Ensure priority customers are targeted by utilizing IMMPaCT.
• Validate deviations/ approve when justified in MRs Multi Channel Cycle Plans
• Proficient in navigating/utilizing productivity tools -Veeva CRM, VEM, Dashboard, CFE in VEEVA
• Demonstrate AAI behaviors and act as a role model of BI values

2. Coach Representatives (F2F/virtual) to Orchestrate Exceptional Customer Experience through developing effective Customer Engagement skills, aligned to BI selling model(Hybrid CEM, OECE, CfEV, CEM situational etc.) executed across customer's preferred communication channels

• In depth and accurate knowledge of the 7 Hybrid CEM steps, 27 behaviours and the standards for each proficiency level in the CEM rubric.
• Utilising CfE/ Virtual consistently plan the coaching session by reviewing previous coaching logs, comments on Veeva online-> CfE report, areas of improvement and areas of strengths
• Coach/Train Reps on effectively utilizing all channels and Data sources (e.g. F2F, S2S, Datasight)to drive SMART orchestration of exceptional customer experience
• Create and execute a sequential coaching plan to ensure development of Reps' focused CEM behavior
• Create the coaching report (F2F/S2S)by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas. Create and share to Rep and SM completed coaching report following CSOD principles
• Conduct the coaching session applying eGROW principles by focusing on the selected behaviors, and giving objective feedback at the end of each coaching session.
• Include the appropriate proficiency rating for each behavior aligned with observed evidence and the CEM rubric
• Complete the coaching by identifying SMART development objectives based upon hybrid CEM behaviours most requiring attention
• Allocate coaching days based on priority of need identified in District Action Plan and RPM

3. Recruit, Manage Representative Performance and Development within the assigned District

• Representative Job Profile and Competency Framework actively referred to in screening for new hires to ensure potential Representatives can operate in a multi-channel customer engagement environment
• Monitor sales force and non-sales performance utlising the RPM model in order to ensure that objectives are achieved by each Representative
• Initiate, develop and implement action plans as per Rep Performance Management priority in a regular and consistent manner.
• Address Representative non-performance with courage and speed, following Company guidelines and RPM (e.g. objectively, data driven)
• Conduct coaching and MAG discussions - beginning of the year, year-end (or whenever the need arises)
• Identification of talents within the team who can be considered for promotion to the next level or cross posted to a different function
• Ensure implementation and compliance to the Performance Management/ Compensation Planning timelines for the year
• Conduct regular team meetings (F2F/virtual)to update Representatives on topical issues/review performance/ share best practice/ undertake required training etc.
• Review District/ Territorial boundaries and customer coverage, and if necessary, recommend changes to District/Territory structure(for territorial assignment updating of the reps every year)
• Check, approve and validate itineraries/ expenses submitted by Representatives

4. Utilize Veeva and Datasight standard reports to monitor and maximize customer engagement and sales force productivity, particularly Multi-channel utilization(F2F, S2S KPIs)

• Maintain accurate and complete customer database for the responsible district, within the legal framework
• Active and regular monitoring of Sales, Multi-channel execution data and all relevant activity KPIs to track Representative multi-channel customer interactions and their impact on business generation
• Maximize the productivity of the sales force by utilizing Veeva functions like Customer Survey, Event Management, CfE/Virtual, Reports and dashboards.
• Maximize the utilization of Datasight to find opportunities to leverage call quality (reach, frequency, call duration)
• Ensure daily & factual interaction submissions from the Representatives in Veeva (including sample monitoring)
• Submit monthly District sales & activities report with appropriate analysis, action plans and competitor activity information

Opportunity to Localize: Plan and manage sample utilization

• Work and guide team for quarterly sampling plan, validate the target doctors and monitor utilization of samples to ensure they stay in line with marketing directions

5. Comply with local regulations, industry and the BI Code of Conduct

• Comply with all regulations regarding interactions with healthcare professionals (HCPs), following the BI Code of Conduct
• Take prompt and necessary actions on issues of compliance and Pharmacovigilance
• Be a role model in compliance with local regulations, industry and the BI Code of Conduct
• Ensure Representatives are knowledgeable and compliant with relevant Code of Conduct documentation and regulations

Requirements

• 
  Skills required:

• Sales Leadership

• Industry/ Product knowledge

• Self development/ learning

• Coaching skills

• Business planning

• Performance management

• Driving Execution Excellence

• Communication skills

• IT literacy

• 
  Experience: Minimum 3 years sales experience with strong performance record in the previous position.
• 
  Bachelors degree
  

WHY BOEHRINGER INGELHEIM?
With us, you can grow, collaborate, innovate and improve lives.
We offer challenging work in a respectful and friendly global working environment surrounded by a world of innovation driven mindsets and practices. In addition, learning and development for all employees is key, because your growth is our growth
In our Regional Operating Unit Asean, South Korea, Australia & New Zealand (ROPU ASKAN) region, Boehringer Ingelheim is one of the fastest growing pharmaceutical companies with over 2,000 employees. We are an equal opportunity global Top Employer who takes pride in embracing diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients, customers, and communities.
Want to learn more? Visit https://www.boehringer-ingelheim.com/

READY TO CONTACT US?
Please contact our Recruiting ASKAN Team: PHI +63 876 6899 | SGP +65 6419 8822 | MYS +603 2092 0041
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Note to Recruitment Agencies:
Boehringer Ingelheim (BI) does not accept candidate submissions from recruitment agencies that BI does not have existing contracts with. BI will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to BI employees or BI offices without BI?s prior permission.



Job - Sales
Primary Location - Africa, Asia, Australasia-Malaysia
Organization - MY-Boehringer Ingelheim (Malaysia) Sdn. Bhd
Schedule - Full-time