Regional Sales Manager(Pharma - Medical Nutrition) at Danone

Job description

Mission of the role

To deliver monthly, quarterly and yearly sales objectives for the region through effective sales team management and strategic management of local/regional key contracts & customers.
Reporting to the Country Manager, the Regional Sales Manager will be responsible for the implementation and monitoring business plan and sales targets. Coach and train the sales team members to be a highly effective and successful sales team that maximizes performance.

Key Drivers for success

• ‘Own’ your business
• Be a business partner for internal and external stakeholders
• Create new opportunities for business
• Develop & Motivate your team

Key Responsibilities and Tasks

• Plan & develop the business in the region
• Identify opportunities to develop the business in the region & propose action steps to Country Manager
• Cascade strategy & sales cycle focus
• Plan sales cycle
• Support Reps in developing their annual business plans for their territory
• Frequently follow up on implementation of plans
• Build top-to-top relationships with key customers
• Manage Sales performance
• Monitor Sales Rep KPI’s (weekly & monthly)
• Tool Sales KPI Monitoring
• Tool Productivity & Targeting
• Report frequently to country management & sales team on targets, objectives, KPI’s, etc
• Tool Monthly Report & Business Review
• Tool Forecast Snapshot x Country Manager
• Provide up to date information/Forecasts
• Implement & monitor segmentation
• Tool Reach & Frequency Plan
• Own the regional Prescription & Influence Map
• Be the spokes person of the regional team
• Collect and exploit market & competitor information from the Sales team & forward it to Country Manager/Marketing
• Tool Competitor’s Sales Force Structure
• Ensure bi-directional communication flow and have regular progress update meetings with Country Manager and other sales functions/other departments when relevant (Commercial Effectiveness Managers, Channel Managers, National Key Account Managers, Product/Brand Managers,…)
• Manage, coach and develop the Sales team
• Identify talents through people reviews ( recommendations)
• Create & follow up on individual development plans for each team member
• Recruit new team members ( recommendations)
• Conduct annual PDR & mid-year review with each team member
• Tool Target x Rep
• Accompany each team member in the field & provide structured performance feedback
• Tool Co-travel Feedback Sheet
• Motivate the Sales team
• Jointly set suitable objectives
• Provide constructive feedback & praise
• Conduct weekly team calls to build/strengthen the team spirit & share best practices in the region

Experience

• Market Understanding & Opportunity identification
• Strategy development (3-5 year plan)
• Financial acumen
• Channel Strategy & RTM (1-3 year plan)
• Customer portfolio strategy
• Team design & deployment
• People & Team Management (incl coaching & x functional work)
• Selling & Negotiation
• Sustain HPSO & shape the future

If you need more information about this job, before you apply officially you can contact the recruiter