The Senior Sales Manager's main responsibilities and roles include, not limited to, the following:
- Recruit and train sales team for distribution of Family Planning products in OTC and ETC channels in Vietnam market.
- Manage daily sales operation to achieve sales target. The Senior Sales Manager are expected to perform sales duty in area where Medical Representative are weak.
- Regular field visit (route ride) with the distributor sales team, and DKT Medical Representatives to identify challenge and opportunity for improvement in either sales operation or marketing program.
- Work closely with DKT's marketing team to suggest trade promotion program that drive sales-out to clinics/hospital, pharmacies, and convenience stores (CVS).
- Suggest
trade marketing programs, if any, to drive off-take from Pharmacies and CVS. Implement the trade promotion program effectively and provide feedback for improvement.
- Develop close working relationship with distributor sales team and suggest incentive scheme for distributor sales team that drive sales out and check for initiative that drive off-take (in particular, incentive scheme to Pharmacy staffs for recommending DKT products...)
- Gather and report sales results in comparison to KPIs set.
- Take necessary actions to resolve DKT operational issues/service complaints.
- Act as front-line DKT representative with the distributor's sales team to facilitate ad hoc operational issue resolution, escalating to senior management as appropriate.
- Participate in the event and conference sponsored by DKT or distributor, to develop network for listing DKT products in clinics/hospitals.
- Other tasks assign by Regional Director.
Key Relationships:
a) Internal:
- Cooperate and coordinate with DKT's Marketing team for planning and execution of trade promotion program.
b) External:
- Distributors and their customers
- Hospitals/Clinics/pharmacies
- Obgyn, nurses, midwives' association
- Trainers/professors/universities
- Ministry of Health and other government bodies
- Implementing partners (NGOs), tech partners etc.
- End user/consumer
1. Education and experience:
- A Vietnamese national with proficient in English - able to communicate with Regional Director and DKT team (speaking, listening and writing in English).
- Bachelor/master's degree in medical science stream, such as pharmacy, nursing, biology, medicine. Other degrees with the commerce stream (ie: Marketing, Business Administration) are also encouraged to apply.
- 5 to 10 years of proven work experience as
Area Sales Manager or Regional Sales Manager of Fast-Moving Consumer Good (FMCG) company or within the pharmaceutical industry with increased responsibility, scope of work.
- Be able to train and develop sales team. Highly skilled in selling skills.
- Knowledgeable in sales and medical detaining of pharmaceutical/medical devices.
- Prior experience launching products, Go-to-market strategy, and growing sales of contraceptive products would be an advantage.
- Bring along a good network of contacts within our sectors/field (ie: pharmacies/pharmacists within traditional and modern trade, doctors/nurses/midwives, trainers/universities, government and NGO partners, etc.) that may be crucial to the advancement of our social mission.
- Relevant experience/knowledge in product development planning, regulatory affairs, pharma business environment and practices and laws affecting pharma/medical devices marketing and sales.
- Good knowledge of MS Office, in particular Word, PowerPoint and Excel.
- Candidate is expected to hold a driving license and own his own vehicle (car preferably).
2. Soft Skills:
- Must observe our values: Treat people well; Entrepreneurialism; Results Oriented; Anti-bureaucracy; Deep Trust and Fun.
- Strategic and critical thinker - willing to think (quick) out of the box and turn ideas into actions. Analytical!
- Innovator - always looking for better results; very curious. Quick thinker!
- Networker - excited about meeting new people and searching for opportunities to collaborate.
- Good listener - hear what the market, customers, consumer need and wish are key to a success business.
- A well-organized leader - Self-motivated, attentive to detail, unafraid of making decisions and ability to work effectively with limited supervision.
- Risk taker - trying new ideas and learning from mistake are encouraged. That's how we learn.
- Hands-on - proactive, active and a doer - excited about getting your hands dirty.
- Owner - strong sense of accountability to drive business toward sustainable growth.
- Flexible - able to work under tight deadlines.
- Communicator - Good command of English in speaking and writing skills and ability to effectively engage/negotiate/ (speak in public) with a wide range of stakeholders.
- Positive team-player - a positive attitude, adding value to your colleagues, partners, customers and our business as a whole.