AbbVie Head of Sales in Bangkok, Thailand
AbbVie’s mission is to discover and deliver innovative medicines that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people’s lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com . Follow @abbvie on Twitter (https://twitter.com/abbvie) , Facebook (https://www.facebook.com/AbbVieGlobal) , Instagram (https://www.instagram.com/abbvie/?hl=en) , YouTube (https://www.youtube.com/user/AbbVie) and LinkedIn (https://www.linkedin.com/company/abbvie) .
Head of Sales is responsible for building a strong sales organization to be capable of generating sales to meet or exceed sales objectives. Head of sales is responsible in developing & implementing national sales strategies , priorities and sales plan and liaise with marketing & other departments to meet company objectives.
KEY DUTIES AND RESPONSIBILITIES
Develop competencies, process and passion required to create an effective and efficient sales organization.
Recommend changes in the number and disposition of the field force within the team, recommend promotions, transfers, terminating, and salary adjustments.
Ensure effective hiring, orientation, training, development and retention of sales and clinical education staff
Establish performance goal for each sales manager and maximize their job results by motivating, counseling and disciplining employees as well as monitoring and appraising job results.
Design Sales Incentive Plan to be in line with company SIP guidelines and promote engagement & excitement rates.
Create and implement effective sales strategies toward achievement of short & long term country sales objectives. Proactively identify changes in healthcare environment and competitive pressure to develop and modify strategies and tactics accordingly.
Develop and implement both annual and monthly sales plan in coordination with the country business plan within agreed P&S budget.
Provide monthly, quarterly and annual sales forecast updates, revisions and modifications to the Plan by establishing effectively relationship and coordinating with Marketing, Finance, Supply Chain & other functional departments.
Maximizes sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Liaise closely with marketing department by implementing marketing campaigns and providing important data required for developing and modifying the campaigns.
Develop and closely monitor on team territory action plan with maximize on resource allocation
Customer focus and winning in the right way
Build up a strong customer relationship, understand their needs, and try to make them satisfied in a compliance way.
Work together with marketing and medical affairs to engage, develop and retain key opinion leaders and speakers/trainers.
New way of working
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Facilitates an organization of continuous process improvement.
Implements enabling technologies to field sales teams. Monitors the assigned sales organization’s compliance with required standards. Works closely with sales managers to optimize the effectiveness of the firm’s technology investments.
Education and Experience:
Master Degree in Business Administration or related fields
Bachelor Degree in Pharmacy, Nursing, Science or related fields
Aesthetic field experience is preferable
At least 5-year on sales team management experience
Experience & success in building a high performance sales team
Essential Skills and Abilities:
1. KNOWLEDGE / SKILLS
Basic knowledge in entire sales management process
Understanding of healthcare environment, pharmaceutical selling process, customer behavior, regulatory requirements and healthcare compliance. Familiarity with marketing principles will be an advantage.
2. ANALYTICAL SKILLS
Experience and comfort with numbers and analytical aspects. Accuracy and speed highly desirable.
Ability to analyze and grasp essence of concepts, situation, etc.
Working knowledge of PC formats, essential
3. PEOPLE SKILLS
Good listener and decision making
Ability to motivate, encourage, coach, appraise and give negative feedback to people.
Good negotiation skill.
4. COMMUNICATION SKILLS
Ability to convey thoughts and ideas effectively – both oral and written
Ability to speak, write and read in English.
Familiarity with presentation related PC formats
Flexibility to deal with different types of behaviors, patience to work in different cultural settings
5.PROFESSIONAL PARTNERSHIP BUILDING
Willing and capable of building a two-way relationship based on the best interests of the parties involved.
Initiative for effective networking with colleagues
Regular contact / working with KOLs or business owners and ability to influence
6. PERSONAL CHARACTERISTIC
Appearance, Enthusiasm, Self-organization, Follow-up/persistence, Sense of urgency, Team leader, Self-confidence, Assertiveness, Business judgment, Consistency, Creativity, Self-starter, Ethics, Integrity, High achiever, Ability to accept positive criticism/rejection.
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Job Level Code
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.
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