Regional Sales Manager, Metabolic

*Regional Sales Manager, Metabolic
• -
• 2215578
• OUR COMPANY
• At Boehringer Ingelheim we develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company, we focus on long-term performance. We believe that, if we have talented and ambitious people who are passionate about innovation, there is no limit to what we can achieve; after all, we started with just 28 people. Now, we are powered by 50,000 employees globally who nurture a diverse, collaborative and inclusive culture.
• THE POSITION
• - Leadership
• Leads a team of District Sales Managers & Medical Reps within the responsible region through strategic thinking and communication. Ensures that team has goal clarity and knows the strategy to achieve the goals. Practices inspiring behaviours to drive winning spirit.
• Managing Business / Performance:
• Develops a Regional Plan to maximize the resource utilization and ensures execution excellence, ensures targeting of most valuable customers, best in class selling / coaching practices, Field Force/CRM KPIs achievement, Target and Goals setting, Key Account Tasks (including relationship building & Customer Engagements), market share development & customer base expansion
• Has the responsibility to meet/exceed sales budgets for the entire region in charge, individual direct reports and channels. Responsible for rollout and embedding of Customer Engagement Excellence.
• Compliance, Code of Conducts and Policies - Is responsible to ensure that all company an industry compliance topics/requirements are adhered, understood, monitored and respected within the immediate team
• Tasks & responsibilities
• - Leading and building a High Performing Organization (HPO) of DSMs and MRs to build sustainable competitive advantage for BI business
• Analyze, develop, execute, monitor and achieve the Regional Plan
• Analyze the business in the responsible Region for business opportunities based on performance reports, environmental trends and customer needs
• Develop the Regional Plans based on the National Plan. Provide input to DSM's District Plans aligned with the Regional Plan.
• Execute on the Regional Plan to meet and exceed its objectives, by focusing on DSM coaching days, Rep days in the field, call frequency, target customer reach and coaching the coach days (RSM to DSM coaching), SAP execution.
• Monitor and evaluate regularly the implementation of the Regional Plan (incl. budgets and expenses) and its target achievement, and take appropriate actions to achieve the objectives of the Regional Plan
• Manage vacancies of responsible Region by initiating, coordinating and implementing the recruiting of DSM / Medical Representatives in collaboration with HR
• Coach the coach (RSM to DSM) to develop superior coaching skills to enhance in / out clinic effectiveness of BI Reps
• Manage the DSM Performance and Development
• To lead and monitor sales force in order to ensure that objectives are achieved by each DSM / MR
• Observe, document and reward the sales and non-sales performance of the District
• Manage high, average and low performers as per the company policy
• Identification of talents within the team which can move to the next level or cross post to a different function
• PIP (Performance Improvement Plan) to guide the non-performers with specific objectives for improvement plan. Final decision for the individual will be made upon the completion of the PIP
• Utilize information / reports /CRM system Veeva to maximize customer engagement and sales force productivity
• Comply with local regulations, industry and company Code of Conduct
• Functional / Administrative Responsibilities
• Reviews District / Territorial boundaries and customer coverage, and if necessary, recommends changes (for territorial assignment updating of the reps every year)
• Checks, approves and validates itineraries submitted by DSMs.
• Participates in the hiring, PIP, and promotion of MRs/DSMs.
• Leadership / Supervision:
• Ensure implementation and compliance to the Performance Management / Compensation Planning timelines for the year
• Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines
• Ensure that talents are properly identified
• Ensure that proper coaching is provided during the MAG discussions (midyear, yearend, or whenever the need arises).
• Ensure the adequate staffing of the team and the development and movement of talents are properly implemented
• Demonstrates cross functional team (Marketing, Medical, ComOps) collaboration and alignment to deliver superior results
• Requirements
• :
• Years of experience: Current Role as Sales Manager (6-8 years) OR Minimum 2 or 3 years of Regional Sales Manager/National Sales Manager in pharmaceutical industry and experience in metabolic it's preferable.
• Bachelors' degree with focus on Health Sciences or Pharmacy or Doctoral