Jan 23, 2018
Job Title: Diabetes Sales Lead
Company Name: MSD
Location: Dubai, United Arab Emirates (UAE)
Job Summary: The Sales Lead represents MSD on an assigned territory in a complex and dynamic professional business environment. The primary responsibility of the Sales Lead is to communicate effectively, either individually or in groups, with customers in a manner which encourages the use of MSD products where indicated. These communications require the effective selection and use of a variety of support systems to accurately convey technical and economic information so MSD products will be prescribed when indicated. In addition, the Sales Lead must demonstrate over time a high level of product knowledge, territory knowledge and overall proficiency in carrying out their total responsibilities. Through this proficiency and knowledge they are particularly adept at and responsible for seeking out opportunities and solving problems effectively with less supervision than a Professional Sales Representative.
Key Duties and Responsibilities:
Territory and People Management
Sales Lead develops a work plan in conjunction with his / her immediate supervisor. This plan identifies objectives for work on the assigned; such as sales and market share, call contact rates, meetings, targeted pharmacist, strategies, tactics and follow up.
The jobholder stays constantly aware of sales developments, pharmacy reactions to promotional campaigns, trends in competition, new competitor product entries, and effectiveness of campaign materials through appropriate frequency and efficiency in visits. The Sales Lead also communicates back medical information inquiries, medical literature, etc. to the company from customer contacts. Changes in the market which pose a potential threat or opportunity should be discussed with management.
Under the direction of their manager, the jobholder plans and organizes activities within the territory. This is based on an analysis of opportunities and objectives and then implements action plans in such a manner that ensures time and effort are properly utilized to maximize effectiveness on territory.
The incumbent optimizes territory planning and is responsible for the management of the sales force as per the performance standards of the PSR.
The job holder should continuously support his team members and helps them to work on their development plans, creating a culture of trust, fostering collaboration between team members and internal stakeholders
The Sales Lead should be able to develop and train sales representatives on effective sales techniques and continuously be in the field
Sales & Market Share
The Sales Lead contributes to achieving maximal sales and market share for each product included in his/her responsibility area.
The job holder is required to meet/ exceed the objectives set for promoted products and meets or exceed projected market share.
The Sales Lead implements promotional strategies through objective discussions that are built on history and are specific to the customer’s current and future perspectives as well as local country conformity.
The jobholder recognizes, acknowledges and answers customer concerns, presents fact based, balanced perspective of benefits and limitations tailored to the pharmacy profile and that support increased prescribing within approved indications.
All product discussion introductions, statements or questions are planned by the Sales Lead to generate customer interest towards achieving the discussion objective which is concluded with an agreement for customer and Sales Lead action which sustains the customers’ movement along the adoption / prescribing continuum.
Special Events Management
The Sales Lead plans, organizes and implements special events in supporting the promotional strategies and plan goals (e.g. meetings of customer groups for educational or promotional purposes).
The jobholder conducts special events consistent with the performance criteria in Group Communication Skills training program and is managed within approved budgets.
Personal / Team Development & Conduct
The Sales Lead constantly updates his / her product knowledge and communication skills in order to maintain the high level of professional competence required for the successful execution of assigned responsibilities.
The Sales Lead writes his Performance Development Plan with guidance and agreement of the Sales & Marketing Manager, who assesses it quarterly for progress, and is responsible for agreeing and reviewing the same with his PSR’s.
The jobholder actively participates in team meetings / cycle meetings, contributes effectively to teamwork, stands as a role model for less tenured Representatives and acts as well as a mentor for other team members when requested by his manager.
The jobholder complies with the letter and spirit of all local laws and regulations and conducts himself in a professional and highly ethical manner consistent with company policy.
All assigned reports are compiled and submitted by the Sales Lead in an accurate manner and as per schedule date.
All requested information by management, whether through electronic systems or written reports, are compiled, analyzed and submitted by the Sales Lead in an effective and efficient matter.
Qualifications, Skills and Experience:
Senior PSR / FLM
Extensive knowledge/experience of the therapeutic area (Diabetes) is a plus.
Experience and knowledge of the pharmaceutical market in UAE is a plus
Must be based in the UAE
Leadership skills (team building ,motivation & engagement)
Winning mindset & Drive for results.
Planning & analytical skills.
Initiative & challenging status quo.
Dubai - United Arab Emirates