区域销售经理

中国, 河南省, Zhengzhou

en de fr es ru tr it pt zh

Principle Roles & Responsibilities / Accountabilities 主要职责/责任
(Major functions of the position) (职位的首要职
能)
• Planning and implementing:
计划管理与实施:
– Coach team to develop, implement and monitor District Business plan, ensure team execution of
all business activities is in line with company policies and SOP, follow the highest compliance
standard.
指导团队用合规的方式与市场部同事共同制定所负责区域(1个或几个市)的推广计划,并对实施
进行监控。确保团队业务活动的执行符合公司政策和流程的要求,遵循最高合规标准。

• Account & Brand Management
客户管理和品牌管理:
– Build credibility with key accounts through academic visits to continuously help them cognize
Roche products and know relevant knowledge of Roche products, enhance the recognition and
reputation of the Roche products
通过学术拜访与关键客户建立信任,从而持续帮助他们认知并了解罗氏的产品知识,提升客户对
罗氏产品的认可度和美誉度。
– Participate in or develop professional promotion activities in responsible area to establish good
interactive mechanisms.
参与或制定负责区域的专业推广活动,以建立良好的互动机制。
– Cross function collaboration with Commerce, KA colleagues to secure the product supply
channels.
和商务部及大客户部同事紧密合作,一起保证公司产品供应渠道畅通。

• Performance Management
绩效管理:
– Understand company business strategy, set working objective and promotion task, motivate
team to ensure achievement of Company objectives
理解公司战略,制定工作目标和推广计划,激励团队成员以保证完成公司目标
– Build cooperative and collaborative team spirit to align well with company’s culture
– 培养符合公司文化的互助合作的团队精神
• Team Management

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团队管理:
– Provide leadership, coaching, mentoring & Training direction to sales personnel
领导、指导、辅助以及培训团队销售成员
– Conduct performance management, professional development and hiring of sales personnel
对团队成员进行绩效管理、职业发展的指导和招聘
– Lead team to work closely and collaboratively with cross functions to combine resources, and
drive win-win solution.
带领团队紧密合作并主动进行跨部门合作与分享,以整合资源,合力共赢
– Lead team adapt to change and drive business results under new environment
领导团队适应变革并在新环境下实现业务目标
– Manage turnover, develop the talent pipeline and ensure retention
管理流失率同时做好人才储备与保留

• Finance Management
财务管理:
– Set up budget plan and execute accordingly based on compliance guidance and company policy
按公司规定在合规的前提下合理制定预算,并监控预算的实施,确保资源的合理和有效利用。

• Self-Management
自我管理:
– Develop leadership/people management skills to realize continuous self-improvement and
effective team management
积极的进行公司产品知识的学习及领导技能的学习,以身作则执行公司各项规章制度,进行有效
的团队管理。
– Demonstrate professional leadership and commitment in administering company’s values.
践行公司价值观时展现出专业的领导能力和敬业精神
4. Hiring qualification and requirements 录用条件及要求
Years of Working Experience工作年限 :
5+ years sales representative experience within pharmaceutical industry
5年及以上医药行业销售经验
Education/Qualifications教育程度/所获资格证书
University Degree and above
本科及以上学历
Required corporate credit card must be gained within probation
在试用期内成功办理公司指定商务信用卡
Pass all Roche mandatory training courses before required timeline within probation
在试用期内完成罗氏所有必修课程
Meet Roche Values符合罗氏价值观要求
Integrity: We are consistently open, honest, ethical and genuine
诚信:我们一如既往地做到开诚布公、秉承职业操守、真实无瑕
Courage: We are entrepreneurial and thus take risks, reach beyond boundaries and experiment.
勇气:我们勇于创业因而敢于冒险、突破界限、不断实验
Passion: We use our drive and commitment to energise, engage and inspire others.
激情:用我们的动力和热诚去激励、感染、鼓舞他人
Leadership Competencies领导者胜任力
•Take genuine interest in people / 我对员工付出真正的关怀
•Listen carefully, tell the truth and explain “the why” /我仔细倾听、坦诚直言并解释“为什么”
•Empower and trust people to make decisions /我授权并信赖员工作决定
•Discover and develop the potential in people /我发现并开发员工的潜力
•Strive for excellence and extraordinary result /我追求卓越和非凡的业绩
•Set priorities and simplify work/我设定事务的优先顺序并简化工作
•Congratulate people for a job well done/我对工作出色的员工表示祝贺

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Job Required Competencies岗位所需胜任力
• Sales Achievement & Business Development业绩达成及业务发展
• Selling skills销售技巧
• Product knowledge产品知识
• Industry & Disease/Therapeutic area knowledge医药行业及疾病/治疗领域的知识
• Customer management客户管理
• Teamwork团队合作精神
• Sales Force Effectiveness and capability development 销售有效性及能力发展

Roche is an equal opportunity employer.

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