The Regional Expert Sales Manager (RESM) is the highest level in the Expert field sales hierarchy within a Region, and the role will be managing a team of Zonal Expert Sales Managers (ZESMs) directly, in addition to a team of sales force indirectly. The incumbent will be responsible for achieving the top line and bottom-line targets of the business as per the accelerated Expert Marketing plan for the Region.
The role shall directly report to the Sales & Expert lead and therefore needs to be able to drive all decisions, targets, initiatives and programs at the regional level. The role shall also support in planning that entails the forecasting of business based on prescription growth and category & brand P/Ds to arrive at overall Expert revenue impact. Support S&E Lead in defining & delivering KPI norms for Expert team against established metrics & measures, while maintaining & adhering to GSK Values.
Key Responsibilities
The role has the following key deliverables:
Provide leadership and guidance to the Expert Team in region on field deployment, brand promotion, and measurement of productivity and Training.
Work closely with the Sales & Expert Lead on the regional strategy & execution of the expert plans. Provide strategic inputs to the S&E Lead for setting-up country wise agenda for Expert.
Support S&E Lead in driving strategic business projects on GTM’s, products & Engagement plan to reach HCP’s and the relevant community, while tapping into emerging opportunities
Coach the team of ZESMs to drive performance and deliver business results. Create an environment to ensure employee engagement with low levels of attrition & high diversity where opportunities for career growth can be provided.
Meet the prescription growth & value targets for the products promoted by the Expert Sales team
Achieving the top line and bottom-line targets of the division as per the all India business growth plan
Collaborate with the Expert marketing team towards converting key field insights into meaningful and impactful marketing interventions.
Supervise and ensure implementation of activities, efforts, coverage to achieve the growth objectives for the defined products (achieve desired sales /share gains)
Build and grow contacts with relevant key opinion leaders
Oversee development of sales people by ensuring Coaching & Training needs are bridged; and conducting cycle sales meetings to educate the field force on operational strategies of the region
Ensure effectiveness in doctor targeting and coverage of field force including that of first line managers
Manage welfare spends in the Regions within allocated budge
The role requires high ability to interact with key stake holders like: (At a Regional Level)
Market visits by Global Expert & Brand Category leads from above country; including Global Vice Presidents.
Expert Marketing managers: for inputting on customer feedback on brand strategies, performance of key brands, execution of strategies etc.
Regional Sales Heads: for forecast, ensuring availability of products, new chemists activations etc…
Expert HR Manager: for recruitments, on boarding, backfilling etc.
Regional Medical Detailing Training Managers: for discussing training needs, scheduling training batches, getting developmental feedback for the team, scheduling joint working etc.
KOLs: For finalizing the conduct and content of Continuous Medical Education (CMEs), resolving product queries, medical inputs for effective medical detailing of brands etc.
The position is responsible for fostering a strong motivated team, retention of team, and their coaching and overall development
At the regional level, the role is responsible for driving sales of medically promoted brands, enhancing market share, and profitability. The distribution of medically promoted brands is done primarily through the chemist’s channel and therefore the channel will be over indexed over all other channels for the department.
Breadth/Scope of Accountability
Number of Direct Reports
Number of Indirect Reports
North 8
East 7
North 54
East 49
Knowledge/Education Required
Minimum Level of Education Required
Area of Specialization
Why is it required?
B.Sc. / B. Pharm
Science, Pharmacy
The incumbent will need to conduct cycle sales meetings wherein he/she will have to explain to the team the benefits/ mode of action/ adverse effects/ adverse drug reactions of the drugs and nutritional products that the team will be promoting to doctors
Preferred Level of Education
Area of Specialization
Why is it required?
M.Sc./M. Pharm (or &) MBA
Science, Pharmacy, Marketing
The incumbent would be required to plan yearly business, provide long term forecast, manage spends and ensure ROI. Also required is ability to make decisions based on cutting edge analytics and tools to keep the business in course.
The person will also need to have a strong understanding of macro healthcare trends and emerging opportunities. Ability to make decisions based on cutting edge analytics and tools to keep the business in course.
Previous Experience Required
Minimum Level of Job-Related Experience Required
Why is this level of experience required?
15+ years of which at least 4 years will be as a second line sales manager in Pharma. It would be preferred if the incumbent is handling similar regional role.
This is minimum level of experience will be required to be able to provide leadership and guidance to the Medical Detailing field force in the region
List below any licenses, certificates, registrations, or any relevant job skill or abilities not covered in Educational Background or Job-Related Experience sections above that are required for the job.
Specific experience of working in Wellness & Oral Care categories would be preferred. Must have been working through a portfolio that reaches out to key specialities.
Care to join us. Find out what life at Haleon is really like www.haleon.com/careers/
At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone. We're striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives. We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.
As you apply, we will ask you to share some personal information, which is entirely voluntary. We want to have an opportunity to consider a diverse pool of qualified candidates and this information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. We would really appreciate it if you could take a few moments to complete it. Rest assured, Hiring Managers do not have access to this information and we will treat your information confidentially.
Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.
Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, Haleon may be required to capture and report expenses Haleon incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure Haleon’s compliance to all federal and state US Transparency requirements.
Accommodation Requests
If you require a reasonable accommodation or other assistance to apply for a job at Haleon at any stage of the application process, please let your recruiter know by providing them with a description of specific accommodations you are requesting. We’ll provide all reasonable accommodations to support you throughout the recruitment process and treat all information you provide us in confidence.
What We Do
You have loved and trusted our brands for over 170 years. We have a clear purpose, to deliver better everyday health with humanity.
Our category-leading brands include Sensodyne, Panadol, Centrum, TUMS, Advil, Otrivin and Voltaren. We combine deep human understanding and trusted science to make everyday health more inclusive, more achievable and more sustainable.
Want to learn more about us? Follow to stay up to date
 (1).png)
