The Role
Lead and coach a regional team of Medical Sales Representatives to achieve sales and collections targets, expand market coverage, manage key accounts, ensure compliance, drive CRM adoption, gather market intelligence, and oversee reporting, stock movement, and debt collection.
Summary Generated by Built In
Our client is a reputable pharmaceutical company dedicated to advancing healthcare through the development and distribution of quality pharmaceutical products and innovative healthcare solutions.
As part of their continued growth, they are seeking an experienced and results-oriented Regional Sales Manager to drive sales performance across designated regions by leading and supporting a team of Medical Sales Representatives. The successful candidate will be responsible for executing regional sales strategies, expanding market coverage, managing key customer relationships, achieving sales and collections targets, and coaching and mentoring the sales team to deliver outstanding business results.
Job Responsibilities
1. Sales & Performance Management
- Drive the achievement of regional sales and collection targets through effective supervision and coordination of Medical Sales Representatives.
- Translate regional sales objectives into clear, actionable targets for each team member and ensure alignment with regional goals.
- Monitor individual and team performance, ensuring adequate territory coverage and consistent execution.
- Conduct structured field visits to guide, support, and improve representatives’ effectiveness in delivering results.
- Ensure sustained growth in market share and product penetration across assigned territories through the team.
2. Team Leadership & Development
- Onboard, build, train and continuously develop Medical Sales Representatives to meet business objectives.
- Set clear KPIs and performance expectations, ensuring each representative understands their targets and deliverables.
- Drive performance through continuous coaching, mentorship, and structured feedback sessions.
- Identify skill gaps within the team and implement targeted development interventions.
- Enforce discipline, accountability, and productivity standards across the team in line with company policies.
3. Business Development & Market Expansion
- Drive identification and execution of new business opportunities through the activities of Medical Sales Representatives.
- Guide the team in expanding coverage across hospitals, pharmacies, and distribution channels.
- Support representatives in securing new accounts, strengthening institutional presence, and increasing product adoption.
- Ensure consistent expansion into new territories and deeper penetration within existing markets.
4. Customer & Stakeholder Management
- Ensure Medical Sales Representatives build and maintain strong, long-term relationships with healthcare professionals, hospitals, and distributors.
- Oversee and support the resolution of key customer issues escalated from the field.
- Guide representatives in managing stakeholder expectations and improving customer satisfaction.
- Represent the organization in high-level engagements, including key accounts, clinical meetings, and industry events where necessary.
5. Market Intelligence & Strategy Execution
- Ensure continuous gathering of market intelligence through field team activities.
- Monitor competitor products, pricing, and promotional strategies and guide the team on appropriate counter-strategies.
- Review feedback from representatives and translate insights into actionable plans.
- Adapt and implement sales strategies based on evolving market conditions.
6. Operations, Reporting & Administrative Management
- Ensure all Medical Sales Representatives maintain accurate, timely, and complete reporting across sales, collections, and field activities.
- Review and validate sales forecasts, performance reports, and territory analyses submitted by the team.
- Monitor stock movement, product availability, and distribution efficiency across all assigned territories.
- Drive full adoption and proper use of CRM systems for tracking performance and activities.
- Coordinate with management on promotional campaigns, product launches, and regional initiatives, ensuring proper execution by the team.
7. Debt Management & Collections
- Ensure effective management of customer debts and outstanding payments through strict supervision of Medical Sales Representatives.
- Drive accountability for collections, ensuring representatives follow up on overdue accounts within their territories.
- Monitor aging reports and take proactive steps to minimize bad debts and financial exposure.
- Support the team in resolving payment disputes and enforcing agreed credit terms with customers.
- Provide regular updates on collections performance and outstanding liabilities within the region.
8. Compliance & Ethics
- Ensure all activities carried out by Medical Sales Representatives comply with pharmaceutical regulations and company policies.
- Promote and enforce ethical marketing practices across all territories.
- Monitor field activities to ensure adherence to compliance standards always.
Job Requirements
- A first degree or a Master's degree in pharmacy/pharmacology, biochemistry, microbiology, or other related courses
- Experience in the Pharmaceutical industry is compulsory
- Minimum of 6 years of experience in pharmaceutical sales and doctor detailing, with at least 3 years in a managerial position.
- Ability to analyze data using analytic skills and tools
- Strong leadership and team management skills
- Excellent Communication and negotiation skills
- Knowledge of pharmaceutical market dynamics
- Willingness to travel frequently
- Willingness to relocate on transfer notice.
Skills Required
- First degree or Master's in pharmacy, pharmacology, biochemistry, microbiology, or related
- Experience in the Pharmaceutical industry
- Minimum of 6 years in pharmaceutical sales and doctor detailing, including at least 3 years in a managerial role
- Ability to analyze data using analytic skills and tools
- Strong leadership and team management skills
- Excellent communication and negotiation skills
- Knowledge of pharmaceutical market dynamics
- Willingness to travel frequently
- Willingness to relocate on transfer notice
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