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A DAY IN THE LIFE AS A SALES TEAM LEAD:
Team management
Recruit new Reps to fill the vacancy.
Set MR priorities & objectives
Effectively counsel and coach all reps in the district to continuously improve their product detailing skills and to align their behaviors to Company Code
Coach & direct the team to implement marketing plan & projects.
Analyze training needs & propose training courses to develop the team's competencies. Work with HR/ Medical/ Training departments to provide proper training / performance evaluation & recognition
Ensure the use of CRM tools to monitor and optimize Med Reps' detailing calls.
Ensure understanding of total rewards system and use this to motivate the team to improve their earnings.
Build strong team spirit by setting clear directions, clarifying expectations, providing support, promoting teamwork and collaboration, and constantly engaging their people to drive retention.
Territory planning
Analyze figures & available information of the assigned districts, define opportunities & gaps and develop an action plan to achieve objective & growth.
Set the right objectives to each team member based on the assigned territory & potential patients / customers.
Plan, validate, facilitate, approve, and ensure implementation of tactical plans agreed from the company strategies/ priorities.
Follow up closely & frequently on the performance to ensure the team achieved their objectives.
Provide forecast by month, by quarter as needed based on customers' demand & market trends
Monitor market trend, customers feedback and provide frequent feedback of tactical plans, and competitive activities
Customers relationship management
Define key / potential customers & understand their expectations
Seek for customer's need & propose actions to meet customers' demands to ensure the customers' recommendation, prescription and dispensing of the assigned products.
Meet with customers, train & coach med reps to maintain business relationships, negotiation and the deal closing.
Represent company at customers' meetings / events to promote products.
Maintain necessary contact with major accounts, key customers to achieve the objectives of the company
Territory management
Analyze territory & allocate appropriate headcount & competencies.
Check accuracy and updating customer coverage of all promoted products by Med Reps
Analyze market, key account's potential in the region, using the available market information and provide analysis as an input to the overall target-setting process.
Lead and facilitate target-setting activity in the territory.
Ensure an optimal and logical territory alignment for all teams.
Implementation of company activities & projects
Implement & follow up promotional programs & merchandising campaign
Organize, present and attend meetings to ensure proper implementation of marketing plans and activities by the reps within approved budgets.
Implement & follow up projects related to customers & insure the achievement of KPIs