销售经理/高级销售经理
Sales Manager/ Sr. Sales Manager
关于艾伯维
艾伯维的使命是发现并提供创新药物和解决方案，解决当前严重的健康问题，并应对未来的医疗挑战。我们致力于在多个关键治疗领域产生重大影响，包括免疫学、肿瘤学和神经科学，以及我们Allergan Aesthetics产品组合中的产品和服务。如需了解有关艾伯维的更多信息，请访问我们的网站 www.abbvie.com。关注我们在 LinkedIn、Facebook、Instagram、X 和 YouTube 上的账号。
销售管理的整体职责包括：领导并推动团队实现销售目标，制定销售执行计划，跟踪、监控并确保进展和成果，招聘与辅导以提升绩效和发展，设定目标、指标和激励措施，识别商业机会，提升洞察力，进行市场趋势分析和关键客户更新，与其他职能利益相关者沟通，包括但不限于市场部、市场准入部等。向品牌团队推荐商业战术计划和关键客户计划。
支持业务单元和客户卓越，推动关键客户管理。作为关键客户管理方面的专家，为销售经理同僚提供指导、辅导和强化。
主要职责：
· 建立并发展高绩效销售团队
- 在每个销售周期开始时，设定与工作输入、输出和质量相关的目标、指标和激励方案
- 在团队中建立绩效文化，持续改进和发展；为自身和他人设定具有挑战性的目标，旨在实现积极的业务成果，并对绩效进行认可、区分和奖励
- 确保明确的角色和责任分配，通过及时且具体的反馈（包括实例）来指导发展，涉及绩效、能力和行为
- 与员工讨论并定义有效的培训计划（包括现场辅导、正式培训课程），跟踪进展并提供持续反馈。采取行动保留组织内的优秀人才
- 通过与其他部门的紧密合作，确保销售团队获得适当的支持（例如材料、商业项目等）
- 建立双向沟通渠道，传达业务策略和计划，通过帮助人们理解组织举措背后的原因，激发员工参与度
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About AbbVie
AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.
Overall responsibilities of sales management, which includes lead and drive the team to achieve sales objectives, develop sales execution plan, track, monitor and ensure progress and achievement, recruit & coach for performance and development, set targets, objectives, measurements and incentives, identify business opportunities, elevate insights, market trend analysis and key account updates to other functional stakeholders, including but not limited to Marketing, Market Access, etc. Recommend business tactical plans and key account plan to brand team.
Support Business Unit and Customer Excellence in driving key account management. Act as a subject matter expertise to coach, guide and reinforce key account management among sales manager peer group.
Major Responsibilities:
· Build and develop high performance sales team
· Sets targets, objectives and incentives schemes at the beginning of each sales cycle relating to work input, output and quality
· Creates a performance culture in the team to continuously improve and develop; establishes challenging goals for self and others that are designed to achieve positive business results and recognize, differentiate and reward for performance
· Ensures clear role and accountability assigned for actions and results and guides development by providing timely and specific feedback (with examples) on performance, competencies and behavior.
· Discusses and defines effective development plans with employees (including in-field coaching, formal training sessions), track progress and provide continuous feedback. Takes actions to retain talented people within the organization
· Ensures the right level of support for the Salesforces (e.g. materials, commercial programs, etc.) through close collaboration with other functions.
· Establishes two-way communication channels to convey business strategies and plans, engages people by helping them understand the reasons behind organizational initiatives and the value of assigned responsibilities for the individual and team
· Champions organizational decisions and values in a credible way; ensures and inspires team members uphold organizational values and standards
· Driving Brand Team goals and business results
Target setting and execution planning and monitoring
· Develops and implements action plan to achieve and/or exceed brand sales targets
· Consolidates sales information from sales representatives and review proposed forecast in conjunction with Brand Manager / Business Unit Manager
· Guides and coaches individual team member in developing sales plan in accordance with the sales forecast
· Determines action steps and milestones required to implement specific business initiatives, adjusts activities, resources or timelines as circumstances warrant to support implementation
Key Account Management
• Provides market/customers insights to brand team to achieve brand objective
• Identifies business opportunities and collaborates with brand team on key actions
• Monitors and consolidates the outcomes of account engagement and account plans in order to feed the brand planning process and brand team meetings
• Elevates consolidated market intelligence and in field performance to the Brand Teams
• Influences the opinions of key stakeholders assigned by the Brand team (e.g. high prescribing physicians) and as planned in the Develop KOLs engagement plan with in-field team achieve KOL strategy to support the brand performance.
• Collaborates with marketing and market access team to develop strategies for government tender, if applicable
· Develops & maintains good contact with Central Government Stores & Government Supplies Department, if applicable
· Acts as a subject matter expertise to coach, guide and reinforce key account management among sales manager peer group
- University graduate preferably in science or business
- At least 5 years of experience in related Sales/ Marketing roles from pharmaceutical industry
- Prior experience in managing eyecare and neuroscience or related TA preferred
- Demonstrated capability to lead, motivate, focus and develop a sales team
- Strong analytical skills and the ability to draw meaningful insights and actions
- Excellent verbal and written communication skills (English and Cantonese)
- Positive attitude, outgoing personality and strong interpersonal skills
AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.
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