Career Category

Sales

Job Description

1、制定区域业务规划、战略和增长策略

2、制定团队人员架构的规划和人才发展机制

3、推动团队执行中央市场部策略，带领团队实现区域业务目标，提升市场份额

4、有效融动跨部门合作、推动瑞百安准入和安全运营

Principle Roles & Responsibilities / Accountabilities 主要职责/责任

(Major functions of the position) （职位的首要职能）

Planning:

计划管理

Develop, implement and monitor Regional Business plan

和团队及市场部同事共同制定自己负责大区的推广计划，并对实施进行监控

Establish an effective business management system to ensure timely follow-up and feedback on business

建立有效的业务管理系统，对业务进度及时跟进和反馈

Develop effective cross-functional communication mechanisms, integrate internal and external resources to drive business development

制定有效的跨部门沟通机制，整合内外部资源以驱动业务发展

Account & Brand Management

客户管理和品牌管理

Build strong relationships and credibility with key customers, affect the customer correct prescription Amgen’s product to the patients

与关键客户建立牢固的关系和信任，影响客户正确处方安进的产品

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

Work with RPM to develop regional product promotion strategies, provide recommendations and information for central MKT strategies.

协同区域市场制定大区产品推广策略，并为中央市场策略的制定提供建议和信息

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

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

To establish and improve the system of personnel training and development, reserve and retain talents.

建立完善的人才培养与发展体系，储备和保留人才

Market Access

市场准入

Cooperate with GA&P and Commerce departments to complete the market access such as bidding procurement and medical insurance, etc.

和政府事务、商务等部门合作，共同完成招标采购、医疗保险等市场准入工作

To integrate resources and assist in the completion of Hospital Listing

整合资源并协助完成医院进药工作

Work together with Commerce colleagues to secure the product supply channels.

和商务部同事一起保证公司产品供应渠道畅通

Finance Management

财务管理

Set up budget plan and execute accordingly based on company policy

按公司规定合理制定预算，并监控预算的实施，确保资源的合理和有效利用

Compliance Management

合规管理

Responsible for team compliance policy training and assessment

负责所辖团队合规政策的培训和考核

Effectively manage the compliance of team members’ business activities.

有效管理团队成员业务活动的合规性

Self-Management

自我管理

Develop leadership/people management skills to realize continuous self-improvement

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

Qualification and Experience 能力与经验

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

At least 2 years’ experience in sales management of major or joint venture Pharma. Company

2年以上大型或合资制药企业的销售管理工作经验

Education/Qualifications 教育程度/所获资格证书

University Degree and above

本科及以上学历

Related field requirements 相关领域的要求

Medication, marketing, commerce preferred; Experience in CV field preferred

医学，药学，市场，商科专业优先；心血管领域工作经验优先

Job Required Basic Competencies 岗位所需基本胜任力

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

Communication 沟通能力

Sales Force Effectiveness and capability development 销售有效性及能力发展

Leadership Key Competencies 领导者关键胜任力

Strategic Agility 策略敏感性

Articulates wise, long-term objectives and strategies

能够有效制定长期目标和战略

Maintains focus on a long-term strategy while successfully adapting to changing environmental conditions

成功适应多变的环境，同时坚持专注于长期战略

Provides focus and direction to successfully navigate complexity and uncertainty

为驾驭复杂和不确定的因素指明方向和重点

Provides clarity and focus on a few key priorities

阐明方向并专注于关键任务

Decision Making 决策能力

Pushes decision making to the lowest appropriate level and develops employees’ confidence in their ability to make those decisions

尽可能地将决定权下放到恰当的层级，培养员工对自身决策能力的自信心。全力支持已经作出的决定

Demonstrate good judgment in decision making.

在决策时表现良好的判断能力。

Good decisions can be made even when information is insufficient.

即使在信息不足的情况下也能作出好的决策

Managing Change 管理变革

Leads change by example

在变革中以身作则

Understands the impact of change and new activity on the wider organization
理解变革和新举措对于更广层面的影响
Adapts to changing external pressures facing the organization

适应组织面临的不断变化的外部压力

Achieving Results 取得成果

Is goal-directed, persistent; driven to achieve objectives

明确传达目标、时限和期望

Clarify responsibilities for important tasks

针对重要的任务明确职责分工

Recognizes the contributions of teammates and peers

肯定并嘉奖辛勤工作和卓越表现

Technical and Business Expertise 技术和业务才干

Good at finding opportunities to simplify and improve business processes

善于寻找简化和改进业务流程的良机

Builds strong relationships with key customers.

迅速获得客户的信赖和尊重

Understand the functions of various functional areas within the organization

了解组织内部各个不同职能领域的功能

Feedback and Coaching 反馈和辅导

Seeks candid feedback on his or her performance

坦率地向他人征求反馈

Invest time in understanding others and their work
积极投入时间了解他人及其工作情况
Help others improve through constructive feedback and encouragement

通过富有建设性的反馈和勉励来帮助他人进步

Encourage employees to take appropriate risks in the process of completing a difficult task

在完成艰巨任务的过程中鼓励员工承担适当的风险

Teamwork and Collaboration 团队精神及协作能力

Seeks common ground in an effort to resolve conflicts

寻求共同点，化解冲突

Builds bridges across geographical, cultural, and functional boundaries to enhance collaboration

建立跨地域、文化和职能的联系以增强团结协作

Motivate employees to their greatest potential.

激发员工最大的潜力

Inspiring and Influencing 鼓舞和影响力

Understands what motivates other people to perform at their best
理解如何能够鼓舞他人作出最佳表现
Finds opportunities to build community, celebrate and have fun

积极创造机会增强人际沟通，及时分享成功和工作乐趣

Boost morale and help employees understand the importance of their work
鼓舞士气，帮助员工了解其工作的重要性
Good at managing and influencing colleagues and supervisors

善于管理并影响同事和上级

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