Regional Sales Manager

General Field Sales & Account Management work is focused on face-to-face selling and account management activities including:
•Face-to-face sales to new customers and cross/up/repeat sales to existing customers
•Assessing customer needs and suggesting appropriate products, services, and/or solutions
•Developing and delivering sales bids/proposals/presentations and conducting product demonstrations
•Developing medium to long-term sales plans and preparing strategies to protect, grow, and diversify the relationship with targeted customers Incumbents in this specialization may be selling directly to the ultimate purchaser or indirectly through channel partners.

1 推广产品，完成地区销售指标

Promote products and complete the regional sales objectives

1)     为所辖区域或产品线设定销售指标及预算。

Establish sales quotas and budgets for the region or product line.

2)     通过有效的配置和激励销售以及专业的支持，确保所辖区域销售指标的完成。

Ensure regional sales goals are achieved through the effective deployment and motivation of sales and support professionals.

3)     评估销售经理提供的数据，实施区域销售战略，发掘商业机会并找出问题所在。

Assess data provided by sales managers and implements regional sales strategies; identify business opportunities and pinpoint problem areas.

4)     拜访关键客户，并在必要时协助销售人员完成任务。

Actively call on key accounts and assist sales force where appropriate.

5)     充分了解和获取公司内部资源，与市场、政府事务、法规事务及其他职能部门展开充分合作，创造良好的销售环境。

Make a good understanding of and obtain internal resource of the company. Cooperate fully with marketing, government affairs, regulatory affair and other functional divisions.

6)   为公司寻找新的业务增长点，业务升级与调整，基于业务的发展与市场变化，随时调整业务方向与业态组合，并催生新的生态收入。

For the company to find new business growth points, business upgrading and adjustment, based on business development and market changes, adjust the business direction and business mix at any time, and generate new ecological income.

7)   进行客户分析，挖掘用户需求，开发新的客户和新的市场领域。

Conduct customer analysis, explore user needs, develop new customers and new market areas.

8)   按照公司发展目标，指导、规划产品销售市场和销售指标，根据市场反馈调整新产品销售计划。

Guided and planned the product sales market and sales targets according to the company's development goals, and adjusted the new product sales plan according to market feedback.

9)   重点市场领域合作伙伴以及合作资源的开拓、维护和管理。

Development, maintenance and management of partners and cooperative resources in key market areas

2 建立和发展销售队伍

Build and develop sales team

1)招募并发展高效销售经理，建设并培养高效合作的销售队伍，以提升团队凝聚力。

Recruit and develop high-efficient sales managers. Build teams and foster efficient cooperation sales teams to improve team cohesion.

2)重视员工培训，利用公司提供的有效资源，培训并指导员工提高职位所需技能和自身素质。

Focus on staff training. With the effective resources provides by the company, train and guide employees to improve their ability and quality.

3)关注员工的成长，通过评估团队中的高绩效/高潜力人员并为其制定个人发展计划，有效地保留人才。

Pay attention to the development of the employees. Identify and set out individual development plan for high-performance & high-potential  staff and effectively keep them.

3 保证推广活动符合相关规定

Ensure that promotional activities comply with relevant provisions

1)     了解并熟知公司的各项规章制度，并据此审核各类销售活动的申请，确保符合公司规定和操作步骤。

Understand and learn the rules and regulations of the company and verify applications of various sales activities according to them.

2)     负责管理所负责区域的财务成果，按照公司要求管理各种费用及销量；作为费用及活动的批准人， 审核下属提交的各种费用及活动申请， 并保证相关花费和活动申请符合公司的规章制度。

Responsible for managing the financial results of the region, and managing various expenses and sales according to the company's requirements; As the approver of expenses and activities, review the application of expenses and activities submitted by subordinates, and ensure that the related expenses and activities are in accordance with the company's rules and regulations.

3)     了解与产品销售有关的规定及条款，并及时与销售人员沟通，以保证推广活动的合法性。

Make an understanding of regulations and clauses relevant to the sales products and communicate with sales persons to ensure the legality of promotional activities.

4)     有责任将获悉的不良事件在获悉当日尽快报告给法规事务部。

Be responsible for reporting all the adverse events to Regulatory Affairs Department on the day when you become aware of the event.

4 经销商管理

Distributor management

1)     在所辖区域内评估、甄选经销商，以适应公司生意的快速发展。

Evaluate and select distributors in an area to match the fast development of the company.

2)     管理及拓展经销商，以保证产品分销渠道的畅通。

Manage and develop distributors to guarantee smooth product channel.

3)   结合公司优势资源与战略要求找准切入点，有效完成资源整合互换，进行合作洽谈，扩大商务渠道和代理商资源。

Combine the company's superior resources and strategic requirements to find the entry point, effectively complete the integration and exchange of resources, conduct cooperation and negotiation, and expand business channels and agent resources.

5 当地政府事务

Local government affairs

1)     及时获取当地市场招投标、物价以及医保信息。

Timely get the local market with bidding, pricing and medical insurance information.

2)     积极准备并及时参与当地市场的招投标。

Actively prepare and timely participate the bids in the local market.

一、  相关工作经验Years of relevant work experience

·         至少10年以上在医疗行业环境中的销售管理经验, 有跨国公司工作经验者优先, 或在康维德工作5年以上。

At least 10+ years sales management experience in the healthcare, work experience in multinational companies preferred, or at least 5+ years at Convatec.

二、  学历要求Requirement on educational background

·         本科学历，硕士学历优先；医学、护理或其他相关专业。

Relevant undergraduate degree required, post graduate qualifications preferred. Medicine, Nursing and other relevant majors.

三、  技能和知识 Skills & Knowledge

·         出色的时间管理能力Superior time management

·         卓越的业务规划能力和谈判技巧 Superior business planning & negotiation skills

·         卓越的客户管理能力 Superior account management skills

·         激励团队的卓越领导力 Strong leadership skills to engage peers

·         卓越的绩效管理能力 Strong performance Management

·         优秀的演讲技巧 Advanced presentation skills

·         高效地处理模糊性问题及解决复杂性问题的能力 Deal effectively with ambiguity and complex problem solving

·         良好的英语沟通能力 Sound English Communication skills

·         了解财务及人力资源管理体系 Understanding Finance & HR systems

·         全面的市场营销理念 Understanding marketing concepts

·         全面的ConvaTec产品和系统知识 Comprehensive ConvaTec products & systems knowledge

·         全面的行业知识 Comprehensive industry knowledge

·         战略性销售 Strategic sales

·         与KOL建立并维护牢固的业务关系 Strong business relationships with KOLs

·         对主要客户的战略前瞻性 Strategic foresight into major accounts

·         具备带领团队克服困难完成业绩目标的工作激情

Have the passion to lead the team to overcome difficulties and achieve performance targets.

四、  关于录用条件的重要说明：《试用期目标设定》为不可或缺的附件。

An important note about employment conditions: "Probation Period Goal Setting" is an indispensable attachment.

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