Career Category

Sales

Job Description 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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