職位描述
1. District Sales Achievement(1.1) Ensure optimal execution of plans of action (POA), field tactics program and territory plans by district team(1.2) Regularly review district sales achievement against targets and initiate appropriate actions to ensure performance is in line with objectives(1.3) Ensure enlistment of newly launched and key products in hospitals and clinics by planned date(1.4) Benchmark external sales data to compete with competitors1. 專業(yè)地達(dá)成銷售業(yè)績(jī)(1.1) 依照公司政策和阿斯利康行為準(zhǔn)則，有效實(shí)施銷售戰(zhàn)略戰(zhàn)術(shù)和工作計(jì)劃 (POA)，現(xiàn)場(chǎng)策略計(jì)劃和地區(qū)計(jì)劃(1.2) 定期根據(jù)銷售目標(biāo)審查地區(qū)銷售成果，并采取適當(dāng)措施以保證銷售業(yè)績(jī)達(dá)到預(yù)期目標(biāo)(1.3) 確保成熟產(chǎn)品和新產(chǎn)品平衡，將新近推出的產(chǎn)品和重要產(chǎn)品推廣至醫(yī)院和診療機(jī)構(gòu)(1.4) 以外部銷售數(shù)據(jù)為標(biāo)準(zhǔn)衡量與競(jìng)爭(zhēng)對(duì)手開展競(jìng)爭(zhēng)2. District Business Planning(2.1) Conduct SWOT analysis of market/competitors to identify district business opportunities(2.2) Develop district Business Plan based on key objectives and allocate resources (e.g. coaching time, budget) for optimal sales impact(2.3) Monitor district business plan to ensure resources are directed to territories, hospitals and customers of greatest potential(2.4) Monitor MRs’ business plans to ensure intended actions and plans are appropriately conducted, and that resources are directed to hospitals, clinics and customers of greatest potential2. 地區(qū)業(yè)務(wù)規(guī)劃和戰(zhàn)略開發(fā)(2.1) 對(duì)市場(chǎng)和競(jìng)爭(zhēng)對(duì)手實(shí)施 SWOT 分析，以開拓業(yè)務(wù)機(jī)會(huì)(2.2) 根據(jù)主要業(yè)務(wù)目標(biāo)制定地區(qū)業(yè)務(wù)計(jì)劃，并合理分配資源（如培訓(xùn)時(shí)間、預(yù)算等）以實(shí)現(xiàn)銷售效果(2.3) 監(jiān)督地區(qū)業(yè)務(wù)計(jì)劃的實(shí)施，確保資源被分配至最具潛力的地區(qū)、醫(yī)院和客戶(2.4) 監(jiān)督醫(yī)藥代表 (MR) 業(yè)務(wù)計(jì)劃，以確保妥當(dāng)實(shí)施預(yù)期工作和計(jì)劃，同時(shí)保證資源被分配至最具潛力的醫(yī)院、診所和客戶3. Customer Focus and Service(3.1) Maintain contact and relationship with key accounts/customers(3.2) Update district customer database and target segmentation continuously(3.3) Monitor MRs to deliver core promotional messages within approved detail aids and in line with their POAs(3.4) Ensure that MR’s understand and comply with AZ Code of Conduct(3.5) Monitor stock of district-level key accounts/ distributors and advise on customer inventories(3.6) For Core: Help MRs to understand Digital channel activities and triage points for target customers(3.7) For Emerging: Help MRs to understand Digital channel and Multi-channel activities and triage points for target customers3. 客戶關(guān)注與服務(wù)(3.1) 不斷更新地區(qū)客戶數(shù)據(jù)庫(kù)和目標(biāo)市場(chǎng)(3.2) 監(jiān)督醫(yī)藥代表 (MR) 的工作，確保他們根據(jù)工作計(jì)劃 (POA)，在已批準(zhǔn)的詳細(xì)輔助材料中提供主要促銷信息(3.3) 確保醫(yī)藥代表 (MR) 理解并遵守阿斯利康行為準(zhǔn)則(3.4) 定期核查地區(qū)級(jí)重要客戶和分銷商的存貨情況，及時(shí)提出購(gòu)買和進(jìn)貨要求(3.5) 核心市場(chǎng)：幫助醫(yī)藥代表 (MR)了解公司電子渠道對(duì)客戶的覆蓋活動(dòng)， 并理解目標(biāo)客戶目前所處的階段性需求(3.6) 新興市場(chǎng)：幫助醫(yī)藥代表 (MR)了解公司電子渠道和多渠道對(duì)客戶的覆蓋活動(dòng)， 并理解目標(biāo)客戶目前所處的階段性需求4. Reporting/ Administration(4.1) Submit district Monthly Reports commenting on deviations from Business Plan and intended actions to align performance with plan.(4.2) Monitor MRs’ monthly reports to ensure appropriate implementation of intended actions(4.3) Ensure MRs comply with reporting/administration guidelines(4.4) Timely and accurately submit expense reports(4.5) Distribute/ communicate key reports to MR’s to make sure they understand those reports 4. 報(bào)告/管理(4.1) 根據(jù)公司要求提交地區(qū)業(yè)務(wù)報(bào)告，闡明業(yè)務(wù)計(jì)劃和預(yù)期工作實(shí)施過(guò)程中出現(xiàn)的偏差，以按照計(jì)劃及時(shí)調(diào)整業(yè)績(jī)(4.2) 監(jiān)督醫(yī)藥代表 (MR) 的月份報(bào)告，以確保預(yù)期工作的恰當(dāng)和實(shí)施(4.3) 確保醫(yī)藥代表 (MR) 遵守報(bào)告和管理規(guī)范(4.4) 及時(shí)準(zhǔn)確地提交費(fèi)用報(bào)告(4.5) 將重要報(bào)告分發(fā)/傳達(dá)給醫(yī)藥代表 (MR)，并確保他們的理解5. Personal Development(5.1) Develop behaviors leading to enhanced effectiveness as outlined in DSM Competency Model(5.2) Communicate, develop and role model AZ culture and leadership behaviors(5.3) Develop individual and team accountability(5.4) Identify areas for self-development and discuss developmental needs with RSM(5.5) Attend & actively participate in management meetings and training5. 個(gè)人發(fā)展(5.1) 根據(jù)地區(qū)經(jīng)理 (DSM) 能力模式中的要求，培養(yǎng)能力，提高效率(5.2) 積極傳播、發(fā)展阿斯利康文化和領(lǐng)導(dǎo)行為，是其他員工的楷模(5.3) 培養(yǎng)個(gè)人和團(tuán)隊(duì)責(zé)任感(5.4) 確定自我完善的方向，并與中層銷售經(jīng)理 (RSM) 探討發(fā)展需求(5.5) 積極參與公司管理會(huì)議和培訓(xùn)活動(dòng)6. Coaching and Team Development(6.1) Rapidly back-fill any team vacancies with competent new hires following company recruitment guidelines and MR’s competency model(6.2) Provide in-field coaching to MRs in order to develop their ability to positively influence customer’s prescribing behavior, using Field Coaching Form(6.3) For Emerging: Other requirement on enhancing coaching on building AZ’s position in Emerging for TA portfolio MRs(6.4) Effectively manage MRs’ performance according to company’s system(6.5) Develop and implement development solutions based on identified individual development needs(6.6) Identify/retain key talents(6.7) Effectively manage poor performers according to Corrective Action Policy and Process(6.8) Develop and implement strategies to improve team morale6. 人員與團(tuán)隊(duì)領(lǐng)導(dǎo)及發(fā)展(6.1) 發(fā)現(xiàn)任何團(tuán)隊(duì)空缺職位后，立即根據(jù)公司有關(guān)招聘規(guī)定和MR能力模式，錄用稱職新人填補(bǔ)空缺(6.2) 使用實(shí)地輔導(dǎo)表格，向醫(yī)藥代表 (MR) 提供實(shí)地輔導(dǎo)，提高其積極引導(dǎo)客戶處方行為的能力(6.3) 新興市場(chǎng)：另要求加強(qiáng)對(duì)負(fù)責(zé)多品牌的醫(yī)藥代表如何在新興市場(chǎng)建立阿斯利康地位的輔導(dǎo)(6.4) 根據(jù)公司的績(jī)效管理體系，對(duì)醫(yī)藥代表 (MR)，進(jìn)行有效的績(jī)效管理。(6.5) 根據(jù)團(tuán)隊(duì)及個(gè)人的發(fā)展需求，制定和執(zhí)行相應(yīng)的發(fā)展方案(6.6) 甄別/保留優(yōu)秀人才(6.7) 根據(jù)公司行為糾正政策和流程，有效管理業(yè)績(jī)欠佳的員工(6.8) 制定并實(shí)施有助于提升團(tuán)隊(duì)士氣的戰(zhàn)略要求：- Education: College and above, medical background preferred本科以上學(xué)歷，醫(yī)科及相關(guān)學(xué)科背景者優(yōu)先- 2 years or above sales experiences in medical or related industry2年以上醫(yī)藥銷售背景- Good selling skills and customer management skills良好的銷售經(jīng)驗(yàn)和客戶管理經(jīng)驗(yàn)-Qualified to apply for China Merchants Bank Credit Card (Business expenses should be reimbursed through company credit card)具備入職后能辦理招商銀行信用卡的資格（通過(guò)報(bào)銷的業(yè)務(wù)消費(fèi)必須使用公司商務(wù)信用卡）
