ETC Area Sales Manager

2 weeks ago

Ho Chi Minh City Metropolitan Area, Vietnam Beiersdorf Full time ₫120,000,000 - ₫240,000,000 per year

Job Purpose:

  • Build and maintain strategic relationships with hospital decision-makers (Directors, Heads of Dermatology, and KOLs) to ensure successful product listing and advocacy for Eucerin.
  • Achieve assigned sales volume and value targets within the hospital channel.
  • Lead the planning and execution of annual local professional conferences, ensuring alignment with brand strategy.
  • Rebuild and expand the DERM market to meet IMS sales targets and increase market share.
  • Coach the sales team on effective market analysis, sales call planning, and budget negotiation.
  • Ensure compliance across all Eucerin hospital operations.

Principal Accountabilities:

1. Customer & Competitor Management

  • Achieve sales targets (volume and value) in assigned hospitals or customer segments.
  • Understand hospital procurement procedures and ensure timely listing of new and existing products.
  • Build strong, long-term relationships with dermatology hospitals, including Directors, KOLs, and prescribing doctors, to increase brand advocacy.
  • Organize and manage local professional conferences and medical group presentations aligned with brand strategy.
  • Monitor competitor activities and develop actionable counter-strategies to protect and grow Eucerin's market position.

2. Daily Operations Management

  • Ensure the sales team understands and executes the sales operations plan, objectives, and administrative processes.
  • Supervise and support the team in effectively implementing sales and marketing strategies.
  • Monitor and manage trade incentive programs in compliance with company guidelines.
  • Oversee the implementation of marketing/trade marketing campaigns and ensure alignment with the company's commercial calendar.

3. Team Management

  • Coach, motivate, and develop the sales team to maximize performance and capability.
  • Conduct regular performance appraisals and provide constructive feedback and support.
  • Monitor market potential in the assigned area and recommend actions to maximize sales.
  • Lead ad-hoc sales initiatives or projects as assigned by the company.

Success in this role requires someone with:

1. Education:

  • Bachelor's degree required; a degree in Pharmacy or related fields is an advantage.

2. Experience:

  • Minimum 3 years of experience in hospital sales, preferably in the pharmaceutical or dermatological sector.
  • Proven ability to build and maintain relationships with KOLs, dermatologists, and hospital decision-makers.
  • Experience in strategic planning and brand development within the healthcare sector.

3. Core Competencies:

  • Strong analytical and strategic thinking.
  • Excellent planning and organizational skills.
  • Results-driven with strong follow-through.
  • Effective negotiation and persuasive communication skills.
  • Leadership and team development capabilities.
  • Customer relationship management, particularly in hospital and medical professional settings.
  • Ability to work under pressure and manage multiple priorities.

4. Other Qualifications:

  • High integrity and strong sense of accountability.
  • Knowledge or experience in skincare and personal care is a plus.

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