Merck

Makes medicines, vaccines and animal treatments

Regional Manager

Field SalesPosted on Nov 13

Full-timeShanghai, ChinaNo salary listedIn-person

About the Job

Requirements

A bachelor's degree or higher in Business Administration, Sales, or a related field.
Five to ten years of sales team management experience, including regional second-line management experience; cardiovascular experience is preferred.
Deep understanding of sales strategies and techniques, with a record of achieving sales targets.
Ability to lead, manage, motivate, and develop a sales team.
Strong communication, negotiation, and presentation skills.
Strong analytical and problem-solving abilities.
Proficiency with customer relationship management software and other sales management tools.

Responsibilities

Promote designated company products in the assigned region through effective regional management, team management, and employee motivation; guide team members in implementing company strategies and marketing plans to achieve company goals and expand market share.
Build and maintain business relationships with key opinion leaders in the assigned region and strengthen the company and product brand image.
Collaborate with relevant departments to advance business development.
Develop and coach subordinates.
Set annual, quarterly, and monthly targets and plans, and achieve expected goals, market share, and growth within designated expenses.
Develop and execute joint-visit plans and use time effectively.
Ensure correct implementation of company market-development strategies in the region, analyze regional markets, and allocate resources effectively.
Collect and report market information accurately and promptly, forecast regional market risks, and support effective market-access work.
Maintain high-quality professional customer visits and build stable relationships with key customers.
Track regional purchasing, sales, and inventory to maintain appropriate inventory and prevent returns of near-expiry or expired products.
Work closely with regional business colleagues to ensure uninterrupted supply.
Build relationships with experts in relevant fields and coordinate with Marketing and Commercial teams to secure tenders and gain product inclusion in hospital formularies and medical insurance formularies.
Allocate resources effectively and guide subordinates in controlling expenses.
Provide monthly regional forecasts and target allocations, and report relevant information accurately and promptly.
Complete other required company reports accurately and on time.
Manage, motivate, develop, and retain employees to build a high-performing team.
Manage and coach frontline managers through planned joint visits, training them to improve coaching and problem-solving capabilities.
Complete quarterly performance evaluations and provide timely, targeted coaching and training to subordinates to improve results.
Use performance management and employee development plans to identify training needs, develop and retain talent, reduce employee turnover, and meet company turnover-control targets.
Recruit suitable team members and build a talent-resourcing system.
Ensure departing employees complete work handovers in accordance with company policy.
Strengthen communication and collaboration within the department and across departments to solve problems and support individual and team development.
Create a positive work environment and promote fair, impartial, and transparent teamwork.
Complete other ad hoc tasks assigned by the supervisor.
Maintain complete and current product knowledge and ensure promotional information aligns with the company Marketing department.
Ensure the team uses product knowledge effectively in academic promotion and meets product-knowledge and professional-skills requirements.
Study and use materials provided by Marketing to support product promotion.
Understand competing products in the same category.
Ensure compliance with company standard operating procedures, financial policies, and ethical standards.
Maintain a professional appearance and conduct consistent with company standards.
Demonstrate commitment and serve as a positive example through active engagement in the work.

Desired Qualifications

Cardiovascular experience.

Job Description

工作目标：

负责公司指定的产品在所辖区域的推广。通过有效的区域管理、团队管理及人员激励,指导团队人员贯彻实施公司的策略及市场计划,保证公司目标的达成及扩大市场占有率；在所辖区域内与KOL建立和保持良好的业务关系，树立公司及产品的品牌形象。加强与相关部门之间的协作推动业务全面发展。发展与辅导下属。

主要职责：

区域管理

• 确定年度，季度和月目标、计划及,在规定费用内达到预期的目标、市场占有率和增长率

• 制定并执行协同拜访的计划,有效、充分地利用时间

• 确保公司市场开发策略在区域的正确执行，分析区域市场，确保资源的合理分配和有效投入

• 及时准确收集及反馈市场信息，预测区域市场风险，保证市场准入工作的有效推进

• 保持高水准的专业拜访，与重要客户建立稳定良好合作

• 跟踪了解区域进货，销售，库存情况，确保区域合理的库存，防止近期或过期的产品退回

• 与区域商务同事紧密合作，确保供货通畅

• 与各领域的专家建立良好关系，通过与市场部、商务部等部门的紧密配合，以使招标成功和产品进入医院进药目录/医保目录

• 有效地分配资源，指导下属合理控制费用

• 每月提供区域预测和目标的分配，及时、准确的提供相关情况

• 及时、准确完成公司要求的其他各项报表

团队管理和人员发展

• 通过有效的管理、激励、发展及保留人才，建立高绩效团队

• 管理辅导一线经理，通过有计划的共访，培训提高一线经理的辅导能力和解决问题能力

• 完成季度绩效评估，及时有针对性的辅导及培训下属，以取得更好的目标

• 通过绩效管理及人员发展计划，确定培训需求，发展和保留人才，减少员工流失并达到公司要求流失率控制指标

• 招聘合适的团队人员，建立人才资源储备系统

• 确保离职人员按公司规定完成工作交接

• 加强本部门及跨部门的沟通及合作,互相帮助解决问题，从而达到个人及团队的共同成长

• 创造良好的工作氛围，促进团队合作，做到公平、公正、公开

• 完成上级主管布置的其他临时任务

产品知识

• 掌握完整的,不断更新的产品知识，确保产品推广信息与公司市场部保持一致

• 确保团队最大程度地利用产品知识进行有效的学术推广，确保团队成员能符合产品知识和专业技巧的要求

• 充分学习和利用市场部提供的其他资料,以利于产品推广

• 了解竞争对手同类产品的相关知识

职业操守

• 确保在工作过程中, 严格遵守公司的各项SOP和财务制度，保证团队的行为符合公司的道德准则和原则

• 保持良好的专业形象,着装符合职业标准，言行举止符合公司要求

• 具有敬业精神,对本职工作积极投入并起表率作用

岗位基本要求：

本科及以上学历，商业管理、销售或相关领域的学士学位。
5-10年销售团队管理经验，区域二线管理经验，心血管经验优先。
对销售策略和技巧有着深刻的理解，并且能够达成销售目标的记录。
出色的领导能力和团队管理技巧，能够激励和发展销售团队。
优秀的沟通、谈判和演讲技巧。
强大的分析和解决问题的能力。
熟练使用CRM软件和其他销售管理工具。

R427088

Additional location(s) Compensation Information:

Required Skills:

Account Management, Decision Making, Leadership, Product Knowledge, Resource Allocation, Sales Management, Sales Reporting, Strategic Thinking

Preferred Skills:

Communication, Sales Objectives

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

No relocation

VISA Sponsorship:

Travel Requirements:

No Travel Required

Flexible Work Arrangements:

Not Applicable

Shift:

Not Indicated

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

01/31/2027

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

About the Company

Merck

Makes medicines, vaccines and animal treatments

Merck develops prescription medicines, vaccines and veterinary treatments for patients, health systems and animal owners worldwide. Its vaccine portfolio includes Gardasil 9, which helps prevent cancers and other diseases caused by several types of human papillomavirus. The company takes potential treatments through laboratory research and clinical trials, then manufactures and sells approved products to drug distributors, hospitals, physicians and governments. Its animal health division sells medicines and vaccines to veterinarians, farmers and pet owners, while selected drug partnerships also earn shared profits or royalties. Founded in 1891, Merck is headquartered in Rahway, New Jersey.

Company size: 10,001+
Company stage: IPO
Headquarters: Rahway, NJ
Founded: 1891

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