Manager, District Sales

ZUELLIG PHARMA is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region. The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

Job Purpose: As a District Sales Manager/ District Manager (DSM/DM) plays a crucial role in overseeing and coordinating the daily operations of a specific district or team within the organization. This position is responsible for supervising employees, ensuring productivity, and maintaining a positive work environment. A DSM/DM’s leadership skills is essential
in guiding and motivating team members to achieve their goals and meet organizational targets. This position focuses mainly on developing the skills and competencies of associates through coaching and developmental activities related to current and future jobs to provide directions to their job performances and personal and career development.

Duties and Responsibilities:

SELLING SKILLS

Definition: Mastery of the Selling Process and able to lead the team in ensuring optimal execution of each Sales PRO

Selling Steps

• Is fluent with, and a strong advocate of the Sales PRO Selling Process, able to demonstrate and train each step.
• Proficient in assessing Trade / Key Account Representatives’ competence in executing each Sales PRO Selling step.
• Displays consistent and robust communication & interpersonal techniques with internal and external personnel.
• Can drive a robust and formal profiling, classification and targeting process in accordance with Client program plans.
• Monitors and ensures compliance with all requirements for Tender Management submission. Secures approval
  with CBM’s / Clients on Pricing and tender requirements.
• Communicates current hospital requirements for product formulary inclusion to CBM’s / Clients.

DSM/DM WITH SELLING RESPONSIBILITIES

• Undertakes Face to Face / Virtual Customer Calls to present and sell designated products and answer Customer
  Inquiries.
• Demonstrates at least minimum standard (“Understand”) in implementing the SALES PRO Selling steps.
• Interacts with all Customers personnel (store owners / assistants, procurement teams etc.) confidently using
  sound communication and interpersonal techniques.
• Able to deliver consistent and compelling promotional messages to influence positively Customer / Account
  perception and purchasing. Acts with high integrity and honesty to build strong relations with Customers /
  Accounts.
• Checks in-store stock availability (preventing out of stock situations).
• Undertakes placement of order (order taking/booking/encoding) for orders that cannot be processed by eZRx+
  or if eZRx+ is not available
• Effective in executing merchandizing activities (e.g. stock visibility, required marketing activity, SOS, recommending in store activity selling, category management etc.

TERRITORY AND ACCOUNT MANAGEMENT
Definition: Knowledgeable in managing all territories and accounts. Leads the team in executing objective, accurate
customer / account classification & targeting data collection, Monitors achievement of sales and all KPIs.

• Undertakes effective Sales Planning and Forecasting. Consistent in achieving Sales Targets, AR, stock availability
  and distribution for the relevant channels.
• Ensures the availability of Client products at designated outlets. Monitors stock inventory, ensuring warehouse
  stock levels align with forecast needed for settlement.
• Coordinates with Brand Manager on supply forecast of key products.
• Reviews KPI analyses regularly, achieving a uniform discount and coverage target. Takes swift action to close KPI
  gaps. Discusses openly with Trade / Key Account Representatives reasons for gaps, agreeing on corrective actions.
• Able to address Account complaints / queries reporting any issues / problems to the SLM / CBM. Coordinates
  with other divisions (e.g. Operations, Finance) to ensure smooth running of sales operations.
• Able to supervise AR collection of the team as required. Assists SLM’s/ relevant Managers monitor and control
  AR’s.
• Monitors & controls returns ensuring that the return policy runs in accordance with applicable ZPD guidelines
  / KPI’s.
• Monitors Client promotional program execution, analyses data and achievements. Updates Client Business
  Managers (CBM)/ Commercial Project Managers (CPM) / relevant teams at regular meetings.
• Can analyse competitor pricing proposals and sales strategies with feed back to the SLM.
• Coordinates with CBM’s on customer claims (trade programs, government-initiated claims, discounts, etc.
• Effective in monitoring Representatives’ consignment reports and tracking on-time remittance /
  collection. Analyses consumption / collection reports.
• Able to supervise completion of tender requirements and align with internal department / clients.
• Conducts quarterly / semiannual business review of Key Accounts to discuss service level performance with CBM’s.
• Effective in coordinating with supply chain of Client / CBM / ZPD operations (including purchasing) on product
  pipelining / Initial stocking.

PRODUCT, SYSTEM & PROCESSES, COMPETITITVE KNOWLEDGE
Definition: In depth knowledge on product profile, pricing, sell out program and client marketing activity, Leads the
team to ensure robust knowledge on product profile, promotion, pricing, deals & client activities.

• Has an up-to-date knowledge on product profiles, price, shelf life, promotional scheme/ deals, merchandising etc.
  and requirements of current Client Sales Agreements.
• Able to complete Monthly Reports and evaluate daily / monthly work plans, contribute to determining sales targets
  for the sales team if required to do so
• Effective in reviewing Representatives' call plans to ensure optimal execution of call activities. Able to identify
  issues in sales & activity / KPI reports and monitor incentives.
• Able to propose a budget, supervise & control operational costs incurred by the sales team.
• Effective in creating Project updates & Product Forecasts for Client Business Managers (CBM)/ Commercial Project
  Managers (CPM) when required to do so.
• Knowledgeable in eZRx+, eZEngage, dashboards and all relevant ZP e-Commerce and Digital platforms and tools
  used by the Sales Representative / Key Account and able to coach & train their team regarding their use and
  functionalities. Able to assist their team in dealing with system technical issues, with knowledge of escalation
  protocols.
• Knowledgeable in relevant business policies and procedures (e.g. Returns, Claims, Ordering, Tender, Hospital
  Listing etc.) and able to provide coaching & training with their respective team members.

COACHING
Definition: Conducts fact-based coaching of Sales Representatives/Key Accounts to improve performance and
develop competencies, skills, and knowledge.

• Coaches Representatives to develop their competencies and ensure achievement of Account Plans :
• Makes fact-based evaluation of Representatives’ performance, with complete written feedback following company
  standards (utilizing a Coaching form). Employs effective questioning to engage Representatives in undertaking selfassessment.
• Discusses & formalizes clear agreement with Representatives on SMART development action plans/ improvement
  objectives.
• Coaches the Reps on eZRx+, eZEngage, dashboards and other relevant ZP e-Commerce and Digital platforms on
  their functionalities, features & benefits, and ability to conduct training & follow-through sessions.
• Follows-up on agreed SMART action execution with Representatives.
• Tracks weekly, monthly, and quarterly performance reviews and sales metrics. Monitors execution of Rep action
  plans.
• Able to improve team performance by setting SMART objectives, reviewing achievements, assessing training
  needs.
  • Displays discipline in setting and executing own Performance Objectives and KPI’s.
  • Cascades new regulations and requirements from the Clients / regulatory institutions, ensuring compliance.

QUALIFICATION AND EXPERIENCES

Qualification and Education Requirements
Graduate of Any 4 Year Bachelor’s Degree Course

Relevant Experiences 

At least (2) years’ experience in Sales Division

What We Offer

• We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.
• We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.
• As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.
• Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.
• Our Total Rewards program is designed to support your overall well-being in every aspect.

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