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. 專業地達成銷售業績(1.1) 依照公司政策和阿斯利康行為準則，有效實施銷售戰略戰術和工作計劃 (POA)，現場策略計劃和地區計劃(1.2) 定期根據銷售目標審查地區銷售成果，并采取適當措施以保證銷售業績達到預期目標(1.3) 確保成熟產品和新產品平衡，將新近推出的產品和重要產品推廣至醫院和診療機構(1.4) 以外部銷售數據為標準衡量與競爭對手開展競爭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. 地區業務規劃和戰略開發(2.1) 對市場和競爭對手實施 SWOT 分析，以開拓業務機會(2.2) 根據主要業務目標制定地區業務計劃，并合理分配資源（如培訓時間、預算等）以實現銷售效果(2.3) 監督地區業務計劃的實施，確保資源被分配至最具潛力的地區、醫院和客戶(2.4) 監督醫藥代表 (MR) 業務計劃，以確保妥當實施預期工作和計劃，同時保證資源被分配至最具潛力的醫院、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. 客戶關注與服務(3.1) 不斷更新地區客戶數據庫和目標市場(3.2) 監督醫藥代表 (MR) 的工作，確保他們根據工作計劃 (POA)，在已批準的詳細輔助材料中提供主要促銷信息(3.3) 確保醫藥代表 (MR) 理解并遵守阿斯利康行為準則(3.4) 定期核查地區級重要客戶和分銷商的存貨情況，及時提出購買和進貨要求(3.5) 核心市場：幫助醫藥代表 (MR)了解公司電子渠道對客戶的覆蓋活動， 并理解目標客戶目前所處的階段性需求(3.6) 新興市場：幫助醫藥代表 (MR)了解公司電子渠道和多渠道對客戶的覆蓋活動， 并理解目標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. 報告/管理(4.1) 根據公司要求提交地區業務報告，闡明業務計劃和預期工作實施過程中出現的偏差，以按照計劃及時調整業績(4.2) 監督醫藥代表 (MR) 的月份報告，以確保預期工作的恰當和實施(4.3) 確保醫藥代表 (MR) 遵守報告和管理規范(4.4) 及時準確地提交費用報告(4.5) 將重要報告分發/傳達給醫藥代表 (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. 個人發展(5.1) 根據地區經理 (DSM) 能力模式中的要求，培養能力，提高效率(5.2) 積極傳播、發展阿斯利康文化和領導行為，是其他員工的楷模(5.3) 培養個人和團隊責任感(5.4) 確定自我完善的方向，并與中層銷售經理 (RSM) 探討發展需求(5.5) 積極參與公司管理會議和培訓活動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. 人員與團隊領導及發展(6.1) 發現任何團隊空缺職位后，立即根據公司有關招聘規定和MR能力模式，錄用稱職新人填補空缺(6.2) 使用實地輔導表格，向醫藥代表 (MR) 提供實地輔導，提高其積極引導客戶處方行為的能力(6.3) 新興市場：另要求加強對負責多品牌的醫藥代表如何在新興市場建立阿斯利康地位的輔導(6.4) 根據公司的績效管理體系，對醫藥代表 (MR)，進行有效的績效管理。(6.5) 根據團隊及個人的發展需求，制定和執行相應的發展方案(6.6) 甄別/保留優秀人才(6.7) 根據公司行為糾正政策和流程，有效管理業績欠佳的員工(6.8) 制定并實施有助于提升團隊士氣的戰略要求：- Education: College and above, medical background preferred本科以上學歷，醫科及相關學科背景者優先- 2 years or above sales experiences in medical or related industry2年以上醫藥銷售背景- Good selling skills and customer management skills良好的銷售經驗和客戶管理經驗-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（通過報銷的業務消費必須使用公司商務信用卡）
