Area Sales Manager

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.

Job purpose:

• Area Business Development: Devise a sales plan as per affiliate guidelines, annual targets and prior sales trends; drive hospital and customer wise planning of sales targets, allocate the set targets to respective TMs in consensus with RSM, Maintain knowledge of the local and national health economy, how healthcare decisions are made, and how to tactically place Lilly resources to best impact customers and patients; Identify new opportunities and customers in the market; review the progress of TMs territory business planning and suggest necessary changes; review TMs SPP reports and monitor progress; manage relationships with stockists, paramedical staff and retailers; Adjust district business plan based on current implementation, results, resource availability, and the changing local business environment.

• Performance Metrics: SPP target v/s achievement of self and team; Adherence to compliance requirements; Sales target v/s achievement of self and team.

• Sales Rep Development: Source and select TMs for the team; Induct new team members in respective territories and establish a personal connect; Partner with TMs to explore and identify their career goals and   create individual development plans that include strengths and long and short term development priorities; Leverages own professional network to provide SRs with experiences that develop and retain top talent; Help new TMs in preparing territory plans, SPP formats etc Educate TMs on customers and territory; Work with TMs in the field to coach them on various sales skills including in-clinic effectiveness, relationship management with customers;  ensure adherence to compliance guidelines; Use the Lilly Coaching Model along with active listening and questioning to guide coaching efforts towards TMs; Monitor customer satisfaction/value metrics and coach TMs on how to improve the results; provide feedback to team on their performance; engage team members by rewarding and recognizing their performance.

• Performance Metrics: Timely closure of vacancies; Quality of hires; Retention in the team; Adherence to compliance guidelines.

• Customer Relationship Management: Allocate KOL engagement responsibilities among the team members; plan customer engagement activities with the help of marketing; guide Team members to select right engagement activity for right doctors; participate in Customer engagement programs with the TM; Build personal rapport with key customers in order to strengthen relationships; monitor effectiveness of engagement activities by seeking feedback from customers along with TMs; share insights on market scenario with Marketing, Medical, Supply Chain etc; be a cross functional point of contact for the team; plan and conduct team-building activities.

• Performance Metrics: Feedback of KOL's; participation in programs as per plan.

• Reporting and Analysis: Review on-demand reports, 90 day action plans and monthly trackers of team members; Validate Stock and sales statements for the area; prepare weekly reports on FLS-SLS for the team after incorporating inputs from individual team members, for the purpose of tracking sales; Prepare a monthly sales tracker for the area ; present overall performance during the monthly business reviews and highlight positives points and challenges of the area.

• Performance Metrics: Timely and accurate report submission and data analysis.

• Key Stakeholders: Doctors, paramedical & hospital staff, hospital purchase in-charge, retailers, and stockists. Internal departments like HR, Marketing, Medical, finance etc.

• Good communication and presentation skills
• Good knowledge of therapeutic area and product segment
• Analytical skills
• People management skills
• Motivation skills
• Time management
• Ability to delegate
• Prioritization

Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.

Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

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