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- Lead and direct the Field Sales team setting objectives and conducting performance reviews according to prevailing company policies.
- Set all Key Performance Indicators (KPI's) for the National Field Sales Team on a cycle and annual basis.
- Build out and manage our DVRP capabilities in Field Sales.
- Liaise with the National Account, Marketing and commercial strategy teams to identify sales opportunities and develop effective promotional campaigns.
- Attend and present annual/cycle plans at the monthly CPM (Campaign Planning Meeting)
- Oversee management of Regional Key Accounts by Field Team
- Liaise with the Pharmacy Training team to deliver appropriate training programmes which will support the development of the Field Sales team.
- Contribute to the Build Relationships Strategy Team as lead Pharmacy sales expert, distilling the company vision and values into actionable strategies for pharmacy.
- Develop indispensable business relationships within the Pharmacy sector (thought leaders and pioneering customers)
- Contribute to the annual budgeting process and regularly review performance against plan with the pharmacy NAC.
- Review & report on National/Regional performance using market factors & competitor set (CRM tool & IQVIA data).
- Manage the cost centre for the Field Sales channel and liaise with pharmacy NAC monthly/by cycle to ensure trade spend is managed within budget (be able to project estimates for year-end).
- Maintain excellent ongoing knowledge of the product portfolio, competitor activity and pricing.
- Build and maintain, through segmentation, a targeted customer file supporting the 20%:80% principal (i.e. Customer:Value) for the Field Sales Team.
- Calling on the right Pharmacy's, with the right frequency, to ensure appropriate support across our product portfolio.
- Ensuring independent pharmacy is represented adequately in national account plans and strategies
- Always represent the company and the National Sales Force in a positive manner.
- Proficient use of Perrigo's CRM (Customer Relationship Management) reporting tool.
- University Degree, or equivalent, required but overall demonstrates good commercial understanding and reasoning skills.
- Minimum 4 years' experience in Pharmacy Sales.
- Management experience - account and/or people management.
- Working knowledge of regulatory environment (e.g. NHS/ABPI/PAGB) and how they affect Pharmacy.
- Strong leadership and customer relationship skills, as well as effective team working skills.
- Strong training and educating skills within either Pharmacy or Primary Care sector.
- Good communication skills, both verbal & written.
- Good commercial skills in terms of field costs, pricing and customer account costs.
- Able to influence at all levels based on analysis and the ability to develop compelling arguments.
- Computer systems literate (Microsoft – Outlook/Word/Excel/PowerPoint).
- Current full valid UK driving licence.
- Results focussed and inquisitive by nature.
- Must be independent, responsible, and highly flexible to work within a demanding environment where personal ability and delivery are paramount.
Field Sales Manager - London, United Kingdom - Perrigo
Description
Description Overview
To effectively motivate, manage, coach and develop the Perrigo UK Pharmacy Field Sales Team to achieve annual business targets and objectives.
Put our customers first by building indispensable partnerships and strategies that makes a difference to our mutual business needs.
Scope of the Role
Experience Required
QUALIFICATIONS:
EXPERIENCE:
SPECIFIC SKILLS:
PERSONAL ATTRIBUTES: