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District Sales Manager - MOE and MOH

The Position

Are you ready to take the lead in shaping a high-performing sales district—driving results, elevating customer experiences, and championing compliance? As a District Sales Manager, you’ll step into a pivotal role where your leadership, strategic mindset, and commitment to excellence will directly impact team success and business growth.

The District Sales Manager is responsible for coaching and leading a team of Medical Representatives to orchestrate exceptional customer experience within an assigned district. This includes undertaking change management in a dynamic, multi-channel engagement environment, using hybrid coaching skills (F2F/S2S) to adapt and elevate team performance.

In managing business and performance, you must meet or exceed sales results (value and product mix) and activity KPIs (reach, frequency, call duration) across the district, direct reports, and channels. They develop and execute a District Action Plan to maximize resource utilization, ensure targeting of priority customers, achieve Field Force/CRM/New channel and GTM KPIs, set targets and goals, execute Key Account tasks (including relationship building and customer engagements), and drive market share development and customer base expansion. The DSM also ensures that all company, industry, and local compliance requirements (e.g. Pharmacovigilance) are understood, adhered to, monitored, and respected within the immediate team.


Duties & Responsibilities:

As a District Sales Manager you’ll also do:

  • Sales Achievement in the Assigned District
    • Take accountability for district sales (e.g. sales value, units, market share%).
    • Analyze business performance, environmental trends, and customer needs to identify opportunities.
    • Execute District Action Plans to meet/exceed objectives, focusing on core KPIs (days in the field, call frequency, target customer coverage, message execution/call quality, and field coaching days).
    • Provide data-driven analysis and actionable insights; recommend solutions for performance gaps during Business Review/District Action Planning.
    • Monitor implementation of the District Action Plan (including budgets and expenses); take appropriate actions to address underperformance.
    • Provide input to and oversee Medical Representatives’ Multi-Channel Cycle Plans (SAP), ensuring alignment with the District Plan.
    • Validate and approve justified deviations in MRs’ Multi-Channel Cycle Plans.
    • Navigate and utilize productivity tools (Veeva CRM, VEM, Dashboard, CFE in Veeva).
    • Demonstrate Our Behaviors and act as a role model of BI values.
  • Coach Representatives (F2F/Virtual) to Orchestrate Exceptional Customer Experience
    • Coach/train Representatives on effective use of all channels and data sources (F2F, S2S, Datasight) to drive SMART orchestration.
    • Conduct coaching sessions and provide objective feedback.
    • Complete coaching by identifying SMART development objectives based on hybrid CEM behaviors needing attention.
    • Allocate coaching days based on priority needs identified in the District Action Plan and RPM.
  • Recruit, Manage Representative Performance and Development
    • Monitor sales and non-sales performance using the RPM model to ensure objectives are met.
    • Initiate, develop, and implement action plans per Rep Performance Management priorities regularly.
    • Conduct coaching and MAG discussions at the beginning of the year, quarterly check in  to ensure regular and continuous performance and development dialogue throughout the year
    • Identify talents within the team for promotion or cross-functional movement.
    • Ensure implementation and compliance with Performance Management/Compensation Planning timelines.
    • Conduct regular team meetings (F2F/virtual) to update Representatives, review performance, share best practices, and conduct training.
    • Review District/Territorial boundaries and customer coverage; recommend structural changes as needed.
    • Check, approve, and validate itineraries and expenses submitted by Representatives.
  • Comply with Local Regulations, Industry Standards, and BI Code of Conduct
    • Comply with regulations regarding HCP interactions, following BI Code of Conduct.
    • Take prompt action on compliance and Pharmacovigilance issues.
    • Act as a role model in compliance with regulations and BI Code of Conduct.
    • Ensure Representatives are knowledgeable and compliant with relevant documentation and regulations.


Requirements:

  • Bachelor’s degree
  • Minimum 3 years sales experience with strong performance record in the previous position
  • Skills experience on:
    • Sales leadership
    • Industry / product knowledge
    • Self-development / learning
    • Coaching skills
    • Business planning
    • Performance management
    • Driving excellence
    • Communication skills
    • IT literacy

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