District Promotion Manager in Ha Noi

District Promotion Manager in Ha Noi

• Develop a District Plan to maximize resource utilization and ensure execution, targeting the most valuable customers, achieving Field Force/CRM/New channel KPIs, setting targets and goals, and handling Key Account Tasks (including relationship building & customer engagements), market share development & customer base expansion.
• Meet or exceed promotion results (value and product mix) for the entire district, individual direct reports, and channels.
• Ensure compliance with company and industry requirements (e.g., Pharmacovigilance) and adherence to the Code of Conduct.

1. Analyze, develop, execute, monitor and achieve the District Plan

• Analyze the business in the responsible district for opportunities based on performance reports, environmental trends, and customer needs.
• Develop the District Plan based on the Regional Plan and provide input to Medical Representative’s Multi‑Channel Cycle Plans (SAP) aligned with the District Plan.
• Target the right customers using IMMPaCT.
• Execute the District Plan to meet and exceed objectives, focusing on days in the field, call frequency, target customer coverage, and coaching days.
• Monitor and evaluate the implementation of the District Plan (including budgets and expenses) and take appropriate actions to achieve objectives.
• Lead and ensure high‑quality customer surveys using Veeva survey tools.
• Validate deviations / approve MR’s Multi‑Channel Cycle Plans.
• Recruit competent and motivated individuals for the Medical Representative role.
• Deal with non‑performance with courage and speed.
• Demonstrate AAI behaviors and act as a role model of BI values.
• Coach Medical Representatives to develop excellent customer engagement skills, aligned to the BI selling model (CEM, CEM situational, etc.) using CfE.

2. Coach Medical Representatives to develop excellent customer engagement skills

• Plan coaching sessions by reviewing previous logs, Veeva Online comments, and areas of improvement and strength.
• Coach/Train Reps in consent capture and effectively utilizing new channels (e.g., follow‑up email).
• Create coaching reports with basic session information and useful pre‑coaching notes, adding behaviors based on identified developmental areas.
• Conduct coaching sessions focusing on selected behaviors and provide objective feedback.
• Complete coaching reports with appropriate proficiency ratings for each behavior.
• Guide and coach the sales force to conduct each detailing call in line with the BI CEM approach.

3. Manage Rep Performance and Development

• Lead and monitor the team to ensure objectives are achieved by each representative.
• Observe, document, and reward performance KPIs in the context of the District Plan.
• Initiate, develop, and implement corrective action plans as per Rep Performance Management priorities.
• Conduct coaching and MAG discussions (beginning of the year, year‑end, or as needed).
• Identify talents within the team that can move to the next level or cross‑post to a different function.

4. Utilize CRM system Veeva and standard reports

• Maintain a correct and complete customer database within the legal framework.
• Ensure compliance with reporting and high‑quality inputs.
• Maximize sales force productivity using Veeva functions such as Customer Survey, Event Management, CfE, reports, and dashboards.
• Continuously collect competitor activity and share with relevant colleagues/functions.
• Submit monthly performance & activity reports with analysis and competitor information.
• Ensure daily & factual interaction submissions from the team.
• Review all reports submitted by the DPMs with corresponding comments and action plans.
• Monitor samples in Veeva.

5. Comply with local regulations, industry, and company Code of Conduct

• Comply with all regulations regarding interactions with healthcare professionals and follow the company Code of Conduct.
• Take necessary action on compliance and Pharmacovigilance issues.
• Be a role model in compliance with local regulations, industry, and company code of conduct.
• Ensure that Self/MRs are compliant with all documents and actions in COC regulations.

6. Functional / Administrative Responsibilities

• Review district/territorial boundaries and customer coverage, recommending changes as needed.
• Check, approve, and validate itineraries/expenses submitted by MRs.
• Participate in hiring, PIP, and promotion of MRs.

7. Leadership / Supervision

• Ensure implementation and compliance with Performance Management / Compensation Planning timelines for the year.
• Ensure development plans for direct reports are implemented on agreed timelines.
• Identify talents properly.
• Provide proper coaching during MAG discussions (mid‑year, year‑end, or as needed).
• Ensure adequate staffing of the team and proper implementation of talent development and movement.

• Sales Leadership
• Coaching skills
• Business planning
• Performance management
• Driving Execution Excellence
• Communication skills
• IT literacy