Area Sales Manager (Ethical)

DCH Auriga (Malaysia) Sdn Bhd; Shah Alam; On-site; MYR 100,000 - 150,000; Full time

Job summary

A leading healthcare market management provider in Shah Alam is seeking an Area Sales Manager. The role involves executing sales strategies, managing a sales team, and maintaining relationships with key accounts. Candidates should have experience in sales and team management skills, with strong strategic thinking abilities. This opportunity offers a chance to drive market strategies and contribute to a reputable organization.

Qualifications

• Experience in a sales role is essential.
• Prior managerial experience is preferred.
• Strong communication and interpersonal skills are required.

Responsibilities

• Execute plans of action and monitor sales targets.
• Conduct SWOT analyses to identify opportunities.
• Ensure team adherence to plans and provide coaching.
• Maintain relationships with key accounts.

Skills

Strategic thinking

Team management

Sales expertise

Customer relationship management

Job description

Auriga is an Asian-based integrated market management provider specialising in healthcare. We aim to connect the world’s leading healthcare and life sciences companies to care providers and patients across Asia with a comprehensive range of responsible and effective market management solutions. For over 50 years, we’ve helped our partners bring essential pharmaceutical, medical devices and life science offerings to Asia with ethical integrity, partnership and transparency. Offering both commercial and logistics solutions, Auriga has operations in Hong Kong, Macau, mainland China, Malaysia, Singapore, Thailand, Indonesia, Brunei and the Philippines. In alignment with our mission to enrich lives with quality care, we distribute more than 500 brands at over 10,000 points of sale.

In November 2017, LF Asia was rebranded as DCH Auriga to signify a new chapter for the company with an exclusive focus on the healthcare industry. Our name is inspired by a constellation known in both the Western and Eastern traditions as 'the charioteer. It symbolises our commitment to help our principals navigate market complexities as they explore new opportunities. Auriga represents our mission of stewardship, expansion and growth.

Core Responsibilities

• Execute plans of action, field tactics, and territory strategies across chain pharmacies, private, and government hospitals
• Monitor sales and collections against targets; implement corrective actions to meet objectives
• Ensure timely enlistment of newly launched and key products in hospitals and clinics

Strategic Thinking

• Conduct SWOT analyses to identify market and competitor opportunities
• Develop and monitor territory/channel business plans, allocating resources for maximum impact
• Oversee medical representatives’ plans to ensure effective implementation and resource alignment
• Design and implement strategies to drive and motivate the team

SOV & Team Management

• Ensure team execution of POA and territory plans in clinics
• Review sales and collections performance regularly; take corrective measures as needed
• Recruit and onboard competent new hires promptly
• Provide in-field coaching, monthly development sessions, and bi-annual appraisals for medical representatives
• Deliver team training to address collective needs
• Manage team performance, retain key talent, and address poor performance in consultation with senior management

Customer & Relationship Management

• Maintain strong relationships with key accounts and customers
• Continuously update customer database and segmentation
• Ensure medical representatives deliver promotional messages in line with POA and compliance standards
• Leverage customer relationships for market intelligence and formulary support

Reporting & Administration

• Submit monthly territory/channel reports, highlighting deviations and corrective actions
• Review medical representatives’ reports for relevance and implementation
• Ensure compliance with reporting and administration guidelines
• Communicate key reports and dashboards to the team

Personal Development & Leadership

• Demonstrate behaviors aligned with DCH Auriga competency framework and leadership culture
• Foster accountability within the team and at the individual level
• Identify self-development needs and discuss with senior management
• Actively participate in management meetings and training sessions

Application Questions

• Which of the following types of qualifications do you have?
• How many years' experience do you have as an Area Sales Manager?
• Do you have experience in a sales role?
• How many years' experience do you have as a manager / team lead?
• How many years' experience do you have in a training & development role?
• Are you willing to travel for this role when required?
• Are you willing to undergo a pre-employment medical check?
• Are you willing to undergo a pre-employment background check?

What can I earn as an Area Sales Manager