Norgine District Manager, Madrid

The District Manager of Norgine Iberia is responsible for the daily Field Sales Management of his/her team. As such he/she has the prime responsibility for the implementation of the Sales Plan of his/her team.

His/her management style should be very dynamic, more proactive than reactive, and result oriented.

**DEFINE AND ACHIEVE CHALLENGING SALES TARGETS**
- Assist the Sales & Marketing Manager with the analysis of IMS monthly and quarterly market data.
- Present the Detailed Sales Plan to their team and have a regular follow up during the regional meetings.
- Define the individual sales targets of each representative, based on historical sales and market shares in each area in collaboration with IMS and the Sales Manager.
- Supervise the implementation of the plan through daily field visits with the sales representatives. To write down a precise field visit report and send a copy of this to the Sales Manager.
- To work out a quarterly action plan for medical reps and work out a detailed follow up of the action plan.
- To defend and to control the marketing strategy and repeat the key messages during the field visit: work closely with Product Manager.
- Be, together with the sales representatives, the “listening ear” of the company: identify market evolutions, threats and opportunities that can or will influence our business: i.e. actions from competitors, new product introductions, changes in the field management techniques, and communicate them to the appropriate managers.
- Accomplish all the SFE funtions, requirements and responsabilities according company recommendations.

**KOL ACTIVITY**
- The District Manager will manage himself a key list of 30 key opinion leaders. He will visit these KOL’s on a regular base in order to facilitate the visits done by the medical representatives.
- This role can be crucial in order to get a product on the formula of the hospital.

**PEOPLE MANAGEMENT**
- Recruit people that have all the potential to become real professional sales representatives: people who are at the same time result and customer oriented.
- Help to create the “Norgine Spirit” in your sales team.
- Establish the concept of “Internal Customer” within your sales team, and work along this concept with the sales force as well as the other Norgine staff.
- Develop and implement a motivational plan that is up to date and pushes the sales reps to greater results.
- Do a formal performance appraisal of each sales rep twice a year (July and January). Base this assessment on the known sales results and sales evolutions, as well as on the regular observations you make during the field visits, sales meetings as well as more informal gatherings. Review the field visit reports you wrote at the end of each field visit, prior to writing or reviewing the approval document: a formal appraisal should never be a surprise.
- Make salary recommendations based on the above appraisals.
- Prepare a people development session on a yearly basis and report this to the management. Make suggestions concerning ‘high flyers’ (top reps) and create them a special training program.
- Be an intermediate between your sales team and the office staff.
- Manage the samples in accordance with Product Manager and Certification Team.

To monitor the reps activities in accordance with Norgine SOP and Farmaindustria rules.

**ORGANISATION**

Organize an optimal feedback system of sales results as well as field activity (call rates and call frequency) and send it to Sales Manager.

Train the sales reps in using their information via Teams in an optimal way: make them do their field report in Teams immediately after each visit. Set an objective based on the Teams data prior to each visit, make them do a weekly planning that allows as much time as possible for selling and as little as possible for travel.

Identify the training needs of your group and/or individual reps, discuss them with the Country Manager and develop a training plan together with him.

Organize and/or assist in preparing monthly feedback meetings and cycle meetings.

Have regular contact with the most important wholesalers of the districts and provide regular update to the SM.

Work closely with Sales Assistant to organize the hospital tenders and all his administrative tasks on time.

**BUDGETTING**

Manage the Personal Budgets of your sales team, and divide it between them according to business opportunity and profitability criteria. Make sure that the investments Norgine does are ethical: work with Product Manager and Certification Team.

Control all use of this budget on a continuing basis through a specific approval system, and report on a monthly basis to the Sales Manager. Do the same for your budget to organize meetings.

The Personal Budget will be defined in the Sales & Marketing Plan.

**Requirements**:
A Thorough knowledge of People Management techniques is of course necessary for this job. Furthermore the District Manager should, through “Man