Regional Sales Manager Vaccines

Overview

• Regional Sales Strategy, Planning and Expenditure Management
• Develop the regional vaccines sales strategy and annual sales plan in alignment with business unit, brand, marketing, medical, market access, and company priorities.
• Translate marketing strategies into clear sales objectives, tactical execution plans, targets, and resource priorities by district, channel, customer segment, account, and product.
• Build and execute business plans that maximize market opportunities, accelerate appropriate vaccine adoption, and support sustainable portfolio growth.
• Set clear regional and district-level performance expectations, milestones, and measures, and provide practical execution guidance to District Managers.
• Prepare, allocate, monitor, and optimize the annual sales activity budget, including field execution and approved direct-sales activities, to maximize impact and return on investment.
• Lead sales forecasting and scenario planning, identify risks and opportunities, and recommend timely corrective actions.
• Ensure sales plans, trade programs, discounts, promotions, and related expenditures follow approved governance, policies, and authorization requirements.
• Sales Execution and Performance Management
• Lead regional execution of approved portfolio strategies, marketing programs, customer engagement plans, product launches, and lifecycle priorities across all districts.
• Direct the development and implementation of sales objectives, operating rhythms, policies, and procedures that support marketing and business objectives.
• Drive demand generation across relevant channels and customer segments through effective field execution and customer-centered engagement.
• Monitor national, district, channel, account, and product performance using relevant sales, market, customer, and sales force effectiveness indicators.
• Conduct structured regional business reviews with District Managers to evaluate results, diagnose performance gaps, share effective practices, and agree corrective actions with clear ownership and follow-up.
• Ensure District Managers maintain a strong focus on field execution, customer coverage, call quality, account planning, and disciplined follow-through.
• Identify and resolve execution barriers faced by District Managers, escalating cross-functional issues when broader support or decisions are required.
• Use market intelligence and field insights to inform decisions, improve execution, and communicate emerging opportunities, risks, and competitive developments to relevant stakeholders.
• Customer, Stakeholder and Distributor Management
• Establish and maintain strategic relationships with priority healthcare institutions, hospital groups, healthcare professionals, key opinion leaders, professional associations, vaccination providers, distributors, and other relevant stakeholders.
• Maintain an appropriate leadership presence in the healthcare community and support high-value customer engagement where regional-level sponsorship or coordination is needed.
• Guide District Managers in developing customer and account plans that address customer needs and advance agreed business objectives.
• Coordinate with cross-functional partners to deliver integrated, compliant, and value-based customer solutions.
• Oversee distributor performance relevant to sales execution, including appropriate visibility of stock, sell-in and sell-out trends, service issues, and potential supply risks.
• Work with Supply Chain, Finance, Marketing, and distributor partners to support stock availability, appropriate inventory levels, and business continuity.
• Monitor approved trade programs and channel activities to ensure correct execution, commercial effectiveness, and compliance with company requirements.
• People Leadership, Coaching and Talent Development
• Lead, coach, and develop District Managers to strengthen their business leadership, sales management, coaching quality, decision-making, and people-management capabilities.
• Create a high-performance culture grounded in accountability, customer focus, collaboration, continuous improvement, ethics, and execution excellence.
• Establish a consistent coaching rhythm that includes high-quality field coaching, business coaching, performance feedback, and follow-up on agreed development actions.
• Hold District Managers accountable for coaching and developing their teams, improving sales capabilities, and addressing performance gaps promptly and fairly.
• Lead goal setting, performance reviews, development planning, talent reviews, succession planning, and recognition in partnership with Human Resources and relevant leaders.
• Identify capability gaps and partner with Learning & Development, Marketing, Medical, and other functions to implement targeted development interventions.
• Build a strong, diverse, and sustainable leadership pipeline for the vaccines sales org

Stellenbeschreibung

SPECIFIC ROLES AND RESPONSIBILITIES