FLM Sales - Est

Job Scope

The First line Manager is responsible for leading, coaching, and motivating the Pharmaceutical Sales Representatives team to achieve sales objectives and ensure excellence in field execution. The role is accountable for team performance, optimizing sales operations, strengthening customer relationships, and ensuring the effective implementation of commercial strategies in alignment with the company's business objectives.

Job Requirements:

Education: University degree in Commercial, Finance, or equivalent.

Experience: Minimum 5 years of experience in the pharmaceutical industry, including at least 2 years in people management.

Professional Knowledge

• Good understanding of the pharmaceutical market and pharmacy channel.

• Knowledge of pharmaceutical sales techniques and customer relationship management.

• Understanding of sales planning, forecasting, and territory management.

• Knowledge of commercial KPIs and sales performance analysis.

• Familiarity with pharmaceutical regulations and ethical promotion standards.

Main Competencies

• Leadership and people management

• Coaching and team development

• Strategic thinking and business orientation

• Negotiation and influencing skills

• Strong analytical and problem-solving abilities

• Organizational and planning skills

Duties and Responsibilities

• Lead, coach, motivate, and develop a team of Pharmaceutical Sales Representatives to achieve sales and business objectives.

• Plan, organize, and supervise the daily activities and field visits of the sales team.

• Ensure the proper execution of territory coverage plans and field force routing.

• Monitor and optimize the management of the pharmacy portfolio assigned to the team.

• Analyze individual and team performance using key performance indicators and implement corrective action plans when necessary.

• Identify training needs and organize coaching sessions and development programs to strengthen the team's competencies.

• Support the continuous professional development of team members through regular field coaching and performance evaluations.

• Identify business opportunities and implement initiatives to improve sales performance and market coverage.

• Develop and execute sales strategies in close collaboration with the Commercial and Medical departments.

• Ensure the achievement and continuous improvement of sales targets established by management.

• Negotiate commercial agreements and sales conditions with pharmacies in accordance with company policies.

• Prepare and consolidate sales forecasts in collaboration with the sales team to support demand planning and business decisions.

• Build and maintain strong relationships with key customers while ensuring a high level of customer satisfaction.

• Prepare regular sales reports and provide accurate business insights and recommendations to management.