Sales Manager -Oncology- North
F. Hoffmann-La Roche Ltd
6d ago


Field Manager / Senior Field Manager

Senior Medical Service Executive / Medical Service Executive


This position is responsible for the achievement of the agreed short & long term sales target and management of sales team by focusing on their development needs, coaching, motivating & providing leadership to accomplish specific objectives.

To ensure that all planned marketing activities are implemented. Ensure everyone in the team achieve their individual targets.

Sales Management

  • Achievement of monthly / quarterly / yearly sales targets.
  • Stock / expiry monitoring of all key customers at institutional and distributor level in order to ensure consumption before expiry & reduce returns.
  • Implementation of marketing strategies and plans.
  • Ensure that team member’s sales activities are recorded, updates and maintained in the company’s CRM Software.
  • Compile monthly & yearly forecast and where suitably analysed
  • People Management

  • Provide full support and guidance to the team members and to help them achieve / exceed their sales objectives.
  • Focusing People Development, idenfication of development needs including but not limited to, Selling skills, communication, grooming, effectiveness of sales call and agreeing SMART development plans with team on annual basis, quarterly review to ensure that development plans are on track.
  • Monitoring the performance of each team member on regular basis. Focusing on the strengths and development areas and give them regular feedback.

    Performance review and feedback exercise to be performed formally on quarterly basis.

  • Provide leadership, coaching, mentoring & support to team members.
  • Focus to retain the performers, while ensuring high motivation within the team.
  • Regular field visits and on the job trainings / coaching to ensure the proper implementation of strategies.
  • Ensure that the team are well trained and well equipped with DA’s folders, study re-prints & promotional items etc.
  • Ensure effective management of the Company’s CRM software by the team inline with their Job Description.
  • Health Care Professionals (HCP) Management

  • Build & maintain strong & credible relationships with HCP(s).
  • Meeting the agreed deadlines of the planned events.
  • Corporate image building
  • Territory Management

  • Territory coverage (Reach & frequency)
  • Develop, implement & monitor territory business plan for every area under responsibility.
  • Recommends territory demarcation to achieve balance sales team in terms of individual sales contribution.
  • Purposeful Activities (CMEs & awareness activities) in the region.
  • Competitive intelligence to monitor competitors and their activities.
  • Performance Management

  • Understand Company business strategy, set working objectives and promotion task, motivate team to ensure achievement of company objectives.
  • Build cooperative and collaborative team spirit to align well with the Company’s culture
  • Self-Management

  • Develop leadership / people management skills to realize continuous self-improvement.
  • Proactively update product and disease knowledge, market, customer & promotion skills for continuous self-improvement.
  • Demonstrate professional leadership and commitment in administering company’s value
  • To achieve all agreed timelines planned for the assigned official tasks.
  • Additional Responsibilities

  • Attend / complete all requisite on-line and F2F trainings (Role specific, Safety Responsibility and Compliance) within specified time limit.
  • Identifies, collects and immediately reports all safety related information on Roche products to Local Safety Responsible as per Roche requirements and local regulations.
  • Any other duties that may be assigned from time to time as required by the business.


  • Unversity Degree in Science / Business Management

  • 5 or more years' sales experience with MNC in the pharmaceutical, biotechnology or related industry
  • A minimum of 3 years' experience in oncology is mandatory
  • Previous experience in same therapeutic area is a plus
  • Previous pharmaceutical, biotechnology or related product marketing or similar experience is preferred
  • Previous account management or other managed care experience is a plus
  • Previous experience in support functions is a plus, e.g., sales operations, sales training, etc.
  • Previous experience in completing and implementing attainable sales plans
  • Thorough knowledge of relevant country laws and regulations that govern the pharmaceutical / biotechnology industry
  • Strong grasp / understanding of products and the surrounding marketplace

  • Marketing Analytics
  • Teamwork and People Management
  • Organization and planning skills
  • Communication and presentation skills
  • Roche Leadership Competencies
  • At Roche, 94,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-
  • focused healthcare groups. Our success is built on innovation, curiosity and diversity.

    Roche is an equal opportunity employer.

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