民营市场全国销售经理_盖思特利商贸（北京）有限公司

Effectively manage and coach the private segment sales team individuals within China
有效地管理和指导中国民营市场销售团队

Deliver sales turnover, sales capacity and sustainable customer relations for the products of Geistlich Pharma within China, aligned with the core brand values of Geistlich Pharma and taking into account the agreed organisation/ resources and flexible costs.
在与盖氏的核心品牌价值一致并考虑协定的组织/资源和弹性成本的前提下，在中国实现相关盖氏产品的销售额目标、培养销售人员的工作能力和维护与客户的关系。

Make suggestions for implementation and improvements regarding the sales organisation in the broadest sense and to proactively search and signal market/ technological developments and trends in sales strategy and man-agement
为广义上销售组织的建设与改进出谋划策，主动收集并传递与销售策略和管理相关的市场/技术发展趋势的信息。

Create an environment in which the Sales Force can deliver the agreed results.
创建有利的工作环境，可使销售人员完成既定的工作目标。

Participate in and lead relevant projects on an ad hoc basis
根据需求，参与并领导相关项目的制定和实施。

Work scope 具体工作说明

- Develop and deliver a Sales Management/ Coaching Plan in collaboration with direct involved colleagues, containing the following: thorough analysis of market potential and customers, sales targets, strategic choices, tactics, action plan, and required budget according to Geistlich guidelines
与直接参与的同事共同开发和制定全年民营市场销售管理/培训计划，主要包含以下内容：根据盖氏相关指导方针，分析市场潜力、客户需求，提出销售目标、制定战略计划、策略、行动计划和预算。

- Regular revision and monitoring of the Targets and Plans
定期修订和监控目标和计划的实施。

- To deliver adequate reports regarding the performance of Sales team(including coaching plan, qualitative reports, quarter KPI reports etc.)
提供关于销售团队的绩效报告（包括培训计划、报告和季度关键业绩指标报告等）

- Statistical analysis of national sales data and report to GM regularly
全国销售数据的统计分析并定期向总经理汇报。

- To realize the desired quality for the go-to-market approach within the guidelines and possibilities offered by Geistlich (translate tactics into actions)
根据盖氏指导方针和可行性，实现理想的市场推广方法（将策略转化为行动）。

- HQ-related work reporting
总部交代的工作汇报

- Distributor Management
代理商管理

- Handle customer complaints and requirements adequately, ensure follow-up
处理客户投诉、聆听客户需求，并确保开展相关后续工作。

- Support of the marketing events & activities
支持市场活动。

- Realize the appropriate target group coverage and frequency based on the desired marketing and sales alignment and the desired turnover/cost ratio
根据所需的营销和销售定位以及预期的营业额/成本比率实现适当的目标群体覆盖和频率。

- National visit customers &　build up KOL management together with PMCS
全国拜访客户，和PMCS部门一起建立KOL管理。

- Make suggestions and implement plans for adjustment of quality systems (may include CRM and / ERP/ISO) to stimulate customer-oriented and quality-thinking
为调整质量体系提出建议并制定实施计划（包括CRM/ERP/ISO），形成以客户为中心、以质量求发展的管理理念。

- To control the quality and consistency (actuality, proper data entry) of the ERP/CRM system
管控ERP/CRM系统数据录入的质量和统一性（例如准确性和录入适当的数据）。

- Recruitment and selection of new Sales Force Individuals .Keeping the sales team stability
招聘与选拔的新销售人员。保持销售团队的稳定性。

- Advise the RSM Individuals on performance growths and career development opportunities based on competences, skills and Geistlich Pharma guidelines
根据区域销售经理的能力、技能以及盖氏制药的指导方针为区域销售经理提供业绩提升和职业发展方面的建议。

- Review the compensation of　RSMs and KAMs an annual basis, including bonuses, reward systems and other incentives
每年评估确定销售团队的薪资，包括奖金、奖励等。

- Black import & distributor channel management
水货/窜货管理

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