Regional Sales Manager Vaccines

Job Description

SPECIFIC ROLES AND RESPONSIBILITIES

1. 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.

2. 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.

3. 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.

4. 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 organization.

5. Cross-Functional Leadership and Organizational Alignment

• Partner closely with Marketing to ensure approved marketing and multichannel plans are translated into effective field execution and implemented consistently.
• Collaborate with Medical Affairs to strengthen appropriate scientific capability and support accurate, compliant customer engagement.
• Work with Market Access, Policy, Key Account, Finance, Supply Chain, HR, Compliance, Business Practice, and Learning & Development teams to resolve business needs and deliver shared priorities.
• Bring structured field insights and customer feedback into cross-functional planning and decision-making.
• Clarify roles, decision rights, dependencies, timelines, and measures of success for cross-functional initiatives involving the sales organization.
• Represent regional sales in relevant business reviews, planning forums, launch teams, and leadership discussions.

6. Governance, Compliance and Operational Excellence

• Ensure all sales activities comply with company policies, standard operating procedures, ethical standards, promotional requirements, industry codes, and applicable laws and regulations.
• Demonstrate and reinforce a speak-up culture, sound judgment, accurate documentation, and timely escalation of potential compliance or business-practice concerns.
• Ensure District Managers and field teams complete required training and consistently apply approved processes in daily execution.
• Maintain effective operating routines for forecasting, business reviews, customer planning, field coaching, budget monitoring, inventory awareness, and action tracking.
• Drive simple, consistent, and scalable ways of working across districts while allowing justified adaptation to local market realities.
• Promote disciplined use of approved CRM, analytics, reporting, and customer engagement systems to improve transparency and decision quality.

QUALIFICATIONS, SKILLS AND EXPERIENCE

Education and Experience

• Bachelor's degree in life sciences, medicine, pharmacy, business, communication, or a related discipline; an advanced degree is an advantage.
• Minimum six years of relevant commercial experience, including at least three years as a District Manager or comparable people-leadership role; pharmaceutical or vaccines experience is preferred.
• Demonstrated experience in sales planning, performance management, customer engagement, business reviews, and people development.
• Experience working with geographically dispersed teams, distributors, multiple channels, and cross-functional stakeholders is preferred.

• Required Skills and Knowledge

• Strong business and financial acumen, sales leadership, strategic thinking, and disciplined execution.
• Strong understanding of the pharmaceutical industry, healthcare environment, vaccines landscape, customer segmentation, market management, and relevant health issues.
• Ability to interpret sales, market, customer, channel, inventory, and performance data and convert insights into clear actions.
• Excellent coaching, talent development, stakeholder management, negotiation, problem-solving, and project-management skills.
• Strong written and verbal communication skills in Bahasa Indonesia and English.
• Ability to make rapid, disciplined decisions and remain effective under pressure while maintaining attention to detail
• Working knowledge of CRM, reporting, analytics, and standard productivity systems.

Required Skills:

Preferred Skills:

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