Job detail for Regional Sales Manager Vaccines

Job Description

**SPECIFIC ROLES AND **

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:

Adaptability, Adaptability, Analytical Problem Solving, Building Capability, Business Acumen, Business Decisions, Business Opportunity Identification, Cross-Functional Project Management, Customer Engagement, Decision Making, Financial Acumen, Goal Setting, Healthcare Sales, Lead Generation, Market Analysis, Market Intelligence, Market Opportunity Identification, Opportunity Management, People Leadership, Pharmaceutical Sales, Product Knowledge, Resource Allocation, Sales Campaigns, Sales Forecasting, Sales Initiatives {+ 9 more}

Preferred Skills:

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Not Applicable

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

10/17/2026

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