Responsible for reviewing the performance and managing the development of Representatives, Area Access Leads (AALs) and Area Leads (ALs) (known as “clients” below) within a given geography.
Supporting the Area Leads by managing the objective setting, year-end process and contributing to talent development.
Liaises with HO L&D function to input to the development and manage the implementation of central training resources and assets.
The performance coach is not a directly promotional role but will be exposed to promotional calls in a coaching and performance management capacity
Observing all allocated customer facing clients in all aspects of their work and assessing performance using performance standards and “skill / will” tools. Documenting performance through standard templates and agreeing a training needs analysis (TNA) for each individual and team and agreeing this with the client and their line manager.
Works with clients to produce a career development plan and ensures this is documented and stored.
Objective setting and year-end review
Contributes to the objective setting process through supporting line managers (Area Leads and Regional Leads) and working with clients to ensure timely completion and quality control of the process. Involved in the year end appraisal process – working with clients and supporting line managers by co-ordinating the process and in-putting to the decisions.
Coaching and performance management
Working with clients to implement agreed development plan and interventions. When required support line manager in performance management process. Use of the MyCoach tool to deliver sequential development of individuals in both selling skills and commercial acumen.
Works with line managers to identify and develop key talent in line with company processes and procedures.
Portfolio knowledge and skill levels
Develops and maintains an expert knowledge of the General Medicine portfolio and develops and maintains an “instructor” level competence in the selling (commercial) skills required to support clients. Develop and maintain deep understanding of the customer and business environment the Area Team will be engaging with.
Liaison with HO L&D
Works with HO L&D to input to the development and manage the implementation of central training resources and assets. Supports and follows up national interventions as required.
Product and Market Focus
Understand the full product and service portfolio relevant to the General Medicine business unit and stay abreast of current product marketing strategy.
Develop and maintain deep understanding of the customer and business environment the Area Team will be engaging with
Ensure that they and the clients follow all relevant company policies, business practices and compliance guidelines.
Develop and maintains an expert knowledge of the General Medicine portfolio and develop and maintains an “instructor” level competence in the selling (commercial) skills required to support clients.
Understanding of relevant performance standards for all client roles and key business metrics and their application.
Proven planning and prioritization skills, demonstrable understanding of NHS / Pharma business environment and current MSD business practices (finance, procurement etc.)
Impact and Implementation
Shows high levels of energy and activity. Develops TNAs and coaching, training, performance management plans in conjunction with line managers. Effectively manages competing priorities across designated geography
Collaborates with colleagues across the business to maximise available resources. Develops trusted relationships.. Engages with people so they are focused and energised
Devises creative solutions to help support coaches to solve customer issues and increase access to accounts. Prepared to make and communicate a decision even if it proves unpopular, when it is their responsibility to do so
Ability to conceptualise and create new and appropriate workable solutions that satisfy the needs of the customer. Adapts their style and actions to different situations and challenges
Feedback and Performance Management
Works with the Area and Regional Leads to set individual objectives and inputs to year end appraisal process. Manages performance management process when appropriate. Has significant experience of giving feedback in various situations; communicates appropriately in a fair and dignified manner
Coaching, Advising and Mentoring
Expert knowledge and application of CCI to deliver systematic development of individual clients. Adapts learning styles to be effective for all employees in Area.