ABOUT ASTRAZENECA
AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.
ROLE SUMMARY
- To effectively lead and manage the Sales Team under his/her responsibility to promote AZ Brands in order to maximize sales revenues, Achieve Sales and Market Share Objectives within AZ code of conduct.
- Develop medical representative ability and competencies through effective & efficient coaching within the IDP of each of his/her team.
- Ensure that the team is accelerating the learning and development through fostering coaching culture within closely monitored IDP for each Med. Rep. in order to improve the team’s productivity, and directs their effort to have the greatest overall impact on company’s results in all Sectors.
- Manages all aspects of running an efficient sales team, including hiring, supervising, coaching, developing team performance, disciplining, and motivating.
- Work hand on hand with Market Access Lead/KAMs and aligning with all CFT to ensure & accelerate the access of AZ products in all sectors, In addition to tender management aligned with CFT.
- Effectively cooperate with CFT to ensure flawless execution of brand plans and company strategy to achieve each brand KPIs and ensure his team is delivering their communications to HCPs as per the brand strategy and marketing co. objectives.
What you’ll do
- Sales Management:
- Based on corporate objectives, breakdown the sales target and resource budgets on his/her team ensuring resources are directed to territories of greatest potential, monitor the performance and investment accordingly.
- Communicate clearly the Company vision, field tactics and objectives to the sales force for the promoted products.
- Ensure the optimum phasing of the sales objectives against the timelines considering the market dynamics.
- Regularly review achievement of sales teams against targets & time phasing, initiate appropriate actions to ensure performance is in line with company objectives. ( Biweekly check, Monthly review)
- Ensure enlistment of newly launched and key products in hospitals and clinics through strong planning and CFT alignment.
- Lead the team to provide Accurate Monthly Forecasting in collaboration with the Sales operation team and head of Public KAMs with close monitoring of the team.
- Business Planning and Strategy Development:
- Cooperate with marketing heads, conduct SWOT analysis of market / competitors to identify regional / national business opportunities and produce POA with CFT heads including field tactics for promoted products.
- Monitor business plans to ensure appropriateness of intended actions, implementation ( owns & gears area activities as per set company guidelines , respecting the Code of Ethics on HCP interactions.
- Proactively anticipate and addresses opportunities / obstacles that may impact results together with POA aligned with CFT heads.
- Managing strategic projects and cooperate with Area Marketing team to ensure maximizing the outcomes of our strategic projects.
- Access & Tender Management:
- Develop Deep understanding of the full access process and Key stakeholder in PVT, INS and MOH.
- Cooperate with KAM team to build and closely monitor an acceleration plan for AZ products access in all Sectors
- Checks Daily sales movement on visibility & confirms stock availability by checking the stock reports sent monthly.
- Leverage KEEs relationships to gain market intelligence on market trends and evolution to assist successful formulary enlisting in timely manner.
- Manage with CFT AZ products in all sectors ensuring the optimum supply & availability in all accounts PVT, INS & MOH.
- Manage PUBLIC sector’s tenders and work with tender manager and supply department to secure AZ business and access of AZ products to patients.
- Team Coaching & Development:
- Prioritizes Field presence, KEE visits & team coaching as per company set guidelines.
- Ensure recruitment and training guidelines are in place for his/her team, identifying competencies required for position success and ensuring training delivers required competencies.
- Identifies candidates with required competencies and in a timely manner & through the company process.
- Implement and ensure performance management culture across his/her team and regularly communicate and monitor measurable performance objectives.
- Identify/retain key talents and submit consistent poor performers to a leaver process.
- Conduct semi-annual performance review with his/her team, ensure Q check in’s review for Med. Reps.
- Develop and implement strategies to enhance team motivation and retain talents.
- Reward and recognize strong performance.
- Customer Focus and Service:
- Ensure his/her customer database is in place profiling customers against potential for business.
- Maintain contact and relationship with key accounts/customers ( 12 DFV per month)
- Ensure that MRs understand and comply with AZ Code of Conduct.
- Reporting & Administration:
- Ensure availability of meaningful and accurate sales statistics that supports business monitoring and improvement.
- plans Monthly Meetings with BUD commenting on deviations from Business Plan and intended actions.
- Monitor his/her team’s administration / expenses ensuring these comply with guidelines, budget, local regulatory requirements and the AZ Code of Conduct.
- Monitor monthly reports to ensure relevance and implementation of intended actions.
- Regularly review the performance with BUD raising Flags on critical situations affecting achievements, and present in Squad meetings identifying the gabs & Opportunities with a clear POA.
- Corporate Responsibilities:
- Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies
- Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest
Essential for the role
- Minimum of 5 years of experience in pharmaceutical Industry.
- Experience in managing people is a plus
- Generating exceptional results by driving performance and collaborating across boundaries
- Demonstrated leadership capabilities, financial management and written and oral communications skills
- Strategic thinking and enterprise mindset
- Solid and sustainable performance track record of achievements
- Previous Experience in public sector is a plus
- CVRM experience ( Top preference)
- Diabetes TA Experience ( Top Preference)
- Ability to manage Environment complexity.
- Business acumen especially Access & Key account Management
- Agility to effectively manage various therapy areas
- Enterprise mindset and market access capability
Why AstraZeneca?
At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth, and development. We’re on an exciting journey to pioneer the future of healthcare.
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