Gulf Sales Manager - SLE

JOB TITLE

Gulf Sales Manager - SLE

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

• Leads, manages and coaches the Immunology sales team across Gulf.
• Responsible to drive the execution of brand strategy & priorities. Development and execution of tailored account plans to achieve our ambition
• This position is based in UAE and reports to the Franchise Head GCC

What you’ll do

Sales Management

• Lead sales team to meet or exceed established sales forecasts and call execution goals. 
• 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.
• Work with individual team members to establish appropriate and challenging goals for each territory/account.
• Regularly review achievement of sales teams against targets & time phasing, initiate appropriate actions to ensure performance is in line with company objectives.
• Lead the team to provide Accurate Monthly Forecasting in collaboration with the Sales operation team and head of KAMs/EG country managers with close monitoring of the team.
• Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc
• Make informed business decisions by analyzing decision impact, risks, and coaches Med Reps on how to make effective trade-off decisions for maximum return.

People Coaching & Development:

• Communicate clearly the Company vision, field tactics and objectives to the sales force for the promoted products.
• Demonstrate understanding of the career path and have a career dialogue with his / her team, managing expectations as needed and clarifying development potential and actions required.
• Assess individual and team progress toward goals, and coach to improve. Reward and recognize strong performance
• Ensure recruitment and training guidelines are in place for his/her team, identifying competencies required for position success and ensuring training delivers required competencies.
• 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.

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.
• Proactively anticipate and addresses opportunities / obstacles that may impact results together with POA aligned with CFT heads.
• Cooperate with MA Lead to build and closely monitor an acceleration plan for AZ products access in all Sectors
• 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.

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
• Maintain close contact with KEE’s and other key customers including those who have significant influence in the purchasing decisions with major hospitals/institutions for the assigned products.
• Ensure that sales team understand and comply with AZ Code of Conduct.

Reporting & Administration:

• Submit Monthly Reports to Franchise Head 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 FH and present in 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.

Only applications based in UAE will be considered.

Essential for the role

• Minimum of 5 years of experience in pharmaceutical Industry.
• Deep understanding of UAE market dynamics (Top preference)

For External candidates

• Experience in specialty or biologic brands is a must
• 3+ years in people management is a must
• Demonstrated leadership capabilities, strong written and oral communications skills
• Strategic thinking and enterprise mindset
• Solid and sustainable performance track record of achievements
• Project & key account management
• Demonstrated communication and platform skills
• Strong business acumen & Analytical skills
• Strong customer facing skills

Desirable for the role

• Immunology or biologics Product experience
• Gulf markets experience is preferred
• Ability to manage Environment complexity.
• Agility to effectively manage various therapy areas

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.

So, what’s next?

• Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you.
• Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available, and we hope it’s yours.

Where can I find out more?

Our Social Media, Follow AstraZeneca on LinkedIn

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AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.