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National Sales Manager Biologics - Gulf

Location Dubai, United Arab Emirates Job ID R-107138 Date posted 04/05/2021
  • 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 Biologic sales specialist 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 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.

Typical Accountabilities:

  • 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.
  • 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 MA Lead to build and closely monitor an acceleration plan for AZ products access in all Sectors
  • Alignment with Head of Sales Operation PVT & Public to ensure continuous availability of AZ Product for patients 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.

  • Team Coaching & Development:
  • 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.
  • Submit Monthly Reports to Franchise Head ( FH) 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 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.

Education, Qualifications, Skills and Experience

Essential:

  • Minimum of 10 years of experience in pharmaceutical Industry.
  • Minimum of 3+ years of experience in managing people.
  • 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

Desirable:

  • Respiratory Product experience ( Top preference)
  • Biologics /Specialty Experience ( Top Preference)
  • Ability to manage Environment complexity.
  • Gulf experience is preferred
  • Business acumen especially Access & Key account Management
  • Agility to effectively manage various therapy areas
  • Enterprise mindset and market access capability



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 authorisation and employment eligibility verification requirements.

50201006 E JOB_FAMILY-3-247 International

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Great culture, great work assignments, supportive management. Rotation opportunity within the company. They value inclusion and diversity.