Oncology, KAM/FLSM, Kenya (Nairobi)

Do you have expertise in, and passion for science working as a KAM/FLSM in Oncology? If so, AstraZeneca might be the one for you!

ABOUT ASTRAZENECA

AstraZeneca is a global, innovation-driven BioPharmaceutical business that focuses on the discovery, development and commercialization 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. 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. Always committed to lifelong learning, growth and development. Our strategic priorities reflect how we are working to deliver our strategy and achieve our Purpose. As a workforce, we are the catalyst for our values: we are entrepreneurial; we do the right thing; we play to win; we put patients first and we follow the science. As a company we appreciate and take great pride in each team member where every person is brought together through shared values, that underpins a shared purpose. There’s no better place to feel inspired and energised.

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. Join the fastest-growing pharmaceutical in our markets, set up to fuel further growth. Be part of our shared ambition and pride: our strong heritage, our turnaround story, and early investment and commitment in International markets. There’s no better place to feel inspired and energized.

ABOUT THE TEAM

The oncology team is strong, agile and enthusiastic.  Always looking for opportunities to add value to the lives of Oncology patients. Cross-functional teamwork is practiced both internally and externally to ensure successful implementation of our strategy. The growth mindset within the oncology team enables innovation and personal development on a continual basis.  With the Established Brand foundation of oncology in Kenya and the exciting Innovative Oncology basket coming within Kenya, the team focuses on market development and growth through access for patients.

What you will do

Responsible for managing, developing and directing the assigned team of Medical Sales Representatives to successfully promote AstraZeneca and maximise sales potential for designated product ranges to the medical and pharmaceutical professions, through leveraging strong business relationships. In alignment with the company strategy, ensure the team attains or exceeds agreed sales volume and market share for designated products.

Responsible for developing account plan activities for target accounts and helps to coordinate account selling tactics with brand sales resources. To ensure consistent implementation of account strategy with respect to pull-through across the sales organization for target accounts. Tactics include full engagement with the sales force

Front Line Sales Manager, Typical Accountabilities

Team Coaching

• Appoint, build and maintain a first class cohesive sales team and provide ongoing motivation
• Agree Sales Rep’s roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis
• Foster the development of individuals with the appropriate level of needs analysis, coaching and support
•  Ensure the coaching process is firmly entrenched and coaching plans are effectively implemented:
• Assess sales reps against Leadership Selling best practice
• Identify strengths and areas for improvement
• Coach sales reps on Leadership Selling and submit coaching plans and reports
• Plan career and succession paths; formulate and action tailored Individual Development Plans (IDP) that underpin employee development and growth and are aligned to AZ Values
• Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance
• Facilitate departmental and interdepartmental collaboration, participation, communication and support to maximise performance

Develop Territory Action Plan (TAP)

• Target customers (based on brands promoted and strength of existing relationships with AstraZeneca) & assess business opportunities, the regional selling environment & brand campaigns
• Adjust territory call plans and create rep call plans aligned to the segmentation and targeting exercise, team resources and capabilities, and company requirements
• Develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives for priority product ranges within AstraZeneca’s business strategy
• Allocate appropriate resources across sub-territories and customer groups and prioritise actions based on sales impact, national segmentation and targeting; ensuring all actions are aligned to the PharmaCode
• Work collaboratively with the Oncology CFT.
• Drive performance through successfully communicating the territory action plan as agreed by defining actions to build individual and team capabilities

Manage and Achieve Territory Action Plan

• Ensure that objectives and standards of performance are understood and owned by Sales Representatives in the team
• Engage customers in the development of solutions; seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions
• For sales targets, budget, KPI’s and C-Smart actions
• Assess the performance against targets
• Explain the gap and root cause
• Act decisively and quickly based on analysis of data, take corrective actions/ provide support as required to achieve targets
• Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required
• Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals

Maintain administrative systems and control

• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget including:
• Sales reporting
• SFE/KPI control
• Coaching
• Manage Veeva requirements:
• Logging of calls
• Synchronisation
• Accuracy and currency of data
• Ensure team members meet all admin requirements e.g. expense reports, EI forms and other admin requirements
• Report as required on territory action plan implementation and budget spend and take corrective action as required

KAM, Typical Accountabilities Include:

• Presents and negotiates key deal terms with the customers.
• Develops account plan activities for target accounts and helps to coordinate account selling tactics with brand sales resources.
• Drives consistent implementation of account strategy with respect to pull-through across the sales organization for target accounts. Tactics include full engagement with the sales force.
• Assists in prioritization of account projects/initiatives that address changing customer and market requirements.
• Ensures account contracting process for all managed care sales are up-to-date including accuracy of all contract terms such as: Key Operational Terms; Rebate Rates and administrative fees, Market basket details, and Formulary position information.
• Supports communication with Brand Team and Managed Markets sales force leadership and representatives regarding account-specific programs, activities, and pull-through messages.
• Provides accurate and timely communication on timelines, bid processes and bid requirements.
• Proactive in identifying issues and challenges with accounts.

Essential Skills/Experience

• Must have a completed Bachelor’s degree
• 5-10 years commercial experience in the pharmaceutical industry
• Must have a minimum of 3 years KAM experience
• Must have a minimum of 3 years leadership experience managing a Sales Team
• Applicants who have previous Oncology experience will be given preference.
• Demonstrated leadership capabilities, financial management, written and oral communication skills
• Coaching & Feedback – Leadership skills.
• Excellent presentation and communication skills
• Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team or Managed Markets
• Must have a  valid Driver’s License

Make a Difference with AstraZeneca

Your work with us directly contributes to enhancing the quality of life and increasing the life expectancy of people with severe (chronic) illnesses. Together with 85,000 colleagues worldwide, we push the boundaries of science to develop medicines that truly make a difference for patients. We aim for maximum impact with minimal environmental and climate footprint.

Ready to make a difference? Apply now to join our team!

Why AstraZeneca?

We are proud to have achieved Top Employer certification in South Africa, Kenya, and Nigeria, as well as our Best Place To Work certification in Cote d'Ivoire, Cameroon, and Senegal. It is the fourth year South Africa and Kenya have been awarded the Top Employer certification. Amongst the world's top 30 workplaces in 2023 This distinction is a confirmation of our commitment and ability to sustain people, partnerships, and employee engagement and foster an innovative workplace environment.

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. Join the fastest-growing pharmaceutical in our markets, set up to fuel further growth. Be part of our shared ambition and pride: our strong heritage, our turnaround story, and early investment and commitment in International markets. There’s no better place to feel inspired and energized.

SO, WHAT’S NEXT?

Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you! Click the link to apply no later than 30 January 2025 and we’ll be in touch as soon as we can.

WHERE CAN I FIND OUT MORE?

Our Social Media, Follow AstraZeneca on LinkedIn https://www.linkedin.com/company/1603/

Follow AstraZeneca on Facebook https://www.facebook.com/astrazenecacareers/

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.