Sales Manager Gulf AstraZeneca Dubai

A Gulf Sales Manager at AstraZeneca has the responsibility for sales of overall geography. Focus is on business / people management and execution of brand strategy while building AZ reputation in Severe asthma society. The incumbent is responsible for identifying business opportunities and coaching the sales team, directly supervises group of product specialists.

Responsibilities of Gulf Sales Manager

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.
• Clearly communicate 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 expansion of SA portfolio 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.

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

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.
• 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 he/ she became aware about; change in status of his/ her Conflict of Interest.

Essential for the role

Following are the requirements for the role of Gulf Sales Manager at AstraZeneca:

• Bachelor’s degree.
• Minimum of 5 years of experience in pharmaceutical Industry.
• Minimum of 2+ years of experience in managing people (For external candidate only)
• Generated exceptional results by driving performance and collaborating across boundaries.

Job Skills

• Demonstrated leadership capabilities, financial management and written/oral communications skills.
• Strategic thinking and enterprise mindset.
• Solid and sustainable performance track record of achievements
• Understanding of financial concepts and contracting issues including legal and best price implications.
• Strong customer facing capabilities.
• Specialty Product experience (Top preference)
• Ability to manage Environment complexity.
• Business acumen especially Access & Key account Management.
• Enterprise mindset and market access capability.

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Tagged as: Sales Manager