Sales Manager Full Time NEW

JOB TITLE

Sales Manager – Cardio

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

The Sales Manager, CVRM is responsible for driving business growth and brand execution across the assigned geography by leading a high-performing sales team, identifying market opportunities, and ensuring the successful implementation of AstraZeneca’s CVRM strategy. This role focuses on business and people management, fostering cross-functional collaboration, and building strong relationships with key stakeholders to maximize market access and deliver sustainable results, all while upholding the highest ethical standards and compliance with corporate policies.

What You’ll Do

Sales Management:

• Based on corporate objectives, break down the sales target and resource budgets for the team, ensuring resources are directed to territories of greatest potential, and monitor 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 KAMs with close monitoring of the team.

Business Planning And Strategy Development

• Cooperate with marketing heads, conduct SWOT analysis of market and competitors to identify regional and 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 and 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 stakeholders.
• 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 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.
• Managing the product with CFT in all sectors, ensuring the optimum supply and availability in all accounts.
• Manage 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 the team, identifying competencies required for position success and ensuring training delivers the required competencies.
• Identifies candidates with required competencies and in a timely manner and through the company process.
• Implement and ensure a performance management culture across the team and regularly communicate and monitor measurable performance objectives.
• Identify and retain key talents and submit consistent poor performers to a leaver process.
• Conduct regular performance reviews with the team and ensure quarterly check-in reviews for Medical Representatives.
• Develop and implement strategies to enhance team motivation and retain talents.
• Reward and recognize strong performance.

Customer Focus And Service

• Ensure the customer database is in place, profiling customers against potential for business.
• Maintain contact and relationship with key accounts and 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 the team’s administration and expenses, ensuring compliance 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.

Essential For The Role

• Minimum of 5 years of experience in pharmaceutical Industry
• Minimum 2 years of sales management experience
• Previous Cardiology experience is preferred
• UAE experience is a must
• Generated exceptional results by driving performance and collaborating across boundaries.
• 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.

Desirable for the role

• Ability to manage environment complexity.
• Business acumen especially access & key account management
• Enterprise mindset and market access capability.
• Previous people management experience.