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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
Responsible of AstraZeneca long-term business journey in Oman and Bahrain, contribute to the overall vision of Emerging Gulf while delivering company sales targets and lead/motivate Oman/Bahrain leadership team & the sales team to achieve a market leading position by delivering budgeted or above sales, growth and market by:
Focusing on business development and execution , being responsible for identifying business opportunities and developing talent for leadership positions.
Accountable for Distributor relationship management operations (Ex-factory/demand management, Inventory management, Business development & Contract renewals, outsourcing agreements) as well as DMF implementation
Lead end to end the Financial Planning Cycle for the Countries aligned with CFT.
Actively participate as a member of the Emerging Gulf leadership team, contributing insights, sharing market updates, and collaborating on broader organizational strategies.
Work hand on hand & aligning with all CFT to ensure & accelerate the fast access/launch of AZ products in all sectors.
Effectively cooperate with CFT to build and execute brand plans and company strategy to achieve each brand KPIs and ensure his/her team is delivering their communications to HCPs as per the brand strategy and marketing co. objectives.
Leading with CFT the corporate/partnership agenda in the country.
Leading the external engagement with senior health care leaders & health care organisations
Effectively leading and managing 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 FLSMs ability and competencies through effective & efficient coaching within the IDP of each of his/her team.
Ensure that the team under his/her Leadership are accelerating the learning and development of their Med. Reps. 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.
Managing all aspects of running an efficient sales team, including hiring, supervising, coaching, developing team performance, disciplining, and motivating.
Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies
What you’ll do
SRATEGIC PLANNING
Contribute to the planning process for the strategic direction of the country
Lead the Implementation of robust corporate agenda in the country
Contribute with innovative solutions to the Cross Functional Team to develop Regional and National Business performance
Lead the implementation of Distribution Management Framework
Lead end to end the Financial Planning Cycle for the Country
Lead end to end the Forecast Planning Cycles
Contribute to the development & lead the implementation of effective Business Development Plans
PEOPLE LEADERSHIP MANAGEMENT AND DEVELOPMENT
Responsible for commercial excellence culture: driving standards of excellence and developing capabilities, especially coaching and selling skills
Plan and conducting cross-/territory meetings, to improve/deepen FLSMs knowledge of promotion strategy & improving performance
Annually sets team objectives & IDP, conducts performance reviews for all direct reports & ensures they do the same with their teams.
Conduct regular meetings with Local distributors to ensure necessary stock, coherent activities by territory/teams
Provide clear communication and direction to teams
Coach, manage career development, develop the FLSMs skills and capabilities
Manage recruitment process in the reporting territory/teams
Identify management needs and advise training function
Encourage culture of great place to work
PEOPLE & RESOURCE MANAGEMENT
Allocate operational, promotional budgets in line with tactical plan ensuring return on investment
Monitor and control expenses/budget
Ensure company resources are appropriately utilized and maintained
Monitor vacancies and allocation of field force in line with business potential
Ensure all reporting teams have enough resources for executing the business plan
Recruit high caliber sales & key account managers as required
Assess current and future “people” requirements to meet anticipated objectives
Establish, communicate & monitor measurable performance objectives for individual staff in line with tactical plan objectives
Develop and implement schedule for sales management support
Conduct performance appraisals
Develop & implement strategies to address identified performance issues at all levels of sales force
Develop and implement leadership strategies which enhance team motivation
Activities and processes to gain feedback from field force at area and regional levels
BUSINESS PLAN DEVELOPMENT
Establish territory/teams business plan
Identify SFE improvement opportunities and drive best practices across territory/teams
Input to development and execution of BAP
Incorporate strategic direction initiatives into regional sales force plan
Analyze sales force structure/ competitiveness
Analysis of local situation and business potential
Make recommendations regarding sales force human/financial resource requirements
Build cross-therapy area and functional working elements into plans
BUSINESS PLAN IMPLEMENTATION
Implement guidelines for sales force business planning
Set field objectives and tactics within region
Project Management
Establish & maintain monitoring and communication systems within region
Optimize the success of the field force by the planning and implementation of detailed sales management strategies and tactics
OPERATIONAL SALES EXCELLENCE
Setting up ambitious goals and implementing an individual action plan with FLSMs
Implementation and follow up of business action plans
Deliver activities aligned with SFE standards and BAP & TAP
Regularly revise and adapt the TAP according to the demands of the market situation, Monitor plan and SFE standards
Ensure accurate profiling and targeting
Generate innovative meetings with customers to increase access
Drive interface across target customer groups (hospitals, universities, Special Practitioners, General Practitioners)
Ensure FLSMs meet KPIs according to SFE standards and company values
CORPORATE RESPONSIBILITY
Follow AstraZeneca rules & norms set by corporate policies of (Pharma Code, SHE SOP and other SOPs)
Enforce AZ compliance & Pharma Code culture
Internal applications based in GCC will be considered.
Essential for the role
Minimum of 10 years of experience in pharmaceutical Industry.
Minimum of 4 years of experience in managing people.
Generating exceptional results by driving performance and collaborating across boundaries
Strong leadership experience with successful direct people management track record
Strategic thinking and enterprise mindset
Solid and sustainable performance track record of achievements
Previous Experience in public sector
Desirable for the role
Ability to manage environment complexity.
Business acumen
Agility to effectively manage various therapy areas
Enterprise mindset and market access capability
Previous experience in Oman/Bahrain Pharmaceutical market
Previous experience in Distributor management
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
Follow AstraZeneca on Facebook
Follow AstraZeneca on Instagram
Date Posted
21-Jan-2024
Closing Date
25-Jan-2024
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.
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