Sales Manager (Respiratory)
AstraZeneca is a leading global biopharmaceutical company. We believe the best way we can help patients is to focus on breakthrough science to uncover disease mechanisms and develop novel, targeted therapies that interact with them. This is at the heart of our purpose as a company: to push the boundaries of science to deliver life-changing medicines.
Main Duties and Responsibilities:
Sales Achievement
Regularly review achievement of sales against targets and initiate appropriate actions to ensure performance is in line with objectives
Ensure optimal execution of plans of action (POA), field tactics program and district plans by regional team
Use external sales data to benchmark competition
National Business Planning and Strategy Development
Conduct SWOT analysis of market/competitors to identify national business opportunities for portfolio of brands
Develop Business Plan based on key Marketing objectives & allocate resources (e.g. coaching time with FLSM’s, budget, samples, activity expenses) for optimal sales impact
Work with FLSM to develop a robust territorial action plans (TAP) and review the agreed business KPIs regularly
Ensure promotional budgets are directed to districts of greatest potential/ (key account customers)
Work cross-functionally to expedite market access of newly launched brands and enlistment in targeted hospitals and clinics
Work with marketing to support campaign development for the brands
Assist BUD in devising a sales force structure that is aligned to brands/TA strategy
Sales Force Effectiveness and Execution
Assist BUD to review, develop and implement sales management concepts, systems and processes to continuously improve sales force effectiveness
Ensure robustness of target setting at regional level based on sound judgement
Review the SFE KPIs on monthly basis and ensure corrective actions are in place if there are deviations from the target
Ensure FLSMs constantly update their territorial customer database and segment classifications
Work cross-functionally to ensure robustness of Segmentation and Targeting for respective brands and execution by FLSMs
Ensure FLSMs closely monitor and lead the team to deliver core promotional messages and approved detail aids in line with POA
Work cross-functionally to implement operational plans of the key accounts which optimise product proposition and revenue growth for both short and long term
Support Commercial Excellence to devise incentive schemes that is aligned to brands/TA strategy
Coaching and Team Development
Induction
Provide on-boarding induction to newly recruited FLSMs
Recruitment & retention
Work with FLSM’s to rapidly back-fill any MR vacancies with competent new hires following national recruitment guidelines
Identify/retain key talents and submit consistent poor performers to a leaver process
Field force coaching
Provide in-field coaching to FLSM’s to develop their competencies - ability to develop MR’s competencies to positively influence customer’s prescribing behaviour
Training and development
Provide team training as required to address collective development needs
Attend FLSM team meetings to oversee and coach FLSM’s on team leadership competencies
Ensure meaningful IDP discussion for FLSMs are in place
Performance management
Conduct semi-annual performance appraisal with FLSMs
Actively manage poor performers and related disciplinary matters
Develop and implement strategies to enhance team motivation & performance
Customer Focus and Service
Engage closely with the commercial functions to identify synergies across the internal functions with the external stakeholders
Maintain contact and relationship with key accounts/customers
Leverage key customer relationships to gain market intelligence and to assist successful formulary listing
Monitor stock at regional level key accounts/ distributors and advise on customer inventories
Initiate KEEs/ Key account format with FLSM
Reporting/ Administration
Ensure availability and comprehension of meaningful and accurate sales statistics (e.g. VEEVA summary reports, SFE “dashboards”) for FLSM information
Submit Monthly Reports (e.g Early view) commenting on deviations from Business Plan and intended actions.
Monitor FLSMs’ monthly reports to ensure relevance and implementation of intended actions
Ensure FLSMs’ comply with reporting/administration guidelines
Essential Requirements:
Bachelor degree in any field, preferably science-related
Minimum 8 years of successful track record in sales and/or marketing, with 4 years in supervisory level
Fluent in English both in speaking or w
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.
