- Manage team effectiveness and engagement: - - Hire & build a competent sales team and provide ongoing coaching, direction & motivation to a diversely representative team of individuals
- Agree team and team member roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis. Identify areas requiring development; and offer coaching & guidance as required
- Collaborate with Human Resources in the development of team members by providing challenging and relevant development opportunities to prepare them for future roles and building SSA capability.
- Ensure a competitive and opportunity driven placement of the sales team to ensure proper coverage in line with TA (Therapeutic Area) requirements & review the same from time to time.
- Ensure the coaching process is firmly entrenched. Assess coaching plans and reports submitted and provide input on implementation as required.
- Implement appropriate recognition and incentive schemes to align the team with SSA and company goals; effectively manage the incentive and reward scheme process to drive performance
- Facilitate regional and interdepartmental participation, collaboration, interaction, communication and support.
Provides input to develop strategic plans & leads execution of these plans- - Owns and deliver the SSA business plan as approved by Country Director- SSA to align teams with SSA and company goals; tailor SSA plan, defining local strategies to maximise and consolidate market-share. Define actions to build team capabilities
- Assess and prioritise commercial opportunities and works with medical & medical teams to deliver country tactical plan in line with country, customer, employees and organizational needs.
- Support the commercial teams with market intelligence towards development of annual marketing plans & oversees the implementation of the marketing strategy in close collaboration with other functions/teams to deliver country topline and bottom-line sales.
- Represent AstraZeneca with key customers across priority Therapeutic areas, opinion leaders, leading healthcare societies and other identified stakeholders in the country
Driving Operational Excellence & compliance agenda- - Drive performance to ensure that country objectives and standards of performance are understood and owned by the team, anticipate and remove obstacles so that teams can deliver results and succeed
- Ensure establishment of common purpose with distributors and manage delivery of distribution objectives to ensure availability of optimal inventory in the market
- Consolidate feedback and forecasts from managers and provide quarterly forecasts on the budget and projected year end spend, market conditions and a thorough understanding the market place
- Works in close collaboration with KAMs, Market Access and pricing teams to maximise the available growth opportunities in the market.
- Entrench a cost-conscious & compliance mindset among sales teams, monitor and ensure that key activities are delivered within budget, ROI framework & compliance frameworks
- Ensure effective, accurate and co-ordinated systems are in place for monitoring and controlling the country’s performance against business plan and budget
- Ensure team members utilise admin systems and meet admin requirements; ensuring accurate and current data availability.
- Minimum Requirement
- Relevant Tertiary Science Qualification
- Minimum of 10 years working experience in the commercial pharmaceutical industry with 3+ years in a senior manager role
- MBA will be an added advantage
