First Line Sales Manager / RIA

JOB TITLE  

First Line Sales Manager / RIA

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 First Line Sales Manager (FLSM) coaches, leads, develops, and guides the Sales, driving improved performance and capabilities in generating clinical demand for the brands with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business.

- The FLSM is accountable for managing individual territories, taking ultimate responsibility for their performance, and for delivering sales results for those areas.

- The long-term goal is to develop strategic and mutually beneficial relationships with the Multi-Disciplinary Team (MDT), Decision Making Unit (DMU), and potentially other stakeholders, based on a deep scientific understanding of the issues in order to identify the best opportunities for any part of AZ's portfolio to deliver life-changing medicines to patients.

What you’ll do

Coaching Medical Representative

• Coach sales team members on their patient centric selling capabilities , frequency of coaching is determined as per the coaching target assigned by SFE team , which is representing the required number of coaching visits for each team member
• Communicate standard expectation from medical knowledge to customer management.
• Identify sales reps developmental level and adapt their leadership styles accordingly.
• Conduct multiple coaching sessions between calls, communicate the coaching plan and gain commitment from Med Reps.
• Follow up to assess coaching intervention success and plan additional activities as needed.

Recruiting & Hiring Medical Representatives:

• Contribute to the development of the sales recruitment strategy.
• Understand the job requirement needed for Med Reps role, set a profile for the candidate (information about the geography, education, language, background, etc.)
• Select and Assess the Med Rep along with the HR.
• Develop network of contacts in the industry that allow identification and targeting of the best available sales people.
• Sell company image and values as part of the recruiting process.

Providing inspirational leadership

• Lead District Team to meet or exceed established sales forecasts and call execution goals. 
• Seek out the needs of individual customers in district and sets appropriate expectations and plans to address these needs.
• Reward and recognize strong performance
• Develop sales reps to enhance skills and advance to higher career level (including future District Manager)
• Proactively anticipate and address obstacles that may impede results.
• Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.

Passion for Customer

• Maintain close contact with KOL’s and other key customers including those who have significant influence in the purchasing decisions with major hospitals/institutions for the assigned products.

Collaborating and Influencing other

• Work collaboratively across functional areas, serving as a resource within the region and by leveraging the expertise of others.
• Act as a liaison between the sales force and other cross-functional areas, persuading, convincing or motivating a targeted audience through collaboration and direct or indirect influence.

Performance Management & Monitoring

• Identify training needs or career development opportunities and work with HR and/or Training for appropriate training and non-training development interventions.
• Assess individual and team progress toward goals, and coach to improve, conducting quarterly check-ins
• Identify early and accelerate the development of top talent and provide appropriate development opportunities for future career progression (succession planning).
• Demonstrate understanding of the sales career path and is able to have a career dialogue with his / her reps, managing expectations as needed and clarifying development potential and actions required.
• Lead high performance team through proper performance management using IDP as a key tool.
• Work with individual sales reps to establish appropriate and challenging goals for each territory. 
• Make informed business decisions by analyzing decision impact, risks, and coaches Med Reps on how to make effective trade-off decisions for maximum return.
• KPI`s monitoring achievement to ensure greatest overall impact on team & company results

Area Management

• Think strategically and make effective trade-off decisions regarding resources to achieve optimal business results.
• Influence business partners on the development of sales goals based on expertise.
• Review all future planned activities (sales action plans, performance management, etc.) and expenses for implications to the budget.  If needed, create business case for investments needed to achieve sales revenue goals.
• Ensure proper territory design and distributions among team members to capture  potential.

Sales Management

• Develop TAP including sales analysis, business planning and people development action plan.
• Hold responsibility on sales forecasting on monthly, quarter and annually basis to attain or exceed company’s sales and market share objectives.
• Allocating sales target across his/her team members.
• Hold responsibility for resources management.

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.

Only applications based in KSA will be considered.

Essential for the role

For Internal and External Candidates

• Internal candidates must have 2.5 Years minimum as total in the pharmaceutical industry and at least 1 year in AstraZeneca.
• External candidates must have minimum 4 years total in pharmaceutical industry with 1 year min as sales manager
• Proven strong performance records.
• Entrepreneurial and collaborative approach to engaging with external partners as well as cross-functional colleagues.
• Solid leadership capabilities.
• Planning and organization skills
• Effective analytical thinking, problem solving and decision making.

Desirable for the role

• Experience in developing and maintaining External Experts relationships.
• Experience in navigating complex business challenges.
• Basic management experience, like mentoring/developing others, supervising/supporting peers to address challenging business issues, successful completion of short-term delegated managerial tasks etc.

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

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Date Posted

Closing Date

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.