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Contract TypeContract TypeFull-time
Workplace typeWorkplace typeOn-site
LocationLocationMakkah

About the Role

AstraZeneca is a global, science-led biopharmaceutical company focused on the discovery, development, and commercialization of prescription medicines for serious diseases. The company is undergoing a significant transformation in the Kingdom of Saudi Arabia, aiming to advance healthcare, innovation, and sustainable growth. This dynamic environment seeks agile professionals to shape the future of healthcare in KSA.

As a First Line Sales Manager (FLSM) – R&I, you will lead, coach, and develop the sales team to enhance their performance and capabilities in generating clinical demand for AstraZeneca's brands. This role involves proactively identifying business opportunities, presenting value propositions aligned with stakeholder needs, and recommending solutions to drive business growth. Building strategic relationships with key stakeholders, including the Multi-Disciplinary Team (MDT) and Decision Making Unit (DMU), based on a deep scientific understanding, is crucial for ensuring life-changing medicines reach patients.

Key Responsibilities

  • Coach sales team members on patient-centric selling capabilities, with coaching frequency determined by assigned SFE targets.
  • Communicate standard expectations regarding medical knowledge and customer management.
  • Identify the developmental level of sales representatives and adapt leadership styles accordingly.
  • Conduct coaching sessions between calls, communicating the coaching plan and securing commitment from Medical Representatives.
  • Follow up to assess the success of coaching interventions and plan additional activities as needed.
  • Contribute to the development of the sales recruitment strategy, defining job requirements and candidate profiles for Medical Representative roles.
  • Select and assess Medical Representatives in collaboration with HR.
  • Develop a network of industry contacts to identify and target top sales talent, promoting the company's image and values during recruitment.
  • Lead the District Team to meet or exceed established sales forecasts and call execution goals.
  • Identify the needs of individual customers within the district and set appropriate expectations and plans to address them.
  • Reward and recognize strong performance within the team and develop sales representatives to enhance their skills and advance their careers.
  • Proactively anticipate and address obstacles that may impede results.
  • Comply with all regulations regarding interactions with healthcare professionals and the distribution of samples.
  • Maintain close contact with Key Opinion Leaders (KOLs) and other key customers who significantly influence purchasing decisions for assigned products.
  • Work collaboratively across functional areas, serving as a resource within the region and leveraging the expertise of others.
  • Act as a liaison between the sales force and other cross-functional areas, influencing targeted audiences through collaboration.
  • Identify training needs or career development opportunities and collaborate with HR and/or Training for appropriate interventions.
  • Assess individual and team progress towards goals and coach for improvement, conducting quarterly check-ins.
  • Identify and accelerate the development of top talent, providing opportunities for future career progression (succession planning).
  • Engage in career dialogues with representatives, managing expectations, clarifying development potential, and outlining required actions.
  • Lead a high-performance team through proper performance management, utilizing Individual Development Plans (IDPs).
  • Work with individual sales representatives to establish appropriate and challenging goals for each territory.
  • Make informed business decisions by analyzing decision impact and risks, and coach Medical Representatives on making effective trade-off decisions for maximum return.
  • Monitor Key Performance Indicators (KPIs) achievement to ensure the greatest overall impact on team and company results.
  • 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, including sales action plans and performance management, for budget implications.
  • Create business cases for investments needed to achieve sales revenue goals, if necessary.
  • Ensure proper territory design and distribution among team members to capture potential.
  • Develop Territory Action Plans (TAP), including sales analysis, business planning, and people development action plans.
  • Be responsible for sales forecasting on a monthly, quarterly, and annual basis to attain or exceed company sales and market share objectives.
  • Allocate sales targets across team members and manage resources effectively.
  • Maintain the highest ethical standards and work in accordance with the AstraZeneca Code of Ethics, following corporate policies.
  • Ensure all conducted activities are in accordance with local legislation and corporate standards.
  • Timely report health/environment/wellbeing related accidents, adverse events, and changes in Conflict of Interest status as per respective procedures.

Qualifications and Requirements

  • Minimum of 5 years of experience in the pharmaceutical industry.
  • Minimum of 1 year of experience in a sales management role.
  • Specialty experience is preferred.
  • Proven strong performance records.
  • Entrepreneurial and collaborative approach to engaging with external partners and cross-functional colleagues.
  • Solid leadership capabilities.
  • Planning and organization skills.
  • Effective analytical thinking, problem-solving, and decision-making abilities.
  • For internal candidates: A minimum of 3 years total in the pharmaceutical industry and at least 2 years within AstraZeneca.
  • For internal candidates: A minimum of 1 year of people management experience.

Required Skills

  • Sales Management
  • Leadership
  • Planning and Organization
  • Analytical Thinking
  • Problem Solving
  • Decision Making
  • Customer Relationship Management
  • Coaching
  • Recruiting
  • Performance Management

Work Location and Type

This is a full-time position located in Jeddah, Makkah, Saudi Arabia. AstraZeneca is committed to embracing diversity and equality of opportunity, building an inclusive and diverse team. Applications from qualified candidates of all backgrounds are welcomed and considered. All applicable laws and regulations on non-discrimination in employment and recruitment, as well as work authorization and employment eligibility verification requirements, are complied with. Only applications within KSA will be considered.


Requirements

  • Requires 5-10 Years experience

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