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Contract TypeContract TypeFull-time
Workplace typeWorkplace typeOn-site
LocationLocationRiyadh

About the First Line Sales Manager Role

AstraZeneca is a global, science-led biopharmaceutical company focused on discovering, developing, and commercializing prescription medicines for serious diseases. As part of a significant transformation in the Kingdom of Saudi Arabia, AstraZeneca is seeking a dynamic and results-oriented First Line Sales Manager (FLSM) – R&I to join its team in Riyadh. This role is essential for coaching, leading, and developing the sales team to improve performance and drive clinical demand for AstraZeneca's brands within key accounts. The FLSM will identify business opportunities, present value propositions, and recommend solutions to foster business development and achieve sales objectives.

Role Responsibilities and Objectives

The FLSM is responsible for managing individual territories and achieving sales results, while building strategic relationships with the Multi-Disciplinary Team (MDT), Decision Making Unit (DMU), and other key stakeholders. This requires a deep scientific understanding of therapeutic areas to identify opportunities for AstraZeneca's portfolio. Key responsibilities include:

  • Coaching sales team members on patient-centric selling capabilities, adhering to assigned coaching targets and frequency.
  • Communicating standard expectations regarding medical knowledge and customer management to the sales team.
  • Identifying the developmental level of sales representatives and adapting leadership styles accordingly.
  • Conducting regular coaching sessions between calls, communicating coaching plans and gaining commitment from Medical Representatives.
  • Following up on coaching interventions to assess success and plan additional activities.
  • Contributing to the development of the sales recruitment strategy, defining job requirements, and setting candidate profiles for Medical Representative roles.
  • Selecting and assessing Medical Representatives in collaboration with HR, and developing a network of industry contacts to identify top sales talent.
  • Leading the District Team to meet or exceed established sales forecasts and call execution goals.
  • Identifying customer needs within the district and setting appropriate expectations and plans to address them.
  • Rewarding and recognizing strong performance within the team.
  • Developing sales representatives to enhance their skills and advance their careers.
  • Proactively anticipating and addressing obstacles that may impede results.
  • Complying with all regulations regarding interactions with healthcare professionals and the distribution of samples.
  • Maintaining close contact with Key Opinion Leaders (KOLs) and other key customers who significantly influence purchasing decisions.
  • Collaborating effectively across functional areas, serving as a regional resource and leveraging the expertise of others.
  • Acting as a liaison between the sales force and other cross-functional areas.
  • Identifying training needs or career development opportunities and working with HR and/or Training for appropriate interventions.
  • Assessing individual and team progress towards goals and providing coaching for improvement, conducting quarterly check-ins.
  • Identifying and accelerating the development of top talent, providing appropriate opportunities for future career progression (succession planning).
  • Engaging in career dialogues with representatives, managing expectations and clarifying development potential and required actions.
  • Leading a high-performance team through proper performance management, utilizing Individual Development Plans (IDPs).
  • Working with individual sales representatives to establish appropriate and challenging goals for each territory.
  • Making informed business decisions by analyzing decision impact and risks, and coaching Medical Representatives on effective trade-off decisions.
  • Monitoring Key Performance Indicators (KPIs) to ensure the greatest overall impact on team and company results.
  • Thinking strategically and making effective trade-off decisions regarding resources to achieve optimal business results.
  • Influencing business partners on the development of sales goals based on expertise.
  • Reviewing planned activities, sales action plans, performance management, and expenses for budget implications, creating business cases for necessary investments.
  • Ensuring proper territory design and distribution among team members to capture potential.
  • Developing Territory Action Plans (TAP) including sales analysis, business planning, and people development action plans.
  • Maintaining responsibility for sales forecasting on monthly, quarterly, and annual bases to attain or exceed company sales and market share objectives.
  • Allocating sales targets across team members and holding responsibility for resource management.
  • Upholding the highest ethical standards and working in accordance with the AstraZeneca Code of Ethics and corporate policies.
  • Ensuring all conducted activities comply with local legislation and corporate standards.
  • Timely reporting of health/environment/wellbeing-related accidents, adverse events, and changes in Conflict of Interest status.

Qualifications and Experience

Candidates for this role should meet the following 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.
  • Effective planning and organization skills.
  • Strong analytical thinking, problem-solving, and decision-making abilities.
  • For internal candidates: Minimum 3 years total in the pharmaceutical industry and at least 2 years within AstraZeneca.
  • For internal candidates: Minimum 1 year of people management experience.
  • Only applications from candidates currently residing in KSA will be considered.

Required Skills

The ideal candidate will possess the following skills:

  • Sales Management
  • Leadership
  • Coaching
  • Recruiting
  • Performance Management
  • Planning and Organization
  • Analytical Thinking
  • Problem Solving
  • Decision Making
  • Customer Relationship Management
  • Cross-functional Collaboration
  • Business Planning

Work Location and Type

This is a full-time position based in Riyadh, Saudi Arabia.

Commitment to Diversity and Inclusion

AstraZeneca embraces diversity and equality of opportunity. The company is committed to building an inclusive and diverse team representing all backgrounds, with a wide range of perspectives, and harnessing industry-leading skills. Applications are welcomed from all qualified candidates, regardless of their characteristics. AstraZeneca complies with all applicable laws and regulations on non-discrimination in employment and recruitment, as well as work authorization and employment eligibility verification requirements.

Requirements

  • Requires 5-10 Years experience

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