Franchise Head Specialty

5 days ago

Dubai, United Arab Emirates AstraZeneca Full time

**JOB TITLE**
**Franchise Head Specialty - Covid**
**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**
Leads the Unit Sales Representatives through Sale(s) Managers, and coordinates with the Unit Brand manager, (all reporting solid line) to execute the marketing strategy. Has responsibility to deliver sales results for the entire GCC Region. The position will be in UAE or KSA with travel requirement across the GCC (40% of travel time). Reports directly to the Specialty Brands Business Unit Director.

**What you’ll do**
**Drive tailored brand Strategy & performance across GCC markets to ensure achieving Sales Budget & target Market Share (MS)**
- Ensure the Brand(s) strategy is aligned to global one and tailor it to address local market needs.
- Analyze/evaluate on monthly basis the IMS data, for the trends, market share; growth etc. and track with the sales force the action plan to further improve the performance in the marketplace.
- Identify the impact of the industry shifts, trends, and timely respond to customers/market needs.
- Lead the Monthly Key Account review process to identify opportunities /risk in strategic key accounts and ensure flawless execution of key account tactics
- Think strategically and makes effective trade-off decisions regarding resources to achieve optimal business results.
**Sales Team Management**
- Lead sales manager(s) to meet or exceed established sales forecasts and call execution goals.
- Ensures sales reps developmental level and adapt their leadership styles accordingly.
- Follow up to assess coaching intervention success and plan additional activities as needed.
- Ensures that the team seek out the needs of individual customers in district and sets appropriate expectations and plans to address these needs.
- Drive the development of sales team to enhance skills and advance to higher career level (including future Manager)
- Proactively anticipate and addresses obstacles that may impede results.
- Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc
- Contribute to the development of the sales recruitment strategy. 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.
**Performance Management**:

- Assess individual and team progress toward goals, and coach to improve.
- Reward and recognize strong performance
- 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 have a career dialogue with his / her reps, managing expectations as needed and clarifying development potential and actions required.
- Work with individual sales and brand managers to establish appropriate and challenging goals for each territory.
- Make informed business decisions by analysing decision impact, risks, and coaches Med Reps on how to make effective trade-off decisions for maximum return.
**Brand Management**
- Ensure the team identify the key drivers/barriers & sources of business for the brand which will lead for better market understanding thus will lead to optimal brand performance.
- Coordinate with Brand manager the development of long-term/short-term strategic plan for brands, monitor progress and modify as appropriate.
- Coordinate the development and implementation of the operational plan for the brand with the help of the Medical and Marketing function and incorporate them along with the Marketing plan.
- Effective management / tracking of brand P&L and ensure maximum ROI for each marketing activity.
- Ensure all our activities are in line with AZ code
**Tactical Implementation of Brand strategy**:

- Ensure field force are well developed for the following:

- Clear Brand positioning + Grip on Key messages
- Handling of promotional materials (Q&A)
- Counter Competitors claims/activities
- Brand related role plays
- Ensure flawless execution of marketing activities through sales force
- Ensure all activities are adhering to agreed timelines
- Co-ordinate efforts between all internal/external customers to ensure alignment
- All this requires leadership capabilities, taking initiatives, quick decision making, creativity & strong analytical skills
**Stakeholders’ management**
- Build relationships with key internal / external clients.
- Leads Brand Team, developing and implementing plans for KEE development & marketing strategy implementation.
- Cooperates with country manager/director to empower sales

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