First Line Sales Manager, Respiratory

6 days ago

Dubai, United Arab Emirates AstraZeneca Full time

**JOB TITLE**

**FLSM - Respiratory
**ABOUT ASTRAZENECA**

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialization 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 Sales Manager role will effectively lead the Sales Team and promote company products to maximize sales revenues in line with AstraZeneca’s code of conduct. The position will be based in Qatar.

**What you’ll do**
- Coach, lead, develop, and guide Medical Representatives (MRs) in driving improved performance and capabilities in generating clinical demand for Respiratory 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
- Work with individual Medical Representatives to establish appropriate and challenging goals for each territory and ensure Medical Representatives meet or exceed established sales forecasts and call execution goals
- Proactively anticipate and addresses obstacles that may impede results
- Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.
- Build relationships with key internal/external clients and work collaboratively across functional areas, serving as a resource within the region by leveraging the expertise of others
- Maintain close contact with KOLs and other critical customers, including those who have significant influence in the purchasing decisions with major hospitals/institutions for the assigned products.
- 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
- Lead Brand Team, developing and implementing plans for KEE development & marketing strategy implementation
- Make informed business decisions by analyzing decision impact and risks, and coach Medical Representatives on how to make effective trade-off decisions for maximum return.
- Cooperate with the Country Manager and BU Heads to empower the sales force and strengthen their capacity to implement business strategy through client field visits with MRs at regular intervals to gain insight on current and future marketing initiatives and ensure correct product information is delivered, provide training to MRs on the promotional materials and product strategy, address MRs’ concerns or questions regarding brand strategy and promotional materials
- Communicate standard expectations with the MRs ranging from medical knowledge to customer management, diagnose their developmental level, and assist them in adapting their leadership styles accordingly
- Conduct multiple coaching sessions between calls, communicate the coaching plan, gain commitment from MRs and follow up to assess coaching intervention success and plan additional activities as needed
- Ensure that the team seeks out the needs of individual customers in the district and sets appropriate expectations and plans to address these needs
- Assess individual and team progress toward goals and coach to improve
- Reward and recognize strong performance
- Identify training needs or career development opportunities and work with HR and Training for appropriate training and non-training development interventions
- Demonstrate understanding of the sales career path and be able to have a career dialogue with team members to manage expectations as needed and clarify development potential and actions required
- Develop a network of contacts in the industry that allow identification and targeting of the best available sales team

**Essential for the role**
- Significant experience in the pharmaceutical or healthcare industry with minimum 5 years of experience.
- Qatar Market Experience is required
- Previous exposure and/or experience in Respiratory TA is required (For External Only)
- Demonstrated leadership capabilities, financial management, and written and oral communication skills.
- Leadership skills & ability to coach/develop people within the organization
- Ability to drive results that outperform the market by achieving demand, MS gain & policy-shaping
- Growth mindset & ability to innovate in a dynamic market
- Interpersonal skills (Influencing, negotiation, collaboration, and teamwork)
- Effective analytical thinking & decision making

**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 excit

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