Sales Manager, Oncology, Gulf

Astrazeneca Pharma India Ltd.; Dubai; On-site; AED 180,000 - 260,000; Full time

Job summary

Astrazeneca Pharma India Ltd. is seeking a Sales Manager, Oncology for the Gulf region. You will coach a team of Oncology Product Specialists, develop territory plans, and build strategic partnerships with high-value accounts to drive sales and improve patient access to therapies.

The role focuses on delivering regional business results, aligning with brand strategies, and ensuring compliant practices across the oncology portfolio in a complex healthcare environment.

Qualifications

• Experience in Pharmaceutical Industry of minimum 5 years.
• Experience in Oncology or any other related Specialty Care.
• Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments.

Responsibilities

• Develop territory and account strategy and plans.
• Lead, coach and manage team of Product Specialists.
• Build strategic partnerships with key accounts.
• Support capability building in healthcare ecosystem.
• Ensure compliance with regulations and AZ policies.

Job description

JOB TITLE

Sales Manager, Oncology, Gulf

ROLE SUMMARY

The Sales Manager (SM) coaches, leads, develops, and guides Oncology Product Specialists, driving improved performance and capabilities in generating clinical demand for Oncology 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 SM is accountable for managing individual territories / tumours, 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 Oncology portfolio to deliver life-changing medicines to patients.

What you ll do

Develop territory and account strategy and plans:

Identify and prioritise accounts with strategic value to AZ, e.g., hospitals, supply pharmacies, and liberate resources from lower priority accounts to invest in higher priority ones

Develop strategies and tactics to provide optimal resource allocation in alignment with the Oncology TA and brand strategy, within the governmental and regulatory environment

Work with individual Sales Specialists to develop appropriate / challenging goals within each territory / tumor

Lead, coach and manage team of Product Specialists:

Develop and maintain productive working relationships with account teams in order to manage and motivate teams effectively

Review team's and individuals' performance; provide honest and constructive feedback, and recognise and encourage good performance

Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach individual team members as required, etc., in both Oncology expertise and engagement skills

Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear goals and expectations and track progress against these

Identify and tackle challenges and issues within the team / individual team members

Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading the team.

Build strategic partnerships with key accounts

Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients

Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value accounts

Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant activities, e.g. product development, marketing, sales efforts

Support capability building in healthcare ecosystem

Build knowledge and understanding about AZ's overall Oncology value proposition, and product's labelled indications and efficacy data among internal team of Sales Specialists and all externally relevant stakeholders in the MDT and DMU

Support Sales Specialists in utilising different communication approaches, techniques and channels to help build knowledge in the MDT / DMU, including

Conduct science-based discussions with the HCP as per the approved indications of AZ's products

Arrange multidisciplinary workshops for physicians and other healthcare professionals

Arrange and coordinate effective speaker programmes with physician advocates and KOLs

Actively support Oncology nurses on relevant trainings, e.g., chemotherapy

Ensure compliance

Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists

Be compliant with all external regulations and internal policies and also ensure broader AZ team is compliant and enforce compliance in the internal team

Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions with Patients

Desired Candidate Profile

• Experience in Pharmaceutical Industry of minimum 5 years.
• Experience in Oncology or any other related Specialty Care.
• Previous experience as a sales manager in Oncology or any other related Specialty Care.
• Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments, e.g., mid and senior level healthcare professionals, key accounts and the medical community.
• Strong leadership attributes to set direction, generate commitment, balance short and long term needs, constructively resolve issues and proven demonstration of effective cross-functional team leadership.
• Proven track record of effective coaching and development, both at individual and team level.
• Proven track record of strategic thinking, judgment and persuasion / negotiation skills.
• Proven track record of developing and successfully executing compelling account strategies.
• Experience in Sales Management

Desirable for the role

• Key Account management expertise.
• Healthcare bachelor s degree.