First Line Sales Manager / RIA

AstraZeneca; Riyadh; On-site; SAR 100,000 - 140,000; Full time

Job summary

An established industry player seeks a dynamic First Line Sales Manager to lead a high-performing sales team. In this pivotal role, you will coach and develop sales representatives, drive performance, and build strategic relationships with healthcare professionals. Your leadership will be crucial in navigating complex business challenges and ensuring compliance with ethical standards. Join a forward-thinking company committed to innovation and making a difference in healthcare. If you have a proven track record in sales management and a passion for customer-centric solutions, this opportunity is for you.

Qualifications

• Minimum 4 years in the pharmaceutical industry with 1 year as a sales manager.
• Strong performance records and entrepreneurial qualities are essential.

Responsibilities

• Lead and coach the sales team to exceed sales forecasts.
• Develop strategic relationships with key stakeholders.

Skills

Leadership

Sales Management

Coaching

Analytical Skills

Strategic Planning

Problem Solving

Education

Bachelor's Degree

Pharmaceutical Industry Experience

Job description

JOB TITLE

First Line Sales Manager / RIA

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 First Line Sales Manager (FLSM) coaches, leads, develops, and guides the Sales team, driving improved performance and capabilities in generating clinical demand for the brands with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to develop business.
• The FLSM is accountable for managing individual territories, 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 other stakeholders, based on a deep scientific understanding of the issues to identify the best opportunities for AZ's portfolio to deliver medicines to patients.

What you’ll do

Coaching Medical Representatives

• Coach sales team members on patient-centric selling capabilities; coaching frequency is determined by the target assigned by the SFE team, representing the required number of coaching visits for each team member.
• Communicate standard expectations regarding medical knowledge and customer management.
• Identify the developmental level of sales reps and adapt leadership styles accordingly.
• Conduct multiple coaching sessions, communicate the coaching plan, and gain commitment from Medical Representatives.
• Follow up to assess coaching success and plan additional activities as needed.

Recruiting & Hiring Medical Representatives

• Contribute to developing the sales recruitment strategy.
• Understand the job requirements for Med Reps, set candidate profiles considering geography, education, background, etc.
• Select and assess Med Reps in collaboration with HR.
• Develop a network of contacts in the industry to identify top sales talent.
• Promote the company's image and values during recruitment.

Providing Inspirational Leadership

• Lead the district team to meet or exceed sales forecasts and call goals.
• Address individual customer needs and set appropriate expectations and plans.
• Reward and recognize high performance.
• Develop sales reps’ skills and prepare them for higher roles, including future District Manager positions.
• Proactively address obstacles that may impede results.
• Ensure compliance with all regulations regarding interactions with healthcare professionals, sample distribution, etc.

Passion for Customer

• Maintain close contact with Key Opinion Leaders (KOLs) and other key customers, especially those influential in purchasing decisions in hospitals and institutions for assigned products.

Collaborating and Influencing Others

• Work collaboratively across functions, serving as a resource and leveraging others’ expertise.
• Act as a liaison between the sales force and other departments, persuading and motivating through collaboration and influence.

Performance Management & Monitoring

• Identify training and development needs, working with HR and Training.
• Assess team progress towards goals and coach for improvement, conducting quarterly reviews.
• Identify and develop top talent for future leadership roles.
• Manage performance using IDP and establish challenging goals for each territory.
• Make informed decisions by analyzing risks and impacts, coaching reps on trade-offs for maximum ROI.
• Monitor KPIs to ensure team and company results are maximized.

Area Management

• Think strategically and allocate resources effectively to achieve business results.
• Influence business partners on sales goal development based on expertise.
• Review future activities and expenses, creating business cases for investments as needed.
• Ensure proper territory design and distribution among team members.

Sales Management

• Develop sales analysis, business planning, and people development plans (TAP).
• Forecast sales monthly, quarterly, and annually to meet or exceed targets.
• Allocate sales targets among team members.
• Manage resources efficiently.

Corporate Responsibilities

• Maintain high ethical standards, adhering to AstraZeneca’s Code of Ethics and policies.
• Ensure all activities comply with local laws and corporate standards.
• Report health, safety, and environmental incidents, adverse events, and conflicts of interest promptly.

Note: Only applications based in KSA will be considered.

Essential for the Role

Internal and External Candidates

• Internal candidates must have a minimum of 1 year in AstraZeneca and overall pharmaceutical experience.
• External candidates must have at least 4 years in the pharmaceutical industry and 1 year as a sales manager.
• Proven strong performance records.
• Entrepreneurial, collaborative, and leadership qualities.
• Strong planning, organizational, analytical, problem-solving, and decision-making skills.

Desirable for the Role

• Experience in building external relationships with experts.
• Experience navigating complex business challenges.
• Basic management experience, mentoring, supervising, or supporting peers.

Why AstraZeneca?

We’re committed to being a great place to work, empowering innovation, and fostering diversity and lifelong learning. Join us to make a difference in medicine and society.

What’s Next?

• If you see yourself joining our team, we want to hear from you.
• Bring your ideas and be part of our journey to shape healthcare’s future.

Learn More

Follow AstraZeneca on social media and stay updated.

Date Posted: 26-يونيو-2024

Closing Date: 16-يوليو-2024