Sales Manager

JOB TITLE:
Sales Manager Immunology - Kuwait and ROG
REPORTS TO:
Head of Sales Immunology, Gulf
BUSINESS AREA:
Specialty Care
GRADE:
L3-‎1
DATE AMENDED
May ‎2022
JOB PURPOSE
To lead and develop the Immunology Key Account Managers team to deliver agreed
local business strategy via effective coaching and support. Drive accelerated
launch plans, market growth and penetration tactics to realize maximum
foreseen market potential via ensuring seamless execution from the team to
achieve the aspired objectives.
KEY RESULTS / ACCOUNTABILITIES
‎1. Set direction and inspire team
* Support the team in setting clear and compelling vision that guides them to deliver the strategy and goals at territory and country level
* Lead the team to support the CFT agenda with expedited launches, access and inclusions patient uptake and robust stakeholder management.
* Identify and explore opportunities for Dupixent to ensure realizing the maximum market potential
* Timely business planning and in-depth market understanding, root cause analysis and competitive intelligence to ensure premium execution to achieve agreed KPIs.
* Robust medical and product knowledge to support the team in achieving the aspired disease awareness and product differentiation and becoming trusted advisors for target HCPs.
* Solid understanding of Gulf market dynamics, operations, competition and respiratory KOLs
‎2. Drive performance
* Achieve agreed budget and forecast annually, quarterly and monthly sales revenue in order to ensure timely sales delivery in the area of responsibility by country and by account. (SISO)
* Robust forecasting for Gulf countries to be captured based on solid market insights that would be reflected accurately in monthly (LE/TM) and annual (T1/T2) reviews.
* Support Key Account Managers to ensure robust implementation of sales strategy and tactical plans in order to maximise patient recruitment, market share, achieving sales and patient number objectives for Immunology franchise.
* Develop a culture of performance and self-accountability for delivery of quality results within the team
* Lead and follow-up on team's KPIs to optimize customers facing time and propose optimal structure according to each team member capacity and area specificity in alignment with the brand strategy
* Conduct regular business performance reviews in order to assess improvement and development versus plan of team members
* Ensure end-to-end patient solutions driven from accurate patient journey mapping and patient needs
* Frequent tracking, analysis and reporting of the recruited patients while ensuring profiles are as per the label
* Liaise with distributors in order to achieve the planned objectives.
* Develop and implement action plans to launch in new markets and identify opportunities to maximize business growth for both indications.
* Drive robust key stakeholders management and relationship in order to achieve business success.
‎4. Work closely with the CFT
* Cultivate a network of collaborative relationships among marketing, medical, regulatory, distributors and other departments to ensure alignment on strategy and optimize accessibility of our products to the patients for their utmost benefit.
* Supporting marketing team agenda and calendar premium execution mainly with launches, annual operational plan, new campaigns roll out and feeding back market insights.
* Collaborating with the Access team to formulate and implement expedited access and inclusion timelines in key accounts
* Supporting TRM team with timely feedback and updates on proposed prices, RFQ follow up and overall tender process
* Lead the tender management process and negotiate the commercial conditions where necessary.
* Liaise with Supply Chain monthly to ensure that the sales forecasts are accurate, supply quantities are anticipated and set, manage any stock out situations or provisions.
* Ensure robust management of the commercial cycle thus securing uninterrupted supply to the markets.
* Work closely with the medical team to ensure robust stakeholder management and support on the success of planned medical activities.
* Ensure proper management of Samples as per the SOP in alignment with the BeX teams.
* Ensure team productivity with monthly planning of POA and tracking of SF KPIs with the SFE team.
‎2. Develop team capability and talent
* Maintain a positive working environment for the team by conducting a healthy and engaging interaction with all members
* Regular evaluation for each team member performance and delivery to assigned tasks for maximum efficiency and productivity as per assigned KPIs
* Provide appropriate and timely feedback and coach team members to help them achieve their goals
* Liase with the HR team the hiring activities in attracting and recruiting talent
* Train and develop new/current members of the team and act as a role model for staff by setting standards and being an example in behaviour/actions
* Act as a change catalyst by having open and transparent communication based on trust and respect
* Support the professional and career development of the team by identifying the skills and competencies that employees need for their current and prospective roles
* Provide the team with opportunities to learn and apply new skills
* Motivate and engage the team using formal and informal recognition, regular communications and the encouragement of cooperation between individuals and teams
* Support the team in developing tailored development plan fit for their career aspiration
Maintain Compliance
* Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company
Ethical Leadership
* Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant legal requirements) and demonstrate personal leadership in applying these to all work undertaken.
* Escalates any decisions or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role.
Environmental and Safety Leadership
To care for his/her own safety and wellbeing and the safety of others, and to
co-operate with the company to ensure a safe place of work.Employees are
therefore expected to:
* Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment
* Comply with necessary safety procedures and SOPs during COVID-‎19 situation to ensure safety of self and others
* Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence
Thoroughly read all safety documentation issues by the Company and comply with
its requirements. Escalate any doubts or uncertainties to their supervisor and
/ or manager.
KEY WORKING RELATIONSHIPS
INTERNAL
Cross Functional Collaboration with:
* Marketing team
* Medical team
* Market Access
* TRM
* Supply Chain
* SFE
Occasional Contact with :
* Regulatory
* Finance
* HR
* Country Operations
EXTERNAL
Would be expected to be involved with :
* HCPs
* Heads of the MOHs
* Reimbursement bodies
* Purchasing
* Distributors
SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS
* Core Requirements:
* Bachelor's degree or equivalent in medical / scientific field
* Minimum ‎5 years' in pharma sales experience
* New product launches experience
* Biologics products experience
* Proven track record of outstanding sales performance and territory management
* Core commercial cycle management and financial planning
* Stakeholder management and external expert engagement planning
* Advantageous requirements:
* People management experience
* Immunology experience
* Gulf market dynamics, stakeholders, and access landscape understanding
* End-to-End patient solutions and patient access platforms experience
* Required Skills: Leadership, selling skills, forecasting, communication and negotiation skills, evidence of strong analytical skills, coaching and mentoring skills, interpersonal skills, teamwork, independence, initiative & perseverance.
COMPETENCY REQUIREMENTS LEVEL
* Act for Change
Intermediate
* Cooperate Transversally
Advanced
* Develop People Self / Other
Advanced
At Sanofi diversity and inclusion is foundational to how we operate and
embedded in our Core Values. We recognize to truly tap into the richness
diversity brings we must lead with inclusion and have a workplace where those
differences can thrive and be leveraged to empower the lives of our
colleagues, patients and customers. We respect and celebrate the diversity of
our people, their backgrounds and experiences and provide equal opportunity
for all.