Job Title: Manager - Market Access & Distributors Business Division:
Commercial (Sales & Marketing), Africa Country: UNITED ARAB EMIRATES Work
Location: UAE (RAK head office) Job Type: Manager - Market Access &
Distributors Business Employment Type: Full Time Employment (Un-limited
Contract) Job Description:* * Purpose: The main purpose of this position
is to plan, design, develop and implement activities that enable Julphar to
realize the maximum commercial potential of current and future Julphar
products. The Manager - Market Access & Distributor Business must ensure to
build & maintain relationships with both internal/ external customers
including: internal Sales & Marketing team, Individual physicians, patient,
KOLs, and with key account procurement/purchasers, and select payer
organizations in the assigned territories Manager - MA & Distributor Business
is responsible to lead, manage and support the end-to-end sales & marketing
activities including sales operations, meeting product wise revenue targets
and managing the sales team, to build and maintain strong business alliance
with key stakeholders in order achieve assigned sales targets and business
objectives whilst ensuring maximum profitability in line with the company's
strategy in assigned key accounts in the territory. The role holder will work
& develop the market as per the Julphar strategic direction, by sourcing,
screening, and evaluating new customers, maintaining the loyal customers
through proper implementation of Julphar CRM strategy. Collaborate with
Marketing, Sales, Medical, Regulatory, Market Access, SFE and business
support. Manage a strong win-win relationship with important Stakeholders:
scientific and purchasing committee members, pharmacists, store managers, KOLs,
patient educators and patients. Key responsibilities & Accountability: Key
Responsibilities & Key Result Areas Business Management Develops and executes
market expansion strategies in assigned regions. Develops and executes market
access strategies and evidence generation plans to meet Healthcare community
requirements aligned with cluster objectives Works cross functionally with
global and local medical, commercial and financial functions to develop value
propositions and messages tailored to multiple stakeholders including
Distributors, payers and policy makers. Leads communication and day to day
management of distributors in assigned regions. Liaise between internal and
external stakeholders to ensure smooth business operations. Project lead
(including day to day management) for regulatory submissions, and pricing
strategies working closely with regional distributors to ensure optimal
patient access to new and existing Julphar products. Contributes to the
development and evaluation of innovative pricing strategies (including
submissions) Continue mapping key funding organizations, the Influencers and
decision makers within payer organizations to anticipate their current and
future needs. Managing and ownership of P&L for current active countries in
his/her assigned region. Territory Management Implement properly the sales and
marketing strategies for the assigned territory and ensure target setting and
achievement for the sales team. Track and monitor performance for all products
in the portfolio, consolidate data, and prepare regional reports e.g. monthly
consumption, forecasted orders, stock. Achieve and exceed monthly, quarterly &
annual sales targets for all allocated products and maximize profitability.
Attain optimal stock management and ensure availability of promoted products
with minimum expiries. Monitoring distributors' sales team performance,
analyzing sales data, periodical forecasting and proper reporting. Utilize
business intelligence tools to provide sales insights to marketing and sales
staff Ensure collaboration, coaching and motivation of working team , managing
efficient distribution network to achieve budget goals and outputs for the
assigned territory Ensure proper implementation of all Marketing Activities by
planning, monitoring existing sales teams to drive revenue growth. Core
Competency A performance-driven individual, with a strong sense of urgency,
exceptional organizational credibility, and deep understanding of the
business. Must be highly result oriented with strong sense of accountability &
ownership with a mind to accept Changes Must possess excellent interpersonal
and verbal and written communication skills. Excellent negotiation and
objection handling skill to ensure customer satisfaction Adapt at identifying
issues, driving to root cause and showcase the ability of problem solving
skill Demonstrated excellence in project management and effectively managing
multiple projects/priorities. Strong analytical and business planning skill in
developing forecasts and financial models Awareness of and strong ability to
handle regulatory procedures & compliance from Market Access point of view
Strong leadership competence and demonstrated Influencing Skill Should be calm
and composed to work in complex and ambiguous situations You are a team leader
with a proactive and collaborative approach and enthusiastically manage
stakeholders in good spirit Qualifications: - Education 4 years Bachelor's
degree in Pharmacy / Science/ Economics, Health economics or related
discipline - Experience: Having 10-12+ years of experience in the
Pharmaceutical industry & in that at least 4+ years should be as a Market
Access role preferably in Africa and/or other geographies. - Training: Key
Competencies: Previous experience in sales management, ability to undertake
work related travel requirements whenever needed. Excellent written and spoken
command of English - French is a definite plus. Proven experience in market
access or health economics in the pharmaceutical industry, with a
comprehensive understanding of the pricing /reimbursement environment and the
government/payer review process. Previous experience in distributors
management or B2B models. Understanding or experience in public relations and/
or government affairs Subject matter expert in Market Access strategy &
practices Good knowledge of regulatory policies and pricing strategies.
Ability to work competently in software programs including Word, Excel and
PowerPoint Ability to work well in both a team environment and independently.
Ability to travel with no restrictions. Technical Competencies: