Second Line Sales Manager

• Key Areas of Responsibility:

  
  

• Business planning and strategy development

  
  
• In collaboration with marketing, conduct an analysis of market / competitors to identify business opportunities and produce Plan of action with field tactics for CV products.
• Understanding the most important customers and their needs
• Develop Regional Business Plan based on corporate objectives & allocate resources (human, financial) for optimal sales impact.
• Monitor Regional Business Plan to ensure resources are directed to regions of greatest potential.
• Providing feedback to NSM based on their performance.
• Based on corporate objectives, set sales and resource budgets
• Communicate clear vision, field tactics and objectives to the sales force.
• Ensure national sales forecasts and operational budget targets are met or exceeded. Regularly review achievement of sales against targets and initiate appropriate actions as necessary.
• Optimize success through effective allocation of resources:  human resource investment, financial investment, and territory management.

• Strategic and Operational Sales Excellence

  
  
• Ensure Regional Action Plans are in line with the Business Action Plans
• Regularly revise and adapt the Regional Action Plans according to the demands of the market situation.
• Deliver activities aligned with SFE standards and metrics and ensure the establishment of SFE guidelines.
• Evaluate ROI of actions proposed by First Line Managers
• Monitor sales force effectiveness through key sales metrics reporting and take steps to ensure that target performance levels are achieved.
• Ensure accurate profiling and targeting.
• Generate innovative meetings supported by cross-functional teams with customers to increase access.
• Drive interface across target customer groups (hospitals, universities, SPs, GPs

• Coaching and Team Development

  
  
• Ensure recruitment and training guidelines are in place for the team, identifying competencies required for position success.
• Strong field force support with coaching FLSMs in developing business in their territories, coaching FLSMs on coaching reps on selling skills.
• Develop a performance management culture across the team and set up processes to establish, communicate and monitor measurable performance objectives.
• Ensure all steps of the Performance Management cycle are respected.
• Develop and implement strategies to enhance team motivation.
• Develop new “sales excellence” culture:  driving standards of excellence and developing capabilities, especially coaching, and selling skills.
• Provide clear communication, direction, and processes to teams.
• Coach, manage career development, develop succession plans.
• Develop First Line Sales Managers and ensure their ongoing development.
• Demonstrate business ethics and ensure active respect of values, CDTI, business ethics, local laws, policies, and procedures by Sales.

Resource Management             

• Allocate operational and promotional budgets for region
• Monitor and control agreed expenses and activities through CRM 

Customer Focus and Service        

• Maintain contact and relationship with key accounts/customers/Wholesalers.
• Ensure an optimal level of calling activity with key target customers.
• Monitor FLSM’s in-field MR coaching to ensure core promotional messages delivered within approved detail aids and in line with POA.
• Gain insight in market and effectiveness of campaigns through field visits with Medical Representatives and FLSM’

• Cross Functional Collaboration    

  
  
• Develop effective working relationships with Marketing, Medical, HR, Market access, Commercial Excellence and Finance
• Active participation at international meetings and projects where appropriate

• Sales volume and growth

  
  
• Sales Vs Target
• Market share
• All FLSM’s have regional business plan.
• Compliance to local ethical guidelines, AZ code of conduct and CDTI
• Turnover rate

• Governance and ensuring overall adherence to processes and regulation.
• SLSM Takes the responsibility and ownership of SOPs in timely manner, implementation and tracking of Ethical interactions policy.
• Ensures Sales team are aligned with values and vision of AZ
• Ensures Sales team actively participate/encourage the development of the AZ culture.
• Ensures Sales function are complaint with AZ code of conduct, Corporate Governance, Audits requirement, guidelines, codes, policies, and procedures.
• Ensures that company confidentiality is maintained (i.e. intellectual property, product, strategic and salary information)
• Discloses potential breach of codes or conducts.

• Minimum Criteria and Competencies:

  
  

  General education and Experience:

  
  
• Minimum 10 years’ experience in the pharmaceutical industry with at least 5 years in managerial position  
• Area/Regional experience would be a benefit
• MBA or equivalent in Management, Marketing or equivalent from a renowned school is a plus
• Cultural understanding  

• Functional Skills

  
  
• Strong knowledge of the Algerian Market and experience in an international company 
• Strong understanding of strategic planning processes
• A strong command of English and French
• Computer skills: CRM & MS Office (Word, Excel and PowerPoint).

• MANAGEMENT SKILLS:

  
  
• Strong people management skills
• Excellent resource management skills
• Good experience of financial management, budget handling and financial control
• Strong decision-making skills
• Excellent conflict management skills.
• Strong strategic and analytical thinking skills
• Excellent communication and interpersonal skills
• Strong teamwork and facilitation – effective at leading and being a team member.
• Gaining commitment – through effective influencing and stakeholder management
• Self – drive – to identify, initiate and implement projects to address area / marketing company.
• issues and / or to progress launch planning activities independently of line manager
• Ability to network across geographic and cultural boundaries.

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.