Head of Sales, Vaccines

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OBJECTIVES/PURPOSE: Takeda sees a world where all  people across the globe,  regardless of age, race, or  socio-economic class are protected  against the threat of dengue. 

The National Sales Head, Vaccines is a senior leadership position responsible for developing and executing the sales strategy for Takeda Vaccines across specified geographies. This role requires a proven track record of success in managing and motivating high-performing sales teams in the bio-pharmaceutical industry, specifically in vaccines.

ACCOUNTABILITIES:

• Develop and implement a sales strategy to achieve or exceed revenue targets in full alignment with Vaccines BU Head.
• Work closely with cross-functional field partners (MSLs, Medical Affairs, Market Access, GIB, Tenders team, public affairs etc) to ensure strategic direction and implementation pull through.
• Lead, coach, and mentor a national sales team, ensuring they have the knowledge, skills, and resources to succeed.
• Build and maintain strong relationships with key decision-makers at national, regional, and local levels, including healthcare providers clinics, pediatric vaccination centers, employers, schools, RWA, at home and other vaccination channels.
• Partner with the market access team to develop and execute strategies to ensure the vaccine reaches the intended populations.
• Partner with L&D in the development and implementation of an effective sales training program for Vaccines Area Managers and Vaccines Sales Team.
• Work with Field Distribution Team to ensure high quality distribution network through India and tech lead order management system.
• Analyze market trends and competitor activities to identify new sales opportunities and differentiate from competition.
• Monitor and analyze sales performance metrics and identify areas for improvement.
• Prepare regular reports on sales performance and forecasts for senior management – work closely with MIS to populate Vaccine Franchise Dashboards on a monthly basis.
• Work with cross functional team to close sales according to Takeda schedule in coordination with Vaccines BU Head
• Ensure compliance of the sales organization with all applicable SOPs, India laws and regulations.

CORE ELEMENTS RELATED TO THIS ROLE:

• Lead Vaccines sales team members to achieve sales targets and timely execution of planned sales activities. Provides leadership towards the achievement of maximum profitability and growth in line with company overall business strategy.
• Develop, communicate and implement effective sales strategies to expand the customer base, increase market share and develop new business.  
• Lead the development and implement a comprehensive sales training program together with Training that will keep the sales team at the forefront of the industry through continuing professional growth among sales managers and product specialists.
• Develop and review for improvement of sales related policies and procedures.
• Provide accurate reporting and detailed information on lead generation and sales efforts, including analysis of data and metrics.

DIMENSIONS AND ASPECTS:

Functional Capabilities

A.           Sales Management

• Establish sales goals based upon current market trends and aligned to company objectives.
• Monitor sales performance vs. plan and budget.
• Prepare sales forecasts and update on a monthly, quarterly and annual basis for accurate national sales planning.
• Work with internal stakeholders to ensure that there is sufficient supply and demand of priority products.
• Analyze sales data in order to identify opportunities/gaps across districts, provide recognition and address poor performance in a timely manner.
• Oversee implementation of promotional activities.
• Ensure proper allocation and monitoring of budgets.
• Conduct regular monthly sales reviews, provide coaching, review performance, and build motivation and selling skills of sales personnel.
• Ensure sales personnel adhere to the code of conduct and conform to the local laws and regulation in their line of work.

B.           New Business Acquisition

• Develop business plan and strategy to increase market share.
• Provide relevant information from sales activities to marketing teams that can help with crafting productive marketing strategies.
• Network with potential customers in an effort to promote certain products and to keep abreast with the current developments and trends within the marketplace.
• Prepare action plans by individuals as well as by team for effective search of sales leads and prospects.
• Monitor and analyse competitor’s activities and propose counter action.

C.           People Development

• Conduct regular reviews with all Sales Managers to build more effective communications, understand training and development needs, and provide insights for the improvement of District’s sales and activity performance.
• Develop, implement and monitor development program for each sales manager.
• Conduct regular feedback (Quality Conversations) and field coaching sessions and engage them in periodic performance reviews
• Mentor the sales team and nurture relationships with each team member in order to help them achieve their goals
• Collaborate with other stakeholders to ensure effective execution of brand strategies
• Set performance management objectives based on relevant Sales Force Effectiveness key performance indicators
• To perform other tasks and duties which may be assigned by immediate supervisor

D.           Institutionalize and internalise Takeda values, Takeda leadership behaviours and code of conduct

Technical/Functional (Line) Expertise (Breadth and depth of knowledge, application and complexity of technical knowledge)

• Ability to understand and communicate scientific concepts related to vaccines
• Proven leadership and ability to drive sales team.
• Highly analytical and with strong business acumen to determine and enforce beneficial strategies to run the sales team
• Ability to manage, optimize and identify opportunities with process enhancement and program growth
• Skilled at providing market recommendations and customer feedback to the leadership team

Leadership (Vision, strategy and business alignment, people management, communication, influencing others, managing change)

• Have a track record to demonstrate Strategic Thinking, Delivering Priorities, Inspiring others and building capabilities
• Strong and professional management skills to lead and oversee associates across different territories/district.
• Excellent communication skills.
• Strong initiative, ability to multi-task, as well as strong follow through skills.
• Must be detail oriented with strong organizational and analytical skills.
• Able to operate in a fast-paced and changing market environment.
• Able to work efficiently across functions and in teams

Decision-making and Autonomy (The capacity and authority to make organizational decisions, autonomy in       decision-making, complexity of decisions, impact of decisions, problem-solving)

This role will have autonomy in making recommendations to the Vaccines BU Head related to sales force structure, territory mapping, incentive and goals planning for the sales team along with cross functional alignment with other cross functional field leaders.  This role would also have the autonomy to propose distributor network strategy in conjunction with the distribution management team.

Interaction (The span and nature of one’s engagement with others when performing one’s job, internal and external          relationships)

This role has a high degree of interaction with internal as well as external stakeholders.

Innovation (The required level of scientific knowledge, knowledge sharing, innovation and risk taking)

This role requires high scientific understanding and ability to articulate approved core claims and messages with internal and external stakeholders

Complexity (Products managed, mix of businesses, internal and/or external business environment, cultural considerations)

The complexity of the Indian vaccines market requires this role to be super sensitive to changes in the market place across the country and respond in an agile manner.  Framing and anticipating mid range risks and mitigation is an essential part of this role.

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS:

• Bachelor's degree in business administration, life sciences, or a related field (MBA preferred).
• Minimum of 10-15 years of sales and marketing experience in the vaccines industry, with a proven track record of success in vaccines sales.
• Strong leadership and coaching skills.
• Excellent communication, presentation, and interpersonal skills.
• Deep understanding of the vaccines market landscape and dynamics.
• Ability to develop and execute strategic sales plans.
• Proven ability to build and maintain strong relationships with key stakeholders.
• Excellent analytical and problem-solving skills.
• Strong knowledge of relevant laws and regulations governing the sale and marketing of vaccines.
• Willingness to travel across India (60% travel) as appropriate for the role

ADDITIONAL INFORMATION:  (Add any information legally required for your country here)

• Experience in managing regional/zonal or national sales team.
• Experience in vaccines marketing, market access, public or government policy.
• Experience in launching new vaccines.
• Experience in working with government agencies and public health organizations.