National Sales Head, 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 India. 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 national sales strategy to achieve or exceed revenue targets in full alignment with Franchise Head.

• Work closely withcross-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, hospitals, employers, public health agencies, and government institutions.

• 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 identifynew 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 Franchise Head

• Ensure compliance of the sales organization with all applicable SOPs, India laws and regulations.

CORE ELEMENTS RELATED TO THIS ROLE:

• Lead nationwide (India)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 National sales goals baseduponcurrent market trends and aligned to company objectives.

• Monitor the National sales performance vs. plan and budget.

• Prepare sales forecasts and update on a monthly, quarterly and annualbasis for accurate national sales planning. 

• Work with internal stakeholders to ensurethatthereissufficient supply and demand of priority products.

• Analyze sales data in order to identifyopportunities/gaps acrossdistricts, providerecognition and addresspoor performance in atimelymanner. 

• Overseeimplementation of promotional activities.

• Ensureproperallocation and monitoring of budgets.

• Conduct regular monthly sales reviews, provide coaching, review performance, and build motivation and selling skills of sales personnel.

• Ensure sales personneladhere to the code of conduct and conform to the locallaws and regulation in their line of work. 

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B.           New Business Acquisition

• Develop business plan and strategy to increase market share.

• Providerelevant information from sales activities to marketing teams that can help with craftingproductive marketing strategies.

• Network with potential customers in an effort to promotecertain products and to keepabreast with the currentdevelopments and trends within the marketplace.

• Prepare action plans by individualsaswellas by team for effectivesearch of sales leads and prospects.

• Monitor and analysecompetitor’s activities and propose counter action.​​

C.           People Development

• Conduct regular reviews with allSales Managers to build more effectivecommunications, understand training and developmentneeds, and provide insights for the improvement of District’s sales and activity performance. 

• Develop, implement and monitor developmentprogram for eachsales manager. 

• Conduct regular feedback and coaching session and engagethem in periodic performance reviews

• Mentor the sales team and nurturerelationships with each associate in order to help themachievetheir goals

• Collaborate with other stakeholders to ensureeffectiveexecution of brand strategies

• Set performance management objectivesbased on relevant Sales Force Effectiveness key performance indicators

• To performother tasks and duties whichmay be assigned by immediate supervisor

D.    Institutionalize and internalize Takeda values, Takeda leadership behaviors and code of conduct

Technical/Functional (Line) Expertise

• Proven leadership and ability to drive sales team.

• Highly analytical and with strong business acumen to determine and enforcebeneficial strategies to run the sales team

• Ability to manage, optimize and identifyopportunities with processenhancement and programgrowth

• Skilledatproviding 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 todemonstrate Strategic Thinking, DeliveringPriorities, Inspiringothers and building capabilities

• Strong and professionalmanagement skills to lead and overseeassociatesacrossdifferentterritories/district.

• Excellentcommunication skills.

• Strong initiative, ability to multi-task, aswellas strong follow through skills. 

• Must be detailoriented with strong organizational and analytical skills.

• Able to operate in a fast-paced and changing market environment.

• Able to work efficientlyacrossfunctions and in teams

Decision-making and Autonomy

This role will have autonomy in making recommendations to the Franchise 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

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

Innovation

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

Complexity

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:

• Experience in managing a 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.