Typical Accountabilities

Leadership & People Management

• Lead sales team to meet or exceed established sales forecasts and call execution goals. 
• Work with individual sales reps to establish appropriate and challenging goals for each territory. 
• Assess individual and team progress toward goals, and coach to improve.
• Develop sales reps to enhance skills and advance to a higher career level
• Provide search, evaluation, recruitment and adaptation of new employees to achieve the business goals set for the team according to corporate requirements and standards
• Conduct coaching and regular feedback to MSRs, ensuring their focus on commercial effectiveness
• Ensure the work of MSRs is conducted according to SFE standards
• Assess MSRs against Leadership Selling best practice,  coach them on Leadership Selling and submit coaching plans and reports
• Plan career and succession paths; formulate and action tailored Individual Development Plans (IDP) that underpin employee development and growth and are aligned to AZ Values
• Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance
• Facilitate departmental and interdepartmental collaboration, participation, communication and support to maximise performance
• Assess current and potential staff needs for training, development, and other resources to achieve goals.
• Create individual goals and long-term development plans for employees of their team, support their initiatives (project work, interaction with other departments and regional teams, etc.) to improve their skills and prepare for new roles in the company.
• Unite all MSRs in a cohesive group, creating an atmosphere of harmony, trust, competition and interaction in the respective territory.
• Ensure all MSRs have tools and access to business information needed to perform their job.
•  Ensure that all MSRs plan, conduct, analyse and record all meetings with doctors and other clients in accordance with the requirements of the Company.

Client & Territory Management:

• Proactively anticipate and address obstacles in the respective territory that may impede results.
• Comply with all regulations regarding interactions with healthcare professionals, etc.
• Align the company's strategy with the team’s work plans and ensure its full implementation in the region.
• Build and implement on the territory Action Plans to increase the effectiveness of the regional team in accordance with the Company's marketing strategy.
• Review business plans twice a year and take necessary actions in response to changes of business opportunities & priorities, providing a return on investment.
• Actively look for opportunities to identify customer needs and ways of long-term cooperation with them.
• Achieve goals of the annual promotional cycle
• Develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives for priority product ranges within AstraZeneca’s business strategy
• Engage customers in the development of solutions; seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions
• Explain the gap and root cause to stakeholders (team, company management, external)
• Act decisively and quickly based on analysis of data, take corrective actions/ provide support as required to achieve targets
• Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required
• Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals

• Business Administration:

• Prepare a phased forecast of results for the year and budget changes as needed.
• Timely provide reports & data needed for the department head and business teams to understand the progress and forthcoming plans of the team
• Optimize and monitor the level of team activity using the standard reporting forms.
• Distribute and track the regional budget for each MSR, make sure that the budget is spent in the most efficient way and total costs do not exceed the limit
• Maintain administrative systems and control
• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget
• Manage Veeva requirements
• Ensure team members meet all admin requirements, timely & accurately submitting reports and corporate forms
• Report as required on territory action plan implementation and budget spend and take corrective action as required

• Broader impact on company success

• Identify opportunities and challenges to strengthen field force results through collaboration with other FLSMs and Sr./Executive MSRs
• Act as a role model to other FLSMs  , providing guidance and advice to junior associate FLSMs when needed

• Corporate responsibility:

• Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies
• Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
• Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.

Education, Qualifications, Skills and Experience

Essential

• Minimum 7 years of experience in pharmaceutical sales with 3 years’ experience in a managerial position.
• Abu Dhabi market Experience.

Soft capabilities:

• Influential skills and works cross-functionally.
• Self-driven
• Develop self and teams
• Highly accountable
• Matrix working  skills
• Business Acumen
• Analytical Skills
• Excellent presentation and long-term client relationship management skills.

Technical Capabilities:

• Coaching skills
• Forecasting skills
• Time management
• Solid PC skills (MS Excel, Outlook, Word, Power Point)

Desirable

• Working experience for Respiratory is a plus

For Internal Applicants:

• Minimum 5 years of experience in pharmaceutical sales.
• 2 years in AstraZeneca with valued or extra-ordinary contribution ( based on managers’ recommendation)
• Aspiration in sales based on own development plan.
• UAE Experience is desirable
• Working experience for Respiratory is a plus

Key Relationships to reach solutions

Internal (to AZ or team)

• Brand teams and Marketing
• Sales teams
• Enabling functions representatives

External (to AZ)

• HCPs
• KEEs
• State Healthcare Authorities

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.