Sales Lead, Oncology
4 days ago
Purpose of the position:
This role has the responsibility to deliver sales results of Astellas solid tumour portfolio and lead team in assigned zone to meet or exceed established sales targets and sales-call execution goals in compliance with company regulations / code of conduct.
Assesses individual & team progress toward goals, develops Product Specialists (PS) to enhance key commercial capabilities e.g., customer excellence, digital & data excellence, etc., coaches to improve them and advance to higher career level. Able to manage & maximize performance of the team.
Demonstrates and inculcates Astellas’ 7 competencies (Patient Focus, Result Orientation, Strategic Orientation, Innovation, Growth Mindset, Diversity & Inclusion, Working as One Astellas)
Core Tasks, Responsibilities:
Responsible for managing the sales team to achieve the given sales target, targeted market share and expenses KPIs.
Cascades and distributes suitable sales target to each PS to achieve the Zonal sales target as well as All India sales objectives.
Ensures Zonal Sales Teams adheres to all KPIs relates Sales Force Excellence (e.g., Call as per Planned Frequency, Call Reporting, Coverage), Digital Excellence (Veeva Calls, Emails)
Identifies potential business risks and pro-actively formulates and implements risk mitigation plan along with the team.
Seeks information and analyses marketing strategies and activities of competitors to plan innovative sales/marketing activities/strategies and actionable sales plan to implement in market.
Assesses market situation and provides a responsible, accurate market feedback to management team.
Displays pro-active cross functional collaboration to drive business, discuss potential challenges and solutions.
Partners w/ Marketing for on-ground/in-market implementation of sales & marketing sales and marketing activities
Ensures full compliance w/ Astellas SOPs, Policies and Code of Conduct while conducting business activities and ensures timely close out w/ all proper documentation in Astellas systems.
Actively collect as well as guide PS to collect pharmacovigilance information such as adverse events (“AE”), special situations
KOL Relationship Management
Engage with potential customers, including key authorizes doctors and hospital directors to drive business and support PS to enlist the company’s products to hospital formulary to expand accessibility to patients and achieve sales targets.
Ensures that the company provides the high-quality education and scientific engagements which meet customers’ expectation to build loyalty and promote our brands.
Classify HCPs and build visiting plan to deliver/execute communication plan, marketing activities to achieve goal of assigned market.
Product Specialist Management
Conducts periodic (e.g., monthly) reviews of Zonal sales team across functional stakeholders (e.g., Marketing, KAM, Medical, HR) to evaluate past performance, identify challenges, action plan to overcome challenges and outlook.
Provides day-to-day supervision of activities, including coaching, advising, training, motivating, manpower planning, and performance evaluation of subordinates to ensure that they are fully developed to meet the objectives of the sales division, and for the challenges of the future. Partners with HR and assesses, identifies, and constructs robust individual development plans for team members.
Other Responsibilities
Control expenses aligned with approved annual budget effectively.
To provide support beyond abovementioned responsibilities as and when requested by organisation.
Skills and knowledge:
Excellent customer service skills addressing the needs of both external and internal customers with strong strategic, communication and process skill.
Having strong networking/ connection with Key Opinion Leaders in Transplantation/ Intensivist/ Oncology in Zone of India is an advantage.
Have good experience in field force management and territory management.
Demonstrated skills and experience to manage risk, mix and span across products, people, and geographies.
Qualifications:
Bachelor of degree in Business Management/ Pharmacy/ Medicine or relevant field.
Soft skills:
Excellent presentation skills
Excellent negotiation skills
Good interpersonal skills
Possess strong influencing/persuasiveness abilities
Creative and innovative
Detail-oriented, independent thinker, self-driven
Excellent organizational and problem-solving skills
Ability to work under high pressure
Good managerial and coaching skills
Work Experience
5 plus years in Zonal Manager role in a Multi-National company in Oncology Solid Tumour segment
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