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Sales Excellence Lead Gulf Countries


Posted on December 17, 2019

2 - 3 years Al Kuwait - Kuwait

Other(Other), Any Graduation. Any Nationality

Opening 01

Job Description

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Purpose :
In this position, you will be primarily accountable for consistently and effectively:
Co-creation of product strategy for his/her product(s) in the Gulf Countries in cooperation with the brand team as well as ensuring the proper implementation.
Leverage the culture of teamwork with strong analytical capabilities that support product strategy shaping and implementation
Hire, develop his/her direct reports and create an environment of strong team spirit, effective communications, and inspire the team to achieve short and long term goals.
Continuous analysis of market information and timely recommendations to the brand teams for taking corrective measures.
Sales Planning:
Participate in business unit Planning Processes
Work with manager and others to cascade and align the National Sales Plan, brand and other business goals and objectives to the assigned area
Prepare and implement appropriate sales strategies and plans that will support brand goals and ensure sales, marketing and other relevant business targets are met or exceeded
Work with cross-functional partners to align sales, marketing, account management and other relevant strategies, plans and tactics for seamless field execution
Accountable for an effective, timely and targeted Sales Plan and budget for multiple territories, as assigned
Interpreting KPIs & PIs of patient flows, maintaining sources audit and identifying knowledge gaps while providing further input & insights as to optimizing further business impact
Customer Relationship Management & Sales Operations:
Work with your team and others to:
Create, enhance and maintain appropriate analytics, reporting, sales incentive programs, sales force sizing, customer targeting and other tools to support optimal sales operations
Implement and coordinate customer plans to ensure that sales activities deliver value to targeted customers
Effectively resource customer activities to ensure ROI is achieved
Provide timely feedback to internal stakeholders regarding external marketplace changes and help devise appropriate solutions
Drive ongoing innovation and growth for assigned brand(s)
Ensure sales representatives understand key selling messages, customer strategies, activities and required business outcomes
Assign customer targets to sales representatives
Review and report sales initiatives quarterly and recommend any necessary adjustments
Conduct regular monitoring and ensure appropriate sales representative activity (call concentration, frequency, call quality and compliance)
Address issues or opportunities for improvement with sales representatives in a timely manner
Ensure sales representatives have all marketing-related materials and other resources in a timely manner
Regularly track area sales performance and results. Recommend opportunities to enhance sales performance to ensure financial targets are consistently met for each reporting period
Monitor expenses and ensure compliance with agreed budgets
Conduct regular visits in the field working with team members and provide coaching, development, guidance and support
People Management:
Hire, develop and oversee the work of your direct reports
Create an environment of strong team spirit, timely and effective communications, sense of urgency, high motivation and inspire your team to achieve goals in the immediate- and longer-term
Develop/ensure clear roles and responsibilities, learning & development, other resources, tools and expense budgets for the assigned affiliate Sales area and team
Lead or participate in special projects or other initiatives
Establish and manage regular communications and interactions across the team. Includes leading and managing sales meetings as well as playing a leadership role in national meetings and other corporate forums
Lead and facilitate cross-functional customer planning meetings
General (Mandatory):
Attends / completes all requisite on-line and F2F trainings (Role specific, Safety responsibility and Compliance) within specified time limit
Identifies, collects and immediately reports all safety related information on Roche products to Local Safety Responsible as per Roche requirements and local regulations
Adheres to company (both local and global) policies and procedures at all times, including Health & Safety requirements.
Degree on Pharmacy, Medicine or scientific background with experience in Pharmaceutical Industry is mandatory
Master s degree or MBA would be an asset
Experience and Knowledge
5 or more years' work experience with MNC
A minimum of 2 years' previous sales experience in the pharmaceutical, biotechnology or related industry
Previous experience in same therapeutic area is a plus
Previous pharmaceutical, biotechnology or related product marketing or similar experience is preferred
Previous account management or other managed care experience is a plus
Previous experience in support functions is a plus, e.g., sales operations, sales training, etc.
Previous experience in completing and implementing attainable sales plans
Thorough knowledge of relevant country laws and regulations that govern the pharmaceutical/biotechnology industry
Strong grasp/understanding of products and the surrounding marketplace
Roche is an equal opportunity employer.
Sales & Marketing, Sales & Marketing > Sales

Sales / Business Development


Sales Excellence Lead Gulf Countries


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