National Sales Manager – Governmental Sector
Boehringer Ingelheim
مجموع سنوات الخبرة :19 years, 1 أشهر
Responsibilities:
Sales planning
• Works closely with direct reports in implementing an effective Sales Action Plan with the objective of maximizing BI business in Governmental sector and to ensure achievement of annual company objectives
• Monitors the sales development and performance of BI products by coordinating with direct reports and takes corrective measures when required.
• Coordinates with CEE department to review targeting and segmenting of BI customers by building a Customer Value Matrix per core brand per country in order to maximize Field Force efficiency
• Secures consistent and sustainable growth in sales and revenue by identifying and developing new market opportunities
• Ensures adherence to the operating budget by setting individual budgets and exercising fiscal control in order to improve profitability
Sales management
• Ensures achievement of sales and revenue targets, as approved by corporate, by setting sales targets for each direct report and closely monitoring their performance on a monthly basis
• Ensures direct reports have allocated sufficient time and resources to agreed segmented areas
• Builds and retains relations with key opinion leaders, Governmental authorities and healthcare agencies in order to secure their support for BI core products and foster long lasting relations
• Monitors the presence of BI products on government listing and takes actions accordingly
• Ensures agents have stock availability for the Governmental sector
Marketing
• Leads and monitors all account management activities to ensure reoccurring business and maximum profit
• Oversees and participates in different marketing activities (e.g. CME, AV’s, PMS etc.)
• Liaises with direct reports, Local marketing for the development of promotional materials for local congresses etc.
People management & development
• Acts as a role model to communicate BI’s values, as well as core technical and leadership competencies to direct reports
• Contributes to the coaching, mentoring and training of direct reports. Ensures that regional sales Managers are sufficiently equipped to manage their direct reports and helps assign certain tasks and sales targets to different individuals
• Liaises with the Training manager and HR to formulate targeted learning and development training plans based on a needs analysis for each direct report as well as their direct reports
• Ensures that the right people are placed in the right jobs and staff are performing according to agreed standards
• Identifies issues that affect employee satisfaction and raises the issues to senior management
• Builds opportunities for direct reports to suggest, participate in and contribute to improvement, innovation and knowledge sharing initiatives
• Provides timely inputs on an annual basis for workforce planning for direct reports and co-operates with the HR department accordingly
Responsibilities:
Sales Planning
• Works closely with NSM in designing an effective Sales Action Plan with the objective of maximizing BI business in MOH sector to ensure achievement of MOH sales targets/objectives
Sales management
• Ensures achievement of sales and revenue targets, by setting sales targets for each sales rep and closely monitoring their performance on a monthly basis
• Monitors medical reps activities to ensure they are allocating sufficient time and resources to agreed segmented areas
• Coaches, leads and supervises Reps KPIs
• Develops and builds relations with key opinion leaders in order to secure their support for BI core products and foster long lasting relations
• Liaises with Brand managers in executing a marketing plan in the MOH sector
• Conducts CME and AV meetings with key opinion leaders
People Development
• Supervises direct reports’ activities to ensure that staff is delivering according to the sales targets of the established annual plan. Builds mutual understanding and agreement of objectives / strategies
• Contributes to the coaching, mentoring and training of direct reports.
• Manages a skills inventory of direct reports focusing on selling, negotiation and presentation skills.
• Ensures that the right people are placed in the right jobs and staff are performing according to agreed standards
People management
• Acts as a role model to communicate BI’s values, as well as core technical and leadership competencies to direct reports
• Builds opportunities for direct reports to suggest, participate in and contribute to improvement, innovation and knowledge sharing initiatives
• Plans, manages, and reviews individual performance and provides regular informal feedback as required. Conducts formal bi-annual performance appraisals for direct reports and reports on their performance to superiors as required.
Develop and maintain competitive advantages for the company in the Governmental sector.
Expert on account decision making processes and stakeholders (the structures behind these), which have an impact on company products and target the right stakeholders at the right time
Establish a clear partnership with the account (s) that delivers a win: win: win for patients, customers and company
Identify and implement Market Access Strategies.
Understands the wider healthcare system and leading practices and can anticipate future account and customer goals and communicate these effectively within company
Work cross functionally with marketing and medical to develop our brands portfolio performance in the Governmental sector.
Work with all company Ethics and Code of Conduct policies and manage, monitor and drive compliance in all business systems and SOP’s.
- Developing optimal pricing and market access strategies for pipeline products and pricing strategies of in-line brands (tenders etc.)
- Understanding the pricing and market access environment (Clinical evidence versus standard of care, Cost Effectiveness, Payer attitudes, Reference pricing, etc). Use this understanding to set appropriate pricing strategy for BI Products
- Works cross-functionally with Sales, Medical, Marketing to determine optimal Marketing strategies.
- Play a key part in developing pre-launch plans and securing resources to support effective preparations for launching new brands. This will be executed by setting the price according to pricing and access research.
- Mapping of the key MOH accounts throughout the kingdom and set the access plan by deliver high quality Diabetes alliance - MOH access plan with clear leverage points and activities per stakeholder.
- Establish Diabetes database in MOH for current and future planning.
- Optimize Market Access activities to achieve BI products enlisting in SGH Tender.
- Ensure full alignment with Alliance brand team in KSA to ensure optimal use of resources.
- Plays a key role in shaping BI input into the Governments development of value based pricing and coast effectiveness through BI- Lilly project.
- Promotion, distribution and launch of pharmaceutical products.
- Develop, manage and maintain new and existing accounts.
- Analyze and propose alternatives to customers.
- Prepare and present business reviews for key accounts.
- Implementation CRM flex program.
- Implement and follow Post marketing surveillance (PMS) project with physicians.
- Coding B.I Products in MOH formulary Saudi Arabia.
- Promotion, distribution and launch of pharmaceutical products.
- Develop, manage and maintain new and existing accounts.
- Analyze and propose alternatives to customers.
- Prepare and present business reviews for key accounts.
- Implementation CRM flex program.
- Implement and follow Post marketing surveillance (PMS) project with physicians.
- Promotion, distribution and launch of pharmaceutical products.
- Develop, manage and maintain new and existing accounts.
- Analyze and propose alternatives to customers.
- Prepare and present business reviews for key accounts.