Zonal Business Manager

About AstraZeneca

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines for some of the world's most serious diseases. But we're more than one of the world's leading pharmaceutical companies.

Job Description / Capsule

ZBM will be responsible to monitor execution of marketing & sales plan in the zone, with the objective to ensure that sales targets are met in the area consistently. You are also required to lead and coach a team of sales specialist (KAM's) and ensure performance as per standards. You are responsible to foster a robust capability building ecosystem and actively engage in aiding the learning and development processes by arranging relevant training programs and workshops.

Typical Accountabilities

• Develop territory and account strategy
• Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate resources from lower priority accounts to invest in higher priority ones.
• Develop strategies and tactics to provide optimal resource allocation in alignment with the Oncology TA and brand strategy, within the governmental and regulatory environment.
• Work with individual KAM to develop appropriate / challenging goals within each territory / tumor.
• Lead, coach and manage team of Sales Specialists (KAM's)
• Develop and maintain productive working relationships with account teams to manage and motivate teams effectively.
• Review team's and individuals' performance; provide honest and constructive feedback and recognize and encourage good performance.
• Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach individual team members as required, etc., in both Oncology expertise and engagement skills.
• Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear goals and expectations and track progress against these.
• Identify and tackle challenges and issues within the team / individual team members.
• Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading the team.
• Build strategic partnerships with key accounts
• Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients.
• Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value accounts.
• Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant activities, e.g., product development, marketing,
• sales efforts.
• Support capability building in healthcare ecosystem.
• Build knowledge and understanding about AZ's overall Oncology value proposition, and product's labelled indications and efficacy data among internal team of Sales.
• Specialists and all externally relevant stakeholders in the DMU
• Support Sales Specialists in utilizing different communication approaches, techniques, and channels to help build knowledge in the DMU.
• Conduct science-based discussions with the HCP as per the approved indications of AZ's products.
• Arrange multidisciplinary workshops for physicians and other healthcare professionals.
• Arrange and coordinate effective speaker programs with physician advocates and KOLs.
• Actively support Oncology nurses on relevant trainings, e.g., chemotherapy
• Ensure compliance.
• Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists.
• Be compliant with all external regulations and internal policies – and ensure broader AZ team is compliant and enforce compliance in the internal team
• Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions
• with patients

Education, Qualifications, Skills and Experience

Essential

Bachelor's degree in science or B. Pharmacy with a preferred background in oncology sales / Reimbursed Institutions within a prominent Pharmaceutical Organization.

Proficiency in managing significant corporate chains of hospitals and Gov., accounts.

Strong track records of people leadership, as evidence by 3+ years of experience as first line manager. Preferably in Oncology.

Thorough Product Knowledge. Aptitude for establishing and nurturing strategic relationships. Comprehensive understanding of the Pharmaceutical Industry.

Effective Influencing and Communication Skills. Proficiency in Customer Management.

Strong Commercial Acumen. Proven Selling Skills.

Desirable

Previous management experience

Previous exposure and / or experience in other functional areas of the business such as Sales Training, Operations, Brand Team, or Managed Markets

Key Relationships to reach solutions

Internal (to AZ or team)

Business Leadership Team

Commercial Excellence Team

Business Marketing

Business / Trade Team

Medical & Diagnostic Team

External (to AZ)

Health Care Professionals

Heath Care Organizations

Govt Channel Partners

Why AstraZeneca

At AstraZeneca we're dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There's no better place to make a difference to medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth, and development. We're on an exciting journey to pioneer the future of healthcare.

You can find alternative messaging to use in the 'Global Talent Attraction Story messaging' section of the Global Playbook on the Employer Brand Portal - try to use other examples in order to make it different for candidates!

So, what's next

Where can I find out more

Our Social Media, Follow AstraZeneca on LinkedIn https : / / www.linkedin.com / company / 1603 /

Follow AstraZeneca on Facebook https : / / www.facebook.com / astrazenecacareers /

Follow AstraZeneca on Instagram https : / / www.instagram.com / astrazeneca_careers / hl=en

If you have site, country or departmental social media then feel free to switch any of the above links.

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.

Skills Required

Selling Skills, Product Knowledge, Customer Management