First Line Sales Manager (Gastro and Respiratory) Kenya

Do you have expertise in, and passion for science working with private and public healthcare? If so, AstraZeneca might be the one for you!

ABOUT ASTRAZENECA

AstraZeneca is a global, innovation-driven BioPharmaceutical business that focuses on the discovery, development and commercialization of prescription medicines for some of the world’s most serious disease. But we’re more than one of the world’s leading pharmaceutical companies.

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. Always committed to lifelong learning, growth and development.

ABOUT OUR KENYA COMMERCIAL TEAM

Our Commercial team plays a crucial role in driving accessibility of AstraZeneca innovative medicines to ensure improved patient outcomes and bringing together the healthcare ecosystem through negotiating & articulating the strong and innovative value story of our science led medicines, guided by the AstraZeneca values.

Here our work has a direct impact on patients - transforming our ability to develop life-changing medicines.

Our team focuses on Respiratory/Immunology, Oncology and Cardiovascular Renal & Metabolism Therapeutic Areas.

As an organization centered around what makes us human, we put a big focus on people. Across our business, we want colleagues to wake up excited about their day at the office and in the field. Along with our purpose to bring life-changing medicines to people across the globe, we have a promise to you: to help you realize the full breadth of your potential. Here, you’ll do work that has the potential to change your life and improve countless others. And, together with your team, you’ll shape a culture that unites and inspires us every day. This is your life at AstraZeneca.

What you’ll do?

Be part of a fast growing and exciting opportunity to drive AstraZeneca’s innovative programme under the banner “Africa PUMUA Initiative,” a programme committed to Redefining Asthma Care in Africa through partnership with Government, Healthcare Professionals and Societies. You will be part of this exciting journey as we aim to improve paediatric and adult asthma management across the public and private sectors.

Some areas of focus for this role will include:

Team Coaching

• Appoint, build and maintain a first class cohesive sales team and provide ongoing motivation
• Agree Sales Rep’s roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis
• Foster the development of individuals with the appropriate level of needs analysis, coaching and support
• Ensure the coaching process is firmly entrenched and coaching plans are effectively implemented:
• Assess sales reps against Leadership Selling best practice
• Identify strengths and areas for improvement
• Coach sales reps 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

Develop Territory Action Plan (TAP)

• Target customers (based on brands promoted and strength of existing relationships with AstraZeneca) & assess business opportunities, the regional selling environment & brand campaigns
• Adjust territory call plans and create rep call plans aligned to the segmentation and targeting exercise, team resources and capabilities, and company requirements
• 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
• Allocate appropriate resources across sub-territories and customer groups and prioritise actions based on sales impact, national segmentation and targeting; ensuring all actions are aligned to the Pharma Code
• Work collaboratively with the Brand Manager, KAMs and RSMs of the Business Unit.
• Drive performance through successfully communicating the territory action plan as agreed by defining actions to build individual and team capabilities

Manage and Achieve Territory Action Plan

• Ensure that objectives and standards of performance are understood and owned by Sales Representatives in the team
• Engage customers in the development of solutions; seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions
• For sales targets, budget, KPI’s and C-Smart actions

• Assess the performance against targets
• Explain the gap and root cause
• 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

Maintain administrative systems and control

• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget including:

• Sales reporting
• SFE/KPI control
• Coaching

• Manage Veeva requirements:

• Logging of calls
• Synchronisation
• Accuracy and currency of data

• Ensure team members meet all admin requirements e.g. expense reports, EI forms and other admin requirements
• Report as required on territory action plan implementation and budget spend and take corrective action as required

If this sounds appealing, please read on to understand the experience and skills we’re looking for…

ESSENTIAL SKILLS & EXPERIENCE REQUIRED?

• Bachelor’s degree - BSc. Biological Sciences/ Health Sciences
• Demonstrated leadership capabilities, financial management, written and oral communication skills
• 5-10 years commercial experience in the Pharmaceutical industry
• > 5 Year’s Sales Experience in management role

Desirable for the role

• 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
• First-hand experience promoting/marketing Gastro and Respiratory portfolio

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.

Join the fastest growing pharmaceutical in our markets, set up to fuel further growth. Be part of our shared ambition and pride: our strong heritage, our turnaround story, and early investment and commitment in International markets. There’s no better place to feel inspired and energised.

SO, WHAT’S NEXT?

Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you!

Click the link to apply no later than 12 July 2021 and we’ll be in touch as soon as we can.

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

Close Date: 12/07/2021

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.