Regional Sales Head - Pharmaceuticals

Job Purpose

To provide vision and leadership to field sales teams (FLSLs) to meet area business objectives and establish Company as the customer's key partner and advisor. This will be enabled by inspirational leadership and motivational coaching of the field sales teams (FLSLs) which will develop the team's scientific knowledge, operational and business performance as well as lifting their selling capabilities.

Key Responsibilities

Leveraging Knowledge

- Builds a comprehensive knowledge of Pharmaceuticals corporate, commercial and brand strategies and encourages the FLSLs (and their teams) to leverage their knowledge to create greater customer value

- Is able to leverage scientific knowledge with the FLSLs (and their teams) to support their customer engagements

- Inspires the FLSLs to build their teams customer and patient understanding delivering to an increased value of company to the customer

- Builds strong and engaging patient focused customer and key opinion leader (KOL) relationships

Leading Performance

- Builds FLSLs capability to assess the area's performance and through situation analysis drives the development of appropriate actionable insights to increase the performance of company Brands

- Develops cross functional region business plans, based on insight, that inspire the FLSLs and drive alignment of appropriate objectives, strategies and tactics through the team

- Drives effective implementation of appropriate business plans through regular performance tracking, taking corrective actions and uses feedback to ensure continuous improvement

- Leads the regions sales organization to achieve performance objectives and through periods of change demonstrating winning leadership behaviors

- Ensure all appropriate activities are delivered within P&L responsibility for the region

Building Leadership and Sales Capability

- Builds sales organizational capability through the development and management of personal development plans for FLSL's

- Coaches and manages the FLSLs to drive sales team performance using the Coaching approach and the fundamentals of Patient focused Scientific Selling

- Establishes a clear and actionable vision about current and future needs in regards to sales capabilities and develops appropriate strategies and tactics to maintain competitiveness

- Develops the leadership capability and skills of the FLSLs reinforced by positive role modelling

- Leads and promotes internal cross-functional collaborative relationships and ways of working which contribute to business efficiency and effectiveness

In all areas, demonstrate understanding of and compliance with laws, codes of conduct, policies and frameworks in which We operates and live our vision, values and expectations. Unison the team and ensure company culture is deeply embedded.

Accountability:

- Primary deliverables of role; its scope; budgetary control (operating/capital), impact on strategy, policy, business or people relationships

- Achievement of identified commercial targets

- Achievement of identified critical lead measures of the region (e.g. call rate, call frequency, business planning, capability development)

- Region business strategy, planning and execution

- Talent development & succession planning

- Financial control & procedure

- Team & personal resilience

- Customer conflict resolution

- Performance Management

- Personal development planning in the spirit of continuous improvement

- Values and code of conduct

Competencies: (Expertise and Execution)

Basic Requirements:

- Critical/essential to accomplish the role

- Tertiary Education preferably within life sciences

- Influencing, impacting and convincing others

- Organizational skills

- Analytical thinker

- Inspirational leader

- Change agent

- Personal resilience

- Scientific knowledge

- Patient focused

- Business planning & execution

- Proactive collaboration

- Leadership & development of people

- Results oriented

- Problem solving

- Integrity and professionalism

- Customer centricity and focus

- Takes initiative and sets agenda