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First Line Sales Manager

3 weeks ago

Riyadh, Saudi Arabia AstraZeneca Full time

**JOB TITLE**

**First Line Sales Manager - Oncology
**ABOUT ASTRAZENECA**

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation 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.

**ROLE SUMMARY**

The First Line Sales Manager (FLSM) coaches, leads, develops, and guides Oncology Sales Specialists, driving improved performance and capabilities in generating clinical demand for Oncology brands with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business.

The FLSM is accountable for managing individual territories / tumours, taking ultimate responsibility for their performance, and for delivering sales results for those areas.

The long-term goal is to develop strategic and mutually beneficial relationships with the Multi-Disciplinary Team (MDT), Decision Making Unit (DMU), and potentially other stakeholders, based on a deep scientific understanding of the issues in order to identify the best opportunities for any part of AZ's Oncology portfolio to deliver life-changing medicines to patients.

**What you’ll do**

**Develop territory and account strategy**
- Identify and prioritise accounts with strategic value to AZ, e.g., hospitals, supply pharmacies, 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 Sales Specialists to develop appropriate / challenging goals within each territory / tumor

**Lead, coach and manage team of Sales Specialists**
- Develop and maintain productive working relationships with account teams in order to manage and motivate teams effectively
- Review team's and individuals' performance; provide honest and constructive feedback, and recognise 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 MDT and DMU
- Support Sales Specialists in utilising different communication approaches, techniques and channels to help build knowledge in the MDT / DMU, including
- 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 programmes 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 also 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

**Essential for the role**
- High grades in university degree in natural sciences, or economics or equivalent
- Experience in pharmaceutical industries of minimum 5 years, at least one year in AstraZeneca.
- Experience in Oncology TA or any other related Speciality Care is essential.
- Experience in Sales & People Management is preferred.
- Proven track record of engaging and developing lasting relationships