First Line Sales Manager

**JOB TITLE**

**First Line Sales Manager - RIA**

**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**

To effectively lead the Sales Team and promote AstraZeneca Products in order to maximize sales revenues within AZ code of conduct.

The FLSM is responsible for their assigned team’s sales productivity, and directs their effort in order to have the greatest overall impact on company results and team managed.

The FLSM manages all aspects of running an efficient sales team, including hiring, supervising, coaching, developing team performance, disciplining, and motivating.

**What you’ll do**

**Coaching Medical Representative**
- Coaching is the number one team management activity that drives sales performance. The goal of coaching is to help each sales rep to improve their performance and reach their true potential. It’s about developing your “A” sales people to become “A+” and developing your “B” sales people to become “A’s
- Communicate standard expectation from medical knowledge to customer management.
- Identify sales reps developmental level and adapt their leadership styles accordingly.
- Conduct multiple coaching sessions between calls, communicate the coaching plan and gain commitment from Med Reps.
- Follow up to assess coaching intervention success and plan additional activities as needed.

**Recruiting & Hiring Medical Representatives**
- Contribute to the development of the sales recruitment strategy.
- Select and Assess the Med Rep along with the HR.
- Develop network of contacts in the industry that allow identification and targeting of the best available sales people.
- Sell company image and values as part of the recruiting process.

**Providing inspirational leadership**
- Lead District Team to meet or exceed established sales forecasts and call execution goals.
- Seek out the needs of individual customers in district and sets appropriate expectations and plans to address these needs.
- Reward and recognize strong performance
- Develop sales reps to enhance skills and advance to higher career level (including future District Manager)
- Proactively anticipate and addresses obstacles that may impede results.
- Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.

**Passion for Customer**
- Maintain close contact with KOL’s and other key customers including those who have significant influence in the purchasing decisions with major hospitals/institutions for the assigned products

**Collaborating and Influencing others**
- Work collaboratively across functional areas, serving as a resource within the region and by leveraging the expertise of others.
- Act as a liaison between the sales force and other cross-functional areas, persuading, convincing or motivating a targeted audience through collaboration and direct or indirect influence.

**Performance Development**
- Identify training needs or career development opportunities and work with HR and/or Training for appropriate training and non-training development interventions.
- Assess individual and team progress toward goals, and coach to improve.
- Identify early and accelerate the development of top talent and provide appropriate development opportunities for future career progression (succession planning).
- Demonstrate understanding of the sales career path and is able to have a career dialogue with his / her reps, managing expectations as needed and clarifying development potential and actions required.
- Develop a performance management culture, communicate and monitor measurable performance objectives.
- Lead high performance team through proper performance management using IDP as a key tool.
- Work with individual sales reps to establish appropriate and challenging goals for each territory.
- Make informed business decisions by analysing decision impact, risks, and coaches Med Reps on how to make effective trade-off decisions for maximum return.
- KPI's monitoring achievement to ensure greatest overall impact on team & company results.

**Area Management**
- Think strategically and makes effective trade-off decisions regarding resources to achieve optimal business results.
- Influence business partners on the development of sales goals based on expertise.
- Review all future planned activities (sales action plans, performance management, etc.) and expenses for implications to the budget. If needed, create business case for investments needed to achieve sales revenue goals.
- Ensure proper territory design and distributions among team members to capture potential.

**Sales Management**
- Develop TAP including sales analysis, business planning and people development action p