AstraZeneca تعلن عن وظيفة مدير مبيعات الخط الأول - بحث وابتكار في الرياض
First Line Sales Manager - R&I
🏢 AstraZeneca
تفاصيل الوظيفة
AstraZeneca، شركة أدوية عالمية، تعلن عن وظيفة First Line Sales Manager - R&I في الرياض. يتولى المدير تدريب وقيادة فريق المبيعات لتحقيق أهداف الأداء، وبناء علاقات استراتيجية مع العملاء الرئيسيين، والمساهمة في تطوير الأعمال بما يتماشى مع رؤية السعودية 2030.
نبذة عن الوظيفة
يقوم مدير المبيعات من الخط الأول (FLSM) بتدريب وقيادة وتوجيه فريق المبيعات لتحسين الأداء والقدرات في توليد الطلب السريري للعلامات التجارية مع الحسابات الرئيسية، وتحديد فرص الأعمال، وتقديم مقترحات القيمة بما يتوافق مع احتياجات وأهداف أصحاب المصلحة، والتوصية بالحلول لتطوير الأعمال. وهو مسؤول عن إدارة المناطق الفردية وتحقيق نتائج المبيعات. الهدف طويل المدى هو تطوير علاقات استراتيجية متبادلة المنفعة مع الفريق متعدد التخصصات (MDT) ووحدة اتخاذ القرار (DMU) وغيرهم من أصحاب المصلحة، بناءً على فهم علمي عميق للقضايا.
المهام والمسؤوليات
- تدريب أعضاء فريق المبيعات على قدرات البيع المتمحورة حول المريض، وفقًا لعدد جلسات التدريب المحدد من قبل فريق SFE.
- توصيل التوقعات القياسية من المعرفة الطبية إلى إدارة العملاء.
- تحديد المستوى التطوري للمندوبين وتكييف أساليب القيادة وفقًا لذلك.
- إجراء جلسات تدريب متعددة بين المكالمات، وإبلاغ خطة التدريب والحصول على التزام من المندوبين الطبيين.
- متابعة تقييم نجاح التدخل التدريبي وتخطيط أنشطة إضافية حسب الحاجة.
- المساهمة في تطوير استراتيجية التوظيف للمندوبين الطبيين، وتحديد متطلبات الوظيفة واختيار المرشحين مع قسم الموارد البشرية.
- بناء شبكة علاقات في الصناعة لتحديد واستهداف أفضل المواهب في المبيعات، وترويج صورة الشركة وقيمها أثناء عملية التوظيف.
- قيادة فريق المنطقة لتحقيق أو تجاوز توقعات المبيعات وأهداف تنفيذ المكالمات، والبحث عن احتياجات العملاء الفردية ووضع الخطط المناسبة.
- مكافأة الأداء القوي وتقدير المتميزين، وتطوير المندوبين لتعزيز مهاراتهم والتقدم إلى مستويات وظيفية أعلى (بما في ذلك منصب مدير منطقة مستقبلاً).
- توقع ومعالجة العقبات التي قد تعيق النتائج بشكل استباقي، والامتثال لجميع اللوائح المتعلقة بالتفاعل مع متخصصي الرعاية الصحية وتوزيع العينات.
- الحفاظ على اتصال وثيق مع قادة الرأي الرئيسيين (KOLs) والعملاء الرئيسيين المؤثرين في قرارات الشراء للمستشفيات/المؤسسات الكبرى للمنتجات المحددة.
- العمل بشكل تعاوني عبر الوظائف المختلفة، والعمل كحلقة وصل بين فريق المبيعات والمناطق الأخرى، والتأثير على الجمهور المستهدف من خلال التعاون المباشر أو غير المباشر.
- تحديد احتياجات التدريب أو فرص التطوير الوظيفي والعمل مع الموارد البشرية والتدريب على التدخلات المناسبة، وتقييم التقدم الفردي والجماعي نحو الأهداف.
- تحديد وتسريع تطوير المواهب المتميزة وتوفير فرص التطوير المناسبة للتقدم الوظيفي المستقبلي (تخطيط التعاقب).
- إظهار فهم المسار الوظيفي للمبيعات وإجراء حوار مهني مع المندوبين، وإدارة التوقعات وتوضيح إمكانات التطوير والإجراءات المطلوبة.
- قيادة فريق عالي الأداء من خلال إدارة الأداء السليمة باستخدام خطة التطوير الفردي (IDP) كأداة رئيسية، ووضع أهداف مناسبة ومُحفزة لكل منطقة.
- اتخاذ قرارات عمل مستنيرة من خلال تحليل أثر القرارات والمخاطر، وتدريب المندوبين على إجراء مقايضات فعالة لتحقيق أقصى عائد.
- مراقبة مؤشرات الأداء الرئيسية (KPIs) لضمان أكبر تأثير على نتائج الفريق والشركة.
- التفكير استراتيجيًا واتخاذ قرارات فعالة بشأن الموارد لتحقيق نتائج الأعمال المثلى، والتأثير على الشركاء التجاريين في تطوير أهداف المبيعات.
- مراجعة جميع الأنشطة المستقبلية المخطط لها (خطط العمل، إدارة الأداء) والمصروفات للتأكد من توافقها مع الميزانية، وإنشاء حالة عمل للاستثمارات اللازمة لتحقيق أهداف إيرادات المبيعات.
- ضمان التوزيع المناسب للمناطق بين أعضاء الفريق لاستغلال الإمكانات، وتطوير خطة عمل المنطقة (TAP) تشمل تحليل المبيعات وتخطيط الأعمال وتطوير الأفراد.
- تحمل مسؤولية التنبؤ بالمبيعات شهريًا وفصليًا وسنويًا لتحقيق أهداف المبيعات وحصة السوق، وتوزيع أهداف المبيعات على أعضاء الفريق، وإدارة الموارد.
- الالتزام بأعلى المعايير الأخلاقية وفقًا لمدونة قواعد أخلاقيات AstraZeneca واتباع القواعد والمعايير التي تحددها سياسات الشركة، وضمان أن جميع الأنشطة تتم وفقًا للتشريعات المحلية والمعايير المؤسسية.
- الإبلاغ في الوقت المناسب عن الحوادث المتعلقة بالصحة/البيئة/الرفاهية، والأحداث السلبية التي يتم العلم بها، والتغيير في حالة تضارب المصالح.
الشروط والمتطلبات
- أن يكون المتقدم مقيماً في المملكة العربية السعودية (Only applications in KSA).
المهارات المطلوبة
- مهارات قيادية قوية لتوجيه وتطوير فريق المبيعات وتحقيق النتائج.
- خبرة في تدريب وتوجيه مندوبي المبيعات لتحسين قدرات البيع المتمحورة حول المريض.
- القدرة على تحليل السوق وتحديد فرص الأعمال وتقديم مقترحات قيمة متميزة.
- مهارات تواصل وتأثير فعالة للتعاون مع الفرق متعددة الوظائف وأصحاب المصلحة الداخليين والخارجيين.
- فهم علمي عميق لقضايا الرعاية الصحية والقدرة على بناء علاقات استراتيجية مع الأطباء وقادة الرأي.
- مهارات إدارة الأداء ووضع الأهداف وتقييم التقدم وتطوير المواهب.
- القدرة على اتخاذ قرارات استراتيجية بشأن الموارد وتحقيق التوازن بين المخاطر والعوائد.
- التزام عالٍ بالمعايير الأخلاقية والامتثال للوائح المحلية والعالمية.
عرض النص الأصلي للإعلان
First Line Sales Manager - R&I
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.
Join a high-performing team, empowered to cut through the noise and drive real change. Our agility and pace, coupled with scientific focus, powers us to spot opportunities in the market that keep us moving forward and into new spaces.
Site Description
AstraZeneca is experiencing a significant transformation in the Kingdom of Saudi Arabia, driven by a commitment to advancing healthcare, innovation, and sustainable growth. Building on our global legacy, AZ KSA is rapidly evolving its operations to better serve patients, collaborate with healthcare stakeholders, and contribute to the ambitious goals outlined in the Saudi Vision 2030. We are investing in talent, digital solutions, and new ways of working; all designed to enhance our impact on patient outcomes and reinforce our leadership in therapeutic areas. This dynamic environment calls for visionary, agile professionals who thrive in change and are motivated to help shape the future of healthcare in KSA.
Role Summary
The First Line Sales Manager (FLSM) coaches, leads, develops, and guides the Sales, driving improved performance and capabilities in generating clinical demand for the 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, 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 portfolio to deliver life-changing medicines to patients.
What You’ll Do
Coaching Medical Representative
Essential For The Role
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.
Essential Capabilities
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.
So, what’s next?
Our social media, Follow AstraZeneca on LinkedIn
Follow AstraZeneca on Facebook
Follow AstraZeneca on Instagram
Date Posted
15-Jun-2026
Closing Date
19-Jun-2026
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.
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.
Join a high-performing team, empowered to cut through the noise and drive real change. Our agility and pace, coupled with scientific focus, powers us to spot opportunities in the market that keep us moving forward and into new spaces.
Site Description
AstraZeneca is experiencing a significant transformation in the Kingdom of Saudi Arabia, driven by a commitment to advancing healthcare, innovation, and sustainable growth. Building on our global legacy, AZ KSA is rapidly evolving its operations to better serve patients, collaborate with healthcare stakeholders, and contribute to the ambitious goals outlined in the Saudi Vision 2030. We are investing in talent, digital solutions, and new ways of working; all designed to enhance our impact on patient outcomes and reinforce our leadership in therapeutic areas. This dynamic environment calls for visionary, agile professionals who thrive in change and are motivated to help shape the future of healthcare in KSA.
Role Summary
The First Line Sales Manager (FLSM) coaches, leads, develops, and guides the Sales, driving improved performance and capabilities in generating clinical demand for the 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, 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 portfolio to deliver life-changing medicines to patients.
What You’ll Do
Coaching Medical Representative
- Coach sales team members on their patient centric selling capabilities, frequency of coaching is determined as per the coaching target assigned by SFE team , which is representing the required number of coaching visits for each team member
- 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.
- Contribute to the development of the sales recruitment strategy.
- Understand the job requirement needed for Med Reps role, set a profile for the candidate (information about the geography, education, language, background, etc.)
- 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.
- 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 address obstacles that may impede results.
- Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.
- 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.
- 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.
- 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, conducting quarterly check-ins
- 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.
- 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 analyzing 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
- Think strategically and make 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.
- Develop TAP including sales analysis, business planning and people development action plan.
- Hold responsibility on sales forecasting on monthly, quarter and annually basis to attain or exceed company’s sales and market share objectives.
- Allocating sales target across his/her team members.
- Hold responsibility for resources management.
- Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies
- Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
- Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.
Essential For The Role
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.
Essential Capabilities
- Minimum 5 years of experience with 1 year minimum as sales manager
- Specialty experience is preferred.
- Proven strong performance records.
- Entrepreneurial and collaborative approach to engaging with external partners as well as cross-functional colleagues.
- Solid leadership capabilities.
- Planning and organization skills
- Effective analytical thinking, problem solving and decision making
- 3 years minimum as total in the pharmaceutical industry and at least 2 years in AstraZeneca.
- Minimum 1 year as people management experience
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.
So, what’s next?
- Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you.
- Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available, and we hope it’s yours.
Our social media, Follow AstraZeneca on LinkedIn
Follow AstraZeneca on Facebook
Follow AstraZeneca on Instagram
Date Posted
15-Jun-2026
Closing Date
19-Jun-2026
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.
المصدر: LinkedIn - أُضيفت للموقع في 16 يونيو 2026
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