NewBridge Pharmaceuticals تعلن عن وظيفة مدير تجاري في الرياض

Purpose of the Role

The Commercial Director is responsible for leading commercial operations in the KSA market, in full collaboration with the Line Manager.

They are responsible for leading a sales team of varying sizes, covering assigned franchises, across the KSA market, and are responsible for achieving key business results for the respective franchises, including consolidated IMS and TMS targets for those franchises, and also Commercial KPIs for respective franchise(s) within the KSA market (including achievement of Gross and Net Sales and management of expiries and expenses).

They are also responsible for identifying opportunities for growth and expansion for the products in the franchise, whilst observing at all times high standards of legal and ethical compliance including sanctions compliance in accordance with NewBridge Code of Conduct, Policies and SOPs.

They are the key point of contact in within the KSA market for NewBridge internally in respect of the management of distributor and government relations for the allocated franchises(s) in collaboration and consultation with the relevant franchise leadership team.

Required Competencies, Qualifications and Experience

• Graduate, with a Life Sciences Degree (e.g. Pharmacy, Medicine, etc.)
• Minimum of three years competent and consistent performance in a similar role in a Pharmaceutical/healthcare company
• High level of knowledge/previous experience of Rare Disease
• Previous experience leading high performing teams
• Knowledge of healthcare environment - Structures/ Functionality/ Processes/ Funding / Distribution Chain / Traditional and Non Traditional Customers

Responsibilities & Accountabilities

Strategic Planning & Implementation:

• Responsible for development and implementation of the commercial strategy for allocated franchise(s) and planning for the KSA area, in close collaboration with the cluster and franchise
• Provide innovative strategies to maximize growth opportunities for the respective franchises within KSA
• Ensure achievement of key business results (Gross Sales and Net Sales) for the assigned franchises within KSA through the effective management and execution of account activities
• Develop Business / Customer / Account plans and implement for franchise(s) products for the KSA market
• Allocate resources according to business / account plans
• Conduct monthly performance review and progress of implementation of strategic plans vs monthly targets
• Implement measures to ensure that monthly targets are being achieved for each product
• Conduct timely and regular sharing of all product(s) and customer knowledge with the franchise leadership team
• Ensure close and proactive management of sales and marketing expenses within or below budget as agreed with the cluster and franchise, to ensure financial targets are met with an appropriate ROI
• Develop constructive internal and cross functional relationships to facilitate team working; the exchange of information; customer knowledge and the development of business opportunities.
• Where applicable, establish strong and robust relationships with distributors and any other third parties appointed locally to support the business, and where necessary, elevate issues to the Line Manager in respect of complex matters
• Build and manage strategic customer allowances and develop long-term relationships to achieve key customer satisfaction goals that deliver both the objectives of the customer and NewBridge
• Establish and maintain relationships with KOLs, government agencies and official (where applicable)
• Participate in the negotiations and preparations of bids, tenders, awards and/or quotations for hospitals/key accounts in coordination with the Franchise Leadership Team
• The Commercial Director should be fully versed and expert in relation to current affairs, economy, developments and opportunities, etc within the KSA market.
• Ensure all activities are compliant with NewBridge’s Code of Business Conduct, and embody NewBridge Core Values and Leadership Expectations

Lead & Manage High Performing Sales Teams:

• Lead and motivate a team of Sales Managers and sales representative(s) to deliver the IMS and TMS targets for their respective products/franchises within the KSA market
• Conduct double visits on a regular basis with each sales representative
• Coach and mentor each team member around their specific role accountabilities particularly their selling skills, brand and customer knowledge
• Oversee and manage the process of formulary approval with the sales team and the enlisting process in the MOH and institutions, and approval for the social security reimbursement (where applicable)
• Provide regular feedback to the sales representative(s) to assist them to improve their sales performance
• Effective performance management of each team member to ensure that formal performance management process is initiated where performance is not at the required standard
• Regular review of OCE reporting results for each sales representative to ensure maximum productivity
• Alignment of own and teams’ personal objectives against business /account plans
• All resources are held accountable for and work closely together to achieve, the efficient delivery of clearly understood business results
• Develop a culture of performance, empowerment, accountability, customer focus, innovation and excellence in execution

Therapeutic Area Knowledge Level

• Demonstrate a high level of knowledge on the assigned therapeutic area for the allocated franchise(s)
• Ensure that all information regarding respective therapeutic area and related NewBridge product(s) is fully understood
• Regularly review clinical updates, materials and training manuals relating respective therapeutic area and related NewBridge product(s)

Other

• Supporting cross functional activities including Finance, BD, Regulatory Affairs, Medical Affairs, Supply Chain, etc.
• Work closely with regional franchise leadership team in implementing multi-source product sales and marketing strategies, and ensure that the team conducts product awareness activities e.g. products launches, etc. in line with budget and business needs
• Encourage the team to take actions to identify new opportunities for the respective products in within the KSA market