To meet or exceed sales targets (market share / market share growth) within agreed budgets and timescales through effective leadership of sales team.
To achieve agreed contact, coverage and frequency targets through face to face and meetings and manage delivery of customer centric activities with all primary and secondary care customers - within operating budget.
Manage operating expenses within agreed budgets through effective monitoring and reporting systems. Ensure that expenditure does not exceed agreed budgets.
To ensure effective management of sales team including training and personal development in terms of ongoing training, coaching and counselling through regular field visits and management of recruitment, performance, development and retention of representatives in the area through quality processes -
working in conjunction and support from sales training & HR departments.
To liaise with Medical & KAM departments for effective market preparation & market penetration respectively
To propagate science & concept based selling for managing the Therapeutic Area for effective customer influencing
To ensure outstanding personal and team knowledge, and understanding of Novartis priority products, technical information, product strategy, positioning, key messages and programmes.
To implement with excellence the sales and marketing campaigns adhering to the relevant Codes of Practice / regulations.
To ensure effective communication which reflects leadership, focus, direction and motivation of the sales team?
To develop and monitor an integrated operational plan which achieves business goals for the area.
Sales and market share targets (sales vs targets, market share growth, market share, absolute cash growth and relative cash growth).
Contact rate and coverage (daily contact rate vs benchmark)
Coverage and frequency of target doctors and percentage of doctors in productive frequency
Expenditure does not exceed budget
Delivery of overall operational plan and reporting to timescale and budget
Quality and success rate of training and development of sales team
Therapy / product knowledge including tertiary evaluations of progress
Management of the delivery of customer centric activities
Must have - Bachelor’s degree in any specialization
Desired Bachelor’s in Pharma / Science, Master’s
Fluent communication in English both written and spoken Proven, successful selling track record (Primary and Secondary Care) 3-
5 years in Pharma environment handling Cardiologists / Handled Novel Product Launches, Launched New Products & Molecules / Managed Science based selling
Ability to manage teams.
Coaching experience, ideally in training department.
Marketing Sciences / product management experience would be beneficial but not essential