First Line Sales Manager R&I

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

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.

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 address 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 other

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.