First Line Sales Manager- Respiratory Astrazeneca Pharma India Ltd.

Objectives and tasks:

• Manager, develop and federate a medical delegate team
• Implement the sales strategy to achieve the annual objectives for a product portfolio in the region
• Ensure the application of the marketing strategy in each of the sectors or regions assigned to it, for each product under its responsibility.
• Ensure the application of the guidelines and recommendations defined by the structure or department in charge of marketing strategy and/or medical promotion.
• Coach a team of medical delegates in the good practices of LSS & PCS
• Develop and ensure the successful execution of the territorial action plan,
• Ensure the proper use of the means available to it within the framework of the TAP (Territory Action Plan)
• Ensure optimal management of the regional budget
• Develop a strong reputation and image of AstraZeneca, ensuring the delivery of quality information from the delegates to Medical Information
• Personally manage a portfolio of KEEs.
• Prepare business reviews for the analysis of its region in terms of product performance, present them to management with territorial action plans to achieve objectives
• Submit reports to its direct supervisor on its activities, its promotional programs, competitor activities, the overall performance of its region, including the preparation of a written evaluation of individual field visits (Coaching Sheet).
• Recruit, assist in the selection and guide new representatives in the medical sales profession.

Organization and work management:

• Development and implementation of the Sector Action Plan (TAP)
• Develop under the supervision of the Second Line Sales Manager the sectoral action plan taking into account:

1. the national strategy of each product
2. market trends, competition
3. potentials and specificities of its sector
4. resources made available to it
5. the effort to be made and mastery of the position.
6. Monitoring of the Veev tool
7. Implement the TAP and carry out the necessary reporting
8. Ensure perfect qualification of targets
9. Manage the activity, budgets, implementation and monitoring of operations within the framework of the AstraZeneca commercial strategy, seeking the best profitability of each investment
10. Ensure efficient expense management in line with the established budget.
11. Report on team activity, coaching, sales situation, TAP, competitive intelligence, performance analysis and actions to be taken to achieve objectives

Sales Management

• Is responsible for sales development and achieving sales objectives for its region
• Identify and communicate regularly with KEEs
• Build, develop and maintain good relationships with key accounts
• Define the objectives of his team and follow up on their achievement, management of the bonus system in order to reward merit and performance, etc.

Coaching LSS & PCS (LeaderShip Selling & Patient Centricity Selling)

• Coach Medical Delegates on LSS & PCS and agree on skills development and monitoring actions.
• Evaluate your own coaching skills to identify your strengths and areas for improvement
• Identification of talents for a development plan

KOL Management

• Personally manage a portfolio of KEEs
• Build and maintain quality relationships with KEEs
• Update your knowledge of the clientele and influence structures: Opinion Leaders, decision-makers, care circuit in public and private institutions

Training and Leveling:

• Follow the training and knowledge control actions organized by the laboratory.
• Maintain, through his personal work, his knowledge at the level required for the exercise of his function, in particular on:
• the laboratory's products and their medical and scientific environment,
• the medical visit charter
• Pharmacovigilance.

Management of underperformance:

• Implement a plan to manage the underperformance of employees in agreement with the N+1(+2) and HR
• Report all cases of non-compliance with the Job Description clauses to N+1 and HR

AstraZeneca Ethics and Values

• Respect the values of the company (We follow the science, We Put Patient first, We do the Right thing, We Play to win & We are Entrepreneurial) through exemplary commitment and behavior

Sales Management

• Is responsible for sales development and achieving sales objectives for its region
• Identify and communicate regularly with KEEs
• Build, develop and maintain good relationships with key accounts
• Define the objectives of his team and follow up on their achievement, management of the bonus system in order to reward merit and performance, etc.