Zonal Business Manager - Hyderabad

Develop territory and account strategy

• Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate resources from lower priority accounts to invest in higher priority ones.

• Develop strategies and tactics to provide optimal resource allocation in alignment with the Respiratory & Immunology TA and brand strategy, within the governmental and
  regulatory environment. 

• Work with individual KAM to develop appropriate / challenging goals within each territory / tumor.

Lead, coach and manage team of Sales Specialists(KAM’s)

• Develop and maintain productive working relationships with account teams to manage and motivate teams effectively.

• Review team's and individuals' performance; provide honest and constructive feedback and recognize and encourage good performance.

• Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach individual team members as required, etc., in both Respiratory & Immunology expertise and engagement skills

• Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear goals and expectations and track progress against these.

• Identify and tackle challenges and issues within the team / individual
  team members.

• Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading the team.

Build strategic partnerships with key accounts

• Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients.

• Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value accounts.

• Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant activities, e.g., product development, marketing,
  sales efforts

Support capability building in healthcare ecosystem

• Build knowledge and understanding about AZ's overall Respiratory & Immunology value proposition, and product's labelled indications and efficacy data among internal team of Sales Specialists and all externally relevant stakeholders in the DMU

• Support Sales Specialists in utilizing different communication approaches, techniques, and channels to help build knowledge in the DMU

• Conduct science-based discussions with the HCP as per the approved indications of AZ's products.

• Arrange multidisciplinary workshops for physicians and other healthcare professionals.

• Arrange and coordinate effective speaker programs with physician advocates and KOLs.

• Actively support Respiratory & Immunology nurses on relevant trainings, e.g., chemotherapy

Ensure compliance

• Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists 

• Be compliant with all external regulations and internal policies – and ensure broader AZ team is compliant and enforce compliance in the internal team 

• Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions
  with patients.

Education, Qualifications, Skills and Experience

Essential

• Bachelor’s degree in science or B. Pharmacy with a preferred background in Respiratory & Immunology sales / Reimbursed Institutions within a prominent Pharmaceutical Organization.
• Proficiency in managing significant corporate chains of hospitals and CARES accounts.
• Strong track records of people leadership, as evidence by 3+ years of experience as first line manager.
• Thorough Product Knowledge.
• Aptitude for establishing and nurturing strategic relationships.
• Comprehensive understanding of the Pharmaceutical Industry.
• Effective Influencing and Communication Skills.
• Proficiency in Customer Management.
• Strong Commercial Acumen.
• Proven Selling Skills.

Desirable

• Previous management experience
• Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team, or Managed Markets

Key Relationships to reach solutions

Internal (to AZ or team)

• Business Leadership Team
• Commercial Excellence Team
• Business Marketing
• Business / Trade  Team
• Medical & Diagnostic Team

External (to AZ)

• Health Care Professionals
• Heath Care Organisations
• Channel Partners