AstraZeneca Pharmaceuticals LP National Sales Manager in Petaling Jaya, Malaysia

AstraZeneca is a leading global biopharmaceutical company. We believe the best way we can help patients is to focus on breakthrough science to uncover disease mechanisms and develop novel, targeted therapies that interact with them. This is at the heart of our purpose as a company: to push the boundaries of science to deliver life-changing medicines.

At AstraZeneca Malaysia, we aim to be the fastest growing pharmaceutical company in Malaysia in the therapeutic areas of cardiovascular, diabetes, oncology and respiratory. Through this ambition, we are confident that we can transform the lives of Malaysian patients by ensuring that they have access to life-changing medicines. Working here means being a member of our family in making a difference in delivering better health for Malaysian patients.

Main Duties and Responsibilities:

Sales Achievement

  • Regularly review achievement of sales against targets and initiate appropriate actions to ensure performance is in line with objectives

  • Ensure optimal execution of plans of action (POA), field tactics program and district plans by regional team

  • Use external sales data to benchmark competition

National Business Planning and Strategy Development

  • Conduct SWOT analysis of market/competitors to identify national business opportunities for portfolio of brands

  • Develop Business Plan based on key Marketing objectives & allocate resources (e.g. coaching time with FLSM’s, budget, samples, activity expenses) for optimal sales impact

  • Work with FLSM to develop a robust territorial action plans (TAP) and review the agreed business KPIs regularly

  • Ensure promotional budgets are directed to districts of greatest potential/ (key account customers)

  • Work cross-functionally to expedite market access of newly launched brands and enlistment in targeted hospitals and clinics

  • Work with marketing to support campaign development for the brands

  • Assist BUD in devising a sales force structure that is aligned to brands/TA strategy

Sales Force Effectiveness and Execution

  • Assist BUD to review, develop and implement sales management concepts, systems and processes to continuously improve sales force effectiveness

  • Ensure robustness of target setting at regional level based on sound judgement

  • Review the SFE KPIs on monthly basis and ensure corrective actions are in place if there are deviations from the target

  • Ensure FLSMs constantly update their territorial customer database and segment classifications

  • Work cross-functionally to ensure robustness of Segmentation and Targeting for respective brands and execution by FLSMs

  • Ensure FLSMs closely monitor and lead the team to deliver core promotional messages and approved detail aids in line with POA

  • Work cross-functionally to implement operational plans of the key accounts which optimise product proposition and revenue growth for both short and long term

  • Support Commercial Excellence to devise incentive schemes that is aligned to brands/TA strategy

Price Management

  • Collaborate with marketing and finance to set the right pricing for the brands in line with global pricing policy

  • Setting local pricing strategies and bonus scheme to optimize business opportunities at all channels

  • Ensure the LPOs and special pricing form proposed by FLSMs is in line with the Master Price list among the referenced channels

  • Review all the fixed price and special price customer list and their purchasing records on an annual basis

Coaching and Team Development

Induction

  • Provide on-boarding induction to newly recruited FLSMs

Recruitment & retention

  • Work with FLSM’s to rapidly back-fill any MR vacancies with competent new hires following national recruitment guidelines

  • Identify/retain key talents and submit consistent poor performers to a leaver process

Field force coaching

  • Provide in-field coaching to FLSM’s to develop their competencies - ability to develop MR’s competencies to positively influence customer’s prescribing behaviour

Training and development

  • Provide team training as required to address collective development needs

  • Attend FLSM team meetings to oversee and coach FLSM’s on team leadership competencies

  • Ensure meaningful IDP discussion for FLSMs are in place

Performance management

  • Conduct semi-annual performance appraisal with FLSMs

  • Actively manage poor performers and related disciplinary matters

  • Develop and implement strategies to enhance team motivation & performance

Customer Focus and Service

  • Engage closely with the commercial functions to identify synergies across the internal functions with the external stakeholders

  • Maintain contact and relationship with key accounts/customers

  • Leverage key customer relationships to gain market intelligence and to assist successful formulary listing

  • Monitor stock at regional level key accounts/ distributors and advise on customer inventories

  • Initiate KEEs/ Key account format with FLSM

Reporting/ Administration

  • Ensure availability and comprehension of meaningful and accurate sales statistics (e.g. VEEVA summary reports, SFE “dashboards”) for FLSM information

  • Submit Monthly Reports (e.g Early view) commenting on deviations from Business Plan and intended actions.

  • Monitor FLSMs’ monthly reports to ensure relevance and implementation of intended actions

  • Ensure FLSMs’ comply with reporting/administration guidelines

Essential Requirements:

  • Bachelor degree in any field, preferably science-related

  • Minimum 8 years of successful track record in sales and/or marketing, with 4 years in supervisory level