Zonal Business Manager - Bangalore

At AstraZeneca, we put patients first and strive to meet their unmet needs worldwide. Working here means being entrepreneurial, thinking big and working together to make the impossible a reality. If you are swift to action, confident to lead, willing to collaborate, and curious about what science can do, then youre our kind of person.
/ Capsule
ZBM will be responsible to monitor execution of marketing & sales plan in the zone, with the objective to ensure that sales targets are met in the area consistently. You are also required to lead and coach a team of sales specialist (KAMs) and ensure performance as per standards. You are responsible to foster a robust capability building ecosystem and actively engage in aiding the learning and development processes by arranging relevant training programs and workshops.
Typical Accountabilities
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 Oncology 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 (KAMs)

• Develop and maintain productive working relationships with account teams to manage and motivate teams effectively.
• Review team&aposs 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 Oncology expertise and engagement skills
• Manage team&aposs 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&aposs overall Oncology value proposition, and product&aposs 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&aposs products.
• Arrange multidisciplinary workshops for physicians and other healthcare professionals.
• Arrange and coordinate effective speaker programs with physician advocates and KOLs.
• Actively support Oncology 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
  

Essential
Education, Qualifications, Skills and Experience

• Bachelors degree in science or B. Pharmacy with a preferred background in oncology 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.
  

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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 Organizations
• Channel Partners
  

Why AstraZeneca
At AstraZeneca were dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. Theres no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. Were on an exciting journey to pioneer the future of healthcare.