At Julphar, we are on a journey of culture transformation & our mission is to provide a better quality of life for the entire family by delivering best in class solutions and real value with compassion and professionalism.
Our core values: Respect, Collaboration, innovation, Integrity and Compassion - Combined with a focus on diversity, inclusion, and equal opportunities - are key drivers in our aim to make a positive impact on the lives of the patients we serve, enable Talents , create a healthy work environment, and accomplish our goals through world-class research and with the compassion and commitment of our employees.
Position Title: Manager - Sales Force Effectiveness
Division: Commercial
Reporting to: Senior Manager - Market Access
Location: Egypt HQ
Job Summary/Main Purpose: The Sales Force Effectiveness Manager will be responsible for the overall implementation of all Operational Excellence programs and projects relevant to Sales Force Effectiveness, CRM system, and Compliance. This role will also drive the organizational and operational changes needed by Julphar Commercial division. The role will develop sales force effectiveness plans to drive sales growth and sales force productivity for Julphar. This position provides regular sales analysis reports and monitors key performance measures to provide insights for continuous sales effectiveness and efficiency.
Key Responsibilities:
Business Leadership:
Develops sales KPI structure roadmap in coordination with CCO, and facilitates relevant program designs, deployment, and evaluation.
Maximizes effectiveness of commercial activities undertaken by Julphar through strong Customer Management Operations (Sales Force, MSLs and Access effectiveness), including incentive schemes and reporting.
Leads the entire SFE process for flawless deployments including planning, sales team communication, and execution tracking.
Provides monthly/quarterly and annually regional analysis of SFE implementation.
Formulates recommendations in the areas of sales force territory alignments.
Leads projects in building and strengthening information hubs and access, and providing the right solutions/tools in meeting users' business needs.
Reviews and aligns sales incentive schemes including but not limited to pay mix, sales targets, and pay-out conditions.
Ensures models are market competitive and drive target selling behavior.
Implements systems and tools to improve field force productivity and business intelligence tools.
Establishes key metrics, KPIs and reporting dashboards to ensure efficiency of the sales force.
Reports, monitors, and analyzes performance data, and sales activities to support recommendations to the sales management teams to develop and improve performance of sales teams.
Partners with sales and marketing regional teams on strategic projects and change management processes to improve sales and marketing effectiveness.
Strategic Support:
Conducts strategic and financial analysis that guide brands and its Sales Force Effectiveness decisions including in-licensing pipeline opportunities, commercial co-promotion, and international opportunities.
Provides weekly/bi-weekly updates & analytics to relevant stakeholders.
Identifies new generic product development opportunities that support the corporate strategy through market and industry research.
Increases Customer Prescription/Usage and creates innovative programs for better Agent/Distributors management in the concerned geography.
Works with relevant stakeholders in pursuing partnerships and licensing arrangements in the given country and region.
Must showcase the ability in relevant soft skills including change management, continuous improvement, conflict resolution and consensus building activities.
Contributes to high productivity and motivation of the working team with the use of communication skills and cooperation.
Delivers proactive and effective communication related to improvement initiatives.
Collaborates with multiple teams to determine their challenges in hand and recommend solutions.
Maintains and promotes a teamwork environment with effective and clear communication amongst colleagues.
Core Competency: The Sales Force Effectiveness Manager must exhibit excellent character, integrity, and attention to detail. The role requires adherence to the highest standards of accuracy and precision, and exercising extraordinary care and due diligence in safeguarding the intellectual and other property of the company. The individual should understand and be able to propose CRM strategies to support KOL Management, Marketing Strategy KPIs, In clinic presence and driving excellence in KOL Management, financial and business reporting. Other key skills include strong relation building and being a solution provider to business hurdles. Excellent interpersonal, communications, public speaking, and presentation skills are essential. The candidate should have demonstrated excellence in project management and effectively managing multiple projects/priorities. The role requires strong analytical and negotiation skills, and experience developing forecasts and financial models. The individual should be a performance-driven individual, with a strong sense of urgency, exceptional organizational credibility, and a deep understanding of the business. The position requires awareness of and a strong ability to handle regulatory procedures & compliance from a Sales Force Effectiveness point of view. A subject matter expert, the individual must have very strong leadership and influencing skills. They must be highly result oriented with a strong sense of accountability & ownership. The individual should be calm and composed to work in complex and ambiguous situations. This is a team player role with a proactive and collaborative approach.
Qualifications, Key Experiences / Functional Knowledge Requirements:
A 4-year Bachelor's degree in Pharmacy / Science is required.
A Master's Degree in Business Administration is mandatory.
10-12+ years of experience in the Pharmaceutical industry, with at least 6+ years in a Sales Force Effectiveness Manager role in MEA and other geographies.
An understanding of marketing planning, brand marketing and budgeting processes as well as of marketing information needs and key business drivers is required.
An understanding of sales force structures, processes and resource allocation is also necessary.
The candidate must be IT literate with highly developed Analytics, Dashboards, Excel and presentation skills.
Functional knowledge of the clinical aspects of the pharmaceutical industry, KOLS, HCPs, Supply chain, dispensing requirements and drug distribution channels is required.
Experience working with matrixed, geographically distributed and functionally diverse work groups is preferred.
Proven experience in an analytical and strategic commercial environment, including financial analysis.
In-depth knowledge of the international & local pharmaceutical industry business processes and ability to analyze complex business issues.
A detailed understanding of the healthcare system and its different customer groups is also required.
We value people from different backgrounds. Could this be your story? Apply today or visit www.Julphar.net to read more about us and the journey of Julphar