Key Account Manager - Immunology - -Dubai
Dubai -Job Title: Key Account Manager - Dermatology Country (ies): UAE Reporting To: Marketing Lead Grade: Functional Reporting To: Immunology Marketing Lead JOB PURPOSE: To maximise sales and market share of assigned Sanofi Immunology products in the designated area by implementing sales tactics and conducting sales promotions in line with Company strategies, local regulations and Sanofi compliance rules To build and maintain strong business partnerships with key stakeholders in order to ensure the success of the assigned brand in terms of indication, positioning, optimal use of the product and maximise short and long term sales volumes. ORGANIZATIONAL CONTEXT: Budgetary control: nil Revenue target: 1,000,000 - 5,000,000 EUR Number of reports : nil Interfaces (Internal/External): Physicians, pharmacists, purchasers, KOLs, P&T committees Marketing Manager, Key Account Managers (Rx), Tender Management team, Marketing team, Medical Department, Supply Chain, Medical Scientific Liaison, Finance department, Regulatory department, Market Access department KTLs, Tender panels and committees, Purchasing committee members, Pharmacists, Hospitals, Store managers (if required) Travel required: up to 60% of the time KEY ACCOUNTABILITIES / RESPONSIBILITIES: Responsibilities include pre-launch and post launch activities. Pre-Launch responsibilities Identify customers, map the accounts and patient journeys, educate ket stakeholders on the disease AD and the impact of the disease Implement ongoing targeting and profiling of customers to maximise sales Identify and grasp listing opportunities for Dupixent in accounts at area level Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products’ availability Ensure the development and implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget Initiate, build and maintain strong relations with key opinion leaders at country and regional level in order to increase market presence for the assigned company products Post Launch responsibilities Post Launch oversee sales promotion of assigned product to the target doctors to achieve monthly, quarterly and annual targets in line with company strategy Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules and regulations Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures Conduct regular visits to customers to monitor product availability and movement Maintain and update product and competition knowledge in order to create a good professional image and build good relationships with trade personnel Gather continuous market intelligence data in order to assess impact on Sanofi operations and suggest timely action plan Execute the marketing tactics and use sales techniques and operational tools in order to achieve sales objectives and constantly seek to improve selling skills and knowledge Update all the required information on doctor cards and list Liaise regularly with key opinion leaders, get market feedback and report any relevant information to line manager in line with company procedures and best practice. Participate in the implementation of project as and when required Analyse performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) in order to position Genzyme as a strategic partner Assess and mitigate risks on business in terms of price cuts, competitors’ threat, alternative source of supply, etc. Carry out business related actions in line with the industry code of ethics and in compliance with company policies and procedures Conduct regular visits and participate in symposiums, congresses and meetings in order to in order to increase market presence for the company products Network with the sales force in and outside the field in order to get their buy-in and feedback on product strategy Conduct competitive environment analysis in order to prepare counter plans for marketing the products and achieving targets Prepare and submit monthly activity reports to the marketing manager Prepare and submit market share reports Prepare and submit monthly activity reports on the CRM system and markets’ trends/updates to Area Manager/Country Head. Deliver and promote Genzyme values and competencies JOB-HOLDER REQUIREMENTS: Qualifications: Bachelors in science/medicine field Business education is a plus Experience & knowledge : Minimum 4 years in sales in pharmaceutical industry Minimum 2-3 years’ experience in the dermatology field Base marketing knowledge Languages : English – full professional proficiency Arabic - full professional proficiency is a plus At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.
Sales Manager UAE - Johnson & Johnson Family of Companies-Dubai
Dubai -Johnson & Johnson is recruiting for a Sales Manager UAE to be located in Dubai -, United Arab Emirates. Caring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science - bringing innovative ideas, products and services to advance the health and well-being of people. Employees of the Johnson & Johnson Family of Companies work with partners in health care to touch the lives of over a billion people every day, throughout the world. Thriving on a diverse company culture, celebrating the uniqueness of our employees and committed to inclusion. Proud to be an equal opportunity employer. And our culture is interconnected by the shared values of Our Credo. It’s a culture that celebrates diversity and diverse perspectives. It helps employees achieve an effective mix between work and home life and supports their efforts to have a positive impact on their communities. Role Overview Responsible for managing the JANSSEN business in the country/territory and lead the sales team to deliver the highest business potential and growth. Work closely with other functions to ensure adequate support to the JANSSEN business in the country/territory. Ensure the business is set for growth and constantly review the organizational sales model in the country/territory to gain operational efficiencies, accelerate growth and minimize cost. Duties and Responsibilities: Overall responsibility to deliver the financial commitment by month, by quarter and full year; In market sales target with a robust demand forecast aligned to the underlying patient demand, inventory goals and contractual agreements Lead the sales team, in alignment to the marketing brand strategy, in order to deliver maximum potential and maximise market share by brand, Therapy Area and business sector (MOH, Institution, Private), always in line with the Company’s HCBI Guidelines and principles Provide input to achieve the optimal promotion and distribution strategy in the territory Ensure that the commercial strategies are clearly articulated to our distributors and executed/supported by them accordingly In collaboration with key account management (when available), lead & manage relationships in the Key Accounts, including hospital institutions and private sector Maintains accurate customer records and complete administration in a timely manner in compliance with company minimum standards: iCONNECT data entry Business Management Develop a long term vision and mission for the country/territory and create a roadmap with the relevant business partners Review the plan with key stakeholders, including senior management, and ensure it is implemented both internally and externally Distributor Management (as applicable) Align with the distributor business partner on the key Company priorities Ensure that the distributor recognizes any organization gaps and has a clear strategy to fill the gaps as well as cascade the targets and objectives to assign clear accountability and responsibility Ensure the distributor is set up to deliver on their commitments, has excellent knowledge of the market and provides the required support, in alignment to the Company’s business strategy Create and align with the organization and distributor the appropriate reporting formats e.g. dashboards, forecasting, etc. People Management Recruit, retain and develop the best talent for the business and succession planning within the distributor and for the JANSSEN talent pipeline (as applicable) Provide coaching to all sales team members on a regular basis, in alignment with iConnect requirements Cross functional working Engage with critical functions, like supply chain, marketing, medical affairs, market access, finance, QA and regulatory, to ensure the appropriate level of support to the country/territory Following up J&J Fleet Safety policies and procedures Comply with local laws & HCC guidelines, Foreign Corrupt Practices Act (FCPA), Policy on Business Conduct (PBC). Report Adverse Event & product quality complaints as per J&J Pharmacovigilance guidelines. Main interfaces/collaboration: Marketing teams, MAF, Legal, Procurement, supply chain, finance, regulatory, QA and distributors Main performance measures: In market Sales, market share, inventory and compliance. Regular reporting and tracking to provide business performance updates Forecasting accuracy Operational efficiency; sales force optimization, coverage, activity targets Therapy area and brand share growth Team development and succession planning strategy Qualifications Life Sciences or Scientific background 5 +years of experience within the pharma industry Successful track record for 2 last including manager recommendation (FM/Exceeds) Able to demonstrate diversity of experience (roles or assignments) Primary Location United Arab Emirates-Dubai --Dubai -- Organization Synthes Medical Surgical Equipment & Instruments Trading LLC (8609) Job Function Sales Requisition ID 1905792221W
Sales Manager UAE - -Dubai
Dubai -Johnson & Johnson is recruiting for a Sales Manager UAE to be located in Dubai -, United Arab Emirates. Caring for the world, one person at a time has inspired and united the people of Johnson & Johnson for over 125 years. We embrace research and science - bringing innovative ideas, products and services to advance the health and well-being of people. Employees of the Johnson & Johnson Family of Companies work with partners in health care to touch the lives of over a billion people every day, throughout the world. Thriving on a diverse company culture, celebrating the uniqueness of our employees and committed to inclusion. Proud to be an equal opportunity employer. And our culture is interconnected by the shared values of Our Credo. It’s a culture that celebrates diversity and diverse perspectives. It helps employees achieve an effective mix between work and home life and supports their efforts to have a positive impact on their communities. Role Overview Responsible for managing the JANSSEN business in the country/territory and lead the sales team to deliver the highest business potential and growth. Work closely with other functions to ensure adequate support to the JANSSEN business in the country/territory. Ensure the business is set for growth and constantly review the organizational sales model in the country/territory to gain operational efficiencies, accelerate growth and minimize cost. Duties and Responsibilities: Overall responsibility to deliver the financial commitment by month, by quarter and full year; In market sales target with a robust demand forecast aligned to the underlying patient demand, inventory goals and contractual agreements Lead the sales team, in alignment to the marketing brand strategy, in order to deliver maximum potential and maximise market share by brand, Therapy Area and business sector (MOH, Institution, Private), always in line with the Company’s HCBI Guidelines and principles Provide input to achieve the optimal promotion and distribution strategy in the territory Ensure that the commercial strategies are clearly articulated to our distributors and executed/supported by them accordingly In collaboration with key account management (when available), lead & manage relationships in the Key Accounts, including hospital institutions and private sector Maintains accurate customer records and complete administration in a timely manner in compliance with company minimum standards: iCONNECT data entry Business Management Develop a long term vision and mission for the country/territory and create a roadmap with the relevant business partners Review the plan with key stakeholders, including senior management, and ensure it is implemented both internally and externally Distributor Management (as applicable) Align with the distributor business partner on the key Company priorities Ensure that the distributor recognizes any organization gaps and has a clear strategy to fill the gaps as well as cascade the targets and objectives to assign clear accountability and responsibility Ensure the distributor is set up to deliver on their commitments, has excellent knowledge of the market and provides the required support, in alignment to the Company’s business strategy Create and align with the organization and distributor the appropriate reporting formats e.g. dashboards, forecasting, etc. People Management Recruit, retain and develop the best talent for the business and succession planning within the distributor and for the JANSSEN talent pipeline (as applicable) Provide coaching to all sales team members on a regular basis, in alignment with iConnect requirements Cross functional working Engage with critical functions, like supply chain, marketing, medical affairs, market access, finance, QA and regulatory, to ensure the appropriate level of support to the country/territory Following up J&J Fleet Safety policies and procedures Comply with local laws & HCC guidelines, Foreign Corrupt Practices Act (FCPA), Policy on Business Conduct (PBC). Report Adverse Event & product quality complaints as per J&J Pharmacovigilance guidelines. Main interfaces/collaboration: Marketing teams, MAF, Legal, Procurement, supply chain, finance, regulatory, QA and distributors Main performance measures: In market Sales, market share, inventory and compliance. Regular reporting and tracking to provide business performance updates Forecasting accuracy Operational efficiency; sales force optimization, coverage, activity targets Therapy area and brand share growth Team development and succession planning strategy Qualifications Life Sciences or Scientific background 5 +years of experience within the pharma industry Successful track record for 2 last including manager recommendation (FM/Exceeds) Able to demonstrate diversity of experience (roles or assignments) Primary Location United Arab Emirates-Dubai --Dubai -- Organization Synthes Medical Surgical Equipment & Instruments Trading LLC (8609) Job Function Sales Requisition ID 1905792221W