JOB TITLE

Sales Force Effectiveness Manager

ABOUT ASTRAZENECA

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation of prescription medicines for some of the world\xe2\x80\x99s most serious diseases. But we\xe2\x80\x99re more than one of the world\xe2\x80\x99s leading pharmaceutical companies.

ROLE SUMMARY

Job purpose:

The position consists in leading the Sales Force Effectiveness (SFE) activities for the GCC area by ensuring that methodologies, processes, and tools are in place to support business units and commercial organizations to drive performance, take right business decisions and ensure territory action planning execution.

As a member of the Commercial Operations department, you will have the opportunity and the responsibility to transform, harmonize and continuously improve the processes and the way insights are created, by leveraging on innovative data platforms.

The position will have exposure to leadership teams through the presentation of analysis , recommendations, and the facilitation of regular committees.

The position reports to the head of SFE in GCC and requires a solid experience in executive stakeholder management as well as leadership, accountability, reliability, and collaborative abilities.

What you\xe2\x80\x99ll do

Segmentation & Targeting:

Lead segmentation and targeting exercises to analyse territories\xe2\x80\x99 potential and support business units in preparing new market entry / brand launches and expand reach of current establish portfolio.

Measure and benchmark the effectiveness of the organization (e.g., optimal size & structure) across GCC while closely collaborating with CD, BUD, marketing, finance, and HR.

Partner with commercial teams and enabling functions to proactively provide analytical expertise and insights to identify the needs and challenges of the business focusing on salesforce execution.

Deliver SFE trainings including but not limited to Veeva functionalities usage for sales reps, managers, marketing, medial teams, sales cycle plan generation, incentive calculation methodology , S&T process\xe2\x80\xa6

Ensure that the sales force KPIs are seamlessly and transparently implemented across the region.

Target Setting & Sales Incentive Calculation:

Manage all target setting and incentive calculation related processes to deliver on time the pay-outs of the entire incentive eligible employees of the GCC region across all TA.

Proactively come up with enhancement projects related to the target setting and incentive calculation across all therapeutic area and GCC countries.

Coordinate the execution of the company guidelines and policies related to the Sales Incentive Plan for GCC

Lead the design and implementation of performance tracking and incentive programs.

Coordinate with the business teams to document and prepare the arbitration for exceptional cases.

Automation of reporting tools and business analysis:

Collaborate with cross-functional teams to develop and roll out innovative digital tools and insightful activity dashboards to analyse large datasets, provide in depth analytics , and deliver meaningful SFE recommendations.

Leverage on digital tools to monitor, analyse and link CRM and sales reports to identify areas of high and low performance, examines impact of various marketing mix, measure the effectiveness of sales resource allocation and provide recommendations to enhance the productivity and effectiveness of the field force.

Set up, deploy, lead project to explore new Veeva capabilities, expand the CRM functionalities and come up with enhancement initiatives to improve AZ GCC commercial processes.

Manage all commercial and medical teams related Veeva activities including data base management, customer profile updating, sales cycles, call list optimization, execution excellence reporting, E2E process and monitoring.

Corporate responsibility:

Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies.

Ensure that all conducted activities are done in accordance with local legislation and corporate standards.

Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.

Only applications based in UAE will be considered.

Essential for the role

Min 4 years\xe2\x80\x99 experience in the pharmaceutical industry in an SFE, sales data/ business analysis, commercial excellence, highly analytical role specifically focusing on sales excellence (and/or business operations)

High level of computer literacy with in-depth knowledge and proficiency in MS packages to include advanced Excel and automated BI / data management systems (e.g., Power BI, Tableau, QlickSense)

Strong communication skills and ability to deliver user training on Veeva functionalities, Bi-tools usage while engaging with sales, marketing.

Desirable for the role

Strong communication skills and ability to deliver training to users on Veeva functionalities, Bi-tools usage while engaging with sales, marketing.

Previous experience in managing automation project related to target setting, incentive calculation, sales force KPIs metrics is required

Why AstraZeneca?

At AstraZeneca we\xe2\x80\x99re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There\xe2\x80\x99s 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. We\xe2\x80\x99re on an exciting journey to pioneer the future of healthcare.

So, what\xe2\x80\x99s next?

Are you already imagining yourself joining our team? Good, because we can\xe2\x80\x99t wait to hear from you.

Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available, and we hope it\xe2\x80\x99s yours.

Where can I find out more?

Our Social Media, Follow AstraZeneca on

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Date Posted 18-\xd8\xb3\xd8\xa8\xd8\xaa\xd9\x85\xd8\xa8\xd8\xb1-2023

Closing Date 24-\xd8\xb3\xd8\xa8\xd8\xaa\xd9\x85\xd8\xa8\xd8\xb1-2023

AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.

AstraZeneca