At Astellas, we believe that nurturing exceptional relationships with our employees delivers exceptional business results.
Everyone at Astellas has a responsibility for creating a brighter future for patients around the world. From the first moment, Astellas will inspire you to put this ethos into practice with a positive, agile company culture and with well-defined ethical principles, values, and systems.
Everything we do is led by our company values of integrity, being patient centric, taking ownership, delivering results, and communicating openly. These values are essential to Astellas relationship with its employees and now is an exciting time to join us as we continue to evolve as a cutting-edge, value driven life sciences innovator.
Purpose of the Job
- Directly supervises group of sales specialists (SSs). Has responsibility to deliver sales results and lead team to meet or exceed established sales forecasts and call execution goals comply with company regulations / code of conduct.
- Assesses individual & team progress toward goals, develops SSs to enhance key commercial capabilities e.g. customer excellence, digital & data excellence, etc., coaches to improve them and advance to higher career level. Able to manage & maximize ROI on promotional budgets.
- Proactively anticipates and addresses obstacles that may impede results with growth mindset, analyses and draws insights to support development of actionable sales plan together with cross-functional team and working as one Astellas and mobilize the team with data-driven decision making and agile working approach.
Responsibilities
Monitors, manages and controls Sales Specialist working performances to achieve sales targets and optimizes sales promotion budgets.
- Responsible for managing the sales team to achieve the given sales target, targeted market share and expenses KPIs.
- Responsible for monitoring the performance of the sales team, follow up commercial/medical investment, competitor's activities by establishing a system of reports, leverage hospital business review template as a tool and communications involving BI sales reports, IQVIA data, cyclical sales meetings and SFE / VEEVA Pulse report from commercial excellence.
Seeks information and analyses marketing strategies and activities of competitors in order to plan innovative sales/marketing activities/strategies that not only increase sales and market share, but also satisfy customers.
- Collects and gathers insights from the market and discusses with sales specialists to analyse and develop an actionable sales plan together with cross-functional team e.g. marketing, medical affairs, market access, regulatory affairs, finance (where applicable).
- Encourages sales team to propose innovative changes to ways of working, customer service, and products.
Cascades and distributes suitable sales target to each Sales Specialist in order to achieve the company's sales target.
- Leverage past, current, and most importantly forward-looking data to make a robust and pragmatic approach to set ambitious sales targets.
- Informs and communicates sales target to Sales Specialists.
Plans and sets sales plans, strategies and activities in order to achieve agreed sales target and revenue that are consistent with overall sales strategies and goals.
- Sets meeting to discuss and plan sales strategies with BU and marketing team (including medical affairs where applicable).
Provides day-to-day supervision of activities, including coaching, advising, training, motivating, rewarding, manpower planning, and performance evaluation of subordinates to ensure that they are fully developed to meet the objectives of the business unit, and for the challenges of the future.
- Trains, coaches, advice about Agile ACE selling skills and product knowledge and provides objectives feedback to subordinates.
- Complete coaching report in the VEEVA system as per guidance from commercial excellence.
Reports Sales Teams working results and working progression to BU in order to improve their performances and give useful advice to solve problems successfully.
- Hands in market reports, problems, and solutions to those problems to immediate manager
Maintains good relationships with potential customers, including key authorizes doctors and hospital directors to support Sales Specialists to achieve sales targets and proposing products to hospitals successfully and ensures that the company provides the quality of services which meet customers expectation in order to build loyalty and promote medical products and usages.
- Prepares monthly plans for visiting customers and give advice to Sales Specialists about their omnichannel cycle plans (OCCP).
- Discusses with teams about problems occurred to customers and works together to solve problems for them immediately.
Helps and supports Sales Specialist to propose the company's products to hospital formulary in order to expand accessibility to patients and achieve sales targets.
- Engage and partner with potential customers / key authorizes such as director, head of pharmacist, etc. and creates strategies to propose products to hospitals.
Coordinates with other BU/Departments both within and outside organization in order to promote working as one Astellas within the organization and create more smoothness of works.
- Creates a working environment in which everyone in the sales and brand teams feels respected and that their perspective is valued to enhance better cooperation.
Ensures compliance with medical and professional ethics to create brand and company image throughout the pharmaceutical market.
- Fosters a compliance mindset by integrating a high sense of ethics and compliance into everyday business decision making.
Set a clear objective for Sales Team in order to develop talent for enhancing business results.
- Understands sales team capabilities and addresses development gaps.
- Provides feedback to team members so that they understand their strengths and opportunities for development.
- Learns about team member's career interests, values, and aspirations to understand their development needs.
- Constructs robust individual development plans for team members.
Create good working environment, moral and motivation to staff of sales team in order to improve overall business performance.
- Listen to subordinates problems.
- Work together with subordinates and shares information with them.
Other as the assignment by BU
- Follow the company policy and ad-hoc assignments.
Required Qualifications:
- Holds a bachelor's degree in pharmacy, Medical Sciences or related fields.
- Has 3-5+ years of experience as a sales/medical representative with a good track record in consistently delivering results.
- Has 2-3+ years of experience as a people manager with a good track record in consistently delivering results.
- People skills: Ability to lead team, management performance of the team and coaching staffs.
- Demonstrated experience in sales analysis, management, and planning developing strategies and implementing key account plans to achieve sales and marketing objectives.
- Ability to identify and articulate sales opportunities and risks.
- Good communication oral, written and presentation and negotiation skills contract / tender management experience.
- Ability to work independent as well as a team.
- Has Good Knowledge Microsoft Office and Window based computer applications.
- Has Good Command of written and spoken in English.
Preferred Qualifications:
- Strong leadership with customer and good interpersonal skill.
- Good self-control and able to work under pressure.
- Ability to make decisions and response to solve problems immediately and effectively.
- Knowledge of the country's healthcare market, policies, future development plans, trends and devising appropriate action plans.
- At least 2-3 years working experiences in sales management and oncology therapeutic area with multi-national companies, especially in Pharmaceutical Company.
- Strong capabilities with established key principles of success including 1) focus outcome over task orientation, 2) think about enterprise over individual function, 3) act with urgency.
