The Gulf NMD Sales Manager provides leadership and direction to the Gulf NMD sales representatives in an assigned geography to enable them to achieve and exceed their sales objectives. This role is accountable to create a fully compliant work culture that motivates the individuals to perform at the highest level, despite operating in a fast-pace and challenging environment.
Duties include the following:
Achieving commercial goals - Works toward the overall definition and achievement of sales goals and overall sales responsibility across the multiple territories in the Gulf, set by the organization whilst maintaining expenditure at set levels.
Establishes sales goals and strategies for each territory, in partnership with senior leadership
Participates in the development and implementation of the national sales strategy
Manages the regional sales planning and territory alignments
Supervises the NMD sales representatives management of their territory budgets
Able to effectively define and prioritize time and field tactics and programs execution for the broad territory in line with set plans and goals activities, and resources to optimize accounts with the most sales potential.
Build intimate knowledge of the accounts stakeholders priorities and decision making processes (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers for utilization
Building up, strengthening and ensuring a long-term customer relationship with the accounts key stakeholders responsible for SMA care delivery and funding of treatment, ensuring favorable environment via regular dialog with key stakeholders
Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote Biogen services (as relevant to the market).
Foster the development and execution of effective activities such as local peer-to-peer, explanatory meetings and other education programs in the Gulf Cluster and across the territories to develop KMEs
Focus on identification of new SMA na ve patients, mainly adults throughout the Gulf region through implementing patient identification initiatives
Ensure implementation of patient retention campaigns, maximizing adherence to therapy & improved compliance.
Business planning Coordinates the development and execution of an annual territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objectives.
Drive patient identification and market development for SMA by building and executing against a territory specific strategy and account specific plans. Demonstrate consistent, superior business management skills and innovation while continuously appraising sales opportunities within markets and accounts to maintain and grow their business.
Sets the NMD Sales Team call plan on a daily/weekly basis to ensure adequate coverage for all key accounts
Provide information to management to help with identifying, segmenting, profiling, and defining national key accounts e.g. Hospitals, purchase groups & guideline providers
Provides analysis of business and patient access opportunities and threats at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers purchasing guidelines and practices, and competitive actions.
Provide key customer/KME insights from the field to enable the development of strong integrated customer engagement plans
Drives optimal customer engagements with HCPs by maximizing the sales force impact through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach.
Maintaining best in class knowledge (Individually & Team) : Demonstrates industry-leading understanding of disease state, products (BIIB and competition), clinical practices, market dynamics, and healthcare systems; Proactively seeks external opportunities for individual and team learning, including conferences, seminars, and professional associations;
Minimum of 5 years of pharmaceutical sales management experience, including experience in the Gulf specific commercial environment
Preferred experience in rare diseases OR High degree of learning agility to learn/understand administration and neuromuscular diseases.
Arabic language knowledge and proficiency in English are a must
Proven and sustained track record of reaching and exceeding sales team goals
High level of integrity and sense of business partnership.
Strong drive for results and drive for success
Professional presence & Self-confidence
Charismatic and Inspirational in Sales Team Leadership
Ability to deal with ambiguity
Precise and accurate working style.
Strong Influence/persuasion/negotiation skills.
Excellent analytical skills.
Cross functional leadership ability and a strong collaborator and ability to create stakeholder trust at different levels in the Health Care system.
A command of highly scientific and technical subject matter
Very good communication skills
Relevant university degree. Master s degree in biotech, commercial or sales strongly preferred.