Zonal Business Manager

About AstraZeneca

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

Job Description / Capsule

ZBM will be responsible to monitor execution of marketing & sales plan in the zone, with the objective to ensure that sales

targets are met in the area consistently. You are also required to lead and coach a team of sales specialist (KAM’s) and

ensure performance as per standards. You are responsible to foster a robust capability building ecosystem and actively

engage in aiding the learning and development processes by arranging relevant training programs and workshops.

Typical Accountabilities

Develop territory and account strategy

§ Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate

resources from lower priority accounts to invest in higher priority ones.

§ Develop strategies and tactics to provide optimal resource allocation in alignment with the Oncology TA and brand

strategy, within the governmental and

regulatory environment.

§ Work with individual KAM to develop appropriate / challenging goals within each territory / tumor.

Lead, coach and manage team of Sales Specialists (KAM’s)

§ Develop and maintain productive working relationships with account teams to manage and motivate teams

effectively.

§ Review team's and individuals' performance; provide honest and constructive feedback and recognize and

encourage good performance.

§ Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach

individual team members as required, etc., in both Oncology expertise and engagement skills

§ Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear

goals and expectations and track progress against these.

§ Identify and tackle challenges and issues within the team / individual

team members.

§ Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading

the team.

Build strategic partnerships with key accounts

§ Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety

profiles and treatment protocols to support on-label prescribing for appropriate patients.

§ Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value

accounts.

§ Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant

activities, e.g. product development, marketing,

sales efforts

Support capability building in healthcare ecosystem

§ Build knowledge and understanding about AZ's overall Oncology value proposition, and product's labelled

indications and efficacy data among internal team of Sales Specialists and all externally relevant stakeholders in

the MDT and DMU

§ Support Sales Specialists in utilizing different communication approaches, techniques and channels to help build

knowledge in the MDT / DMU

§ Conduct science-based discussions with the HCP as per the approved indications of AZ's products.

§ Arrange multidisciplinary workshops for physicians and other healthcare professionals.

­ Arrange and coordinate effective speaker programs with physician advocates and KOLs. ­ Actively support Oncology nurses on relevant trainings, e.g., chemotherapy Ensure compliance ­ Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists ­ Be compliant with all external regulations and internal policies – and ensure broader AZ team is compliant and enforce compliance in the internal team ­ Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions with patients

Typical People Management Responsibility

(direct / indirect reports)

<5> Approximate number of people managed in total (all levels)

Matrix Manager – (projects/dotted line)

Manager of a team

Grandfather (manager of a manager)

Education, Qualifications, Skills and Experience

Essential Desirable

· Bachelor’s degree in science or B. Pharmacy with a solid

background in oncology sales within a prominent

Pharmaceutical Organization.

· Proficiency in managing significant corporate chains of

hospitals and CARES accounts.

· Strong track records of people leadership, as evidence

by 3+ years of experience as first line manager.

· Thorough Product Knowledge.

· Aptitude for establishing and nurturing strategic

relationships.

· Comprehensive understanding of the Pharmaceutical

Industry.

· Effective Influencing and Communication Skills.

· Proficiency in Customer Management.

· Strong Commercial Acumen.

· Proven Selling Skills.

· Candidates at Career level E are eligible for application,

as this represents a lateral move.

· Previous Man management experience · Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team or Managed Markets · 3 Years of Oncology experience.

Key Relationships to reach solutions

Internal (to AZ or team) External (to AZ)

· Business Leadership Team · Health Care Professionals

· Commercial Excellence Team · Business Marketing · Heath Care organisations

Trade channel partners

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s 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’re on an exciting journey to pioneer the future of healthcare.