Sales Manager - One Rare

JOB TITLE:  Sales Manager One Rare

Location: Riyadh

Job Type: Permanent, Full time

JOB PURPOSE

To lead and grow the Rare Diseases business for Rare Diseases in Saudi Arabia by executing the agreed-upon local business strategy through effective planning, coaching, and support. Spearhead accelerated product launches, drive market expansion, and implement penetration strategies to maximize market potential, ensuring the team's flawless execution in achieving the set business objectives.

KEY RESULTS / ACCOUNTABILITIES

1. Set direction and inspire team

• Support the team in setting clear and compelling vision that guides them to deliver the strategy and goals at territory and country level
• Lead the team to support the franchise agenda with expedited launches, access and inclusions patient uptake and robust stakeholder management. 
• Identify and explore opportunities for the complete Rare Diseases portfolio  products to ensure realizing the maximum market potential
• Timely business planning and in-depth market understanding, root cause analysis and competitive intelligence to ensure premium execution to achieve agreed KPIs.
• Robust medical and product knowledge to support the team in achieving the aspired disease awareness and product differentiation and becoming trusted advisors for target HCPs.
• Solid understanding of Saudi Arabia  market dynamics, operations, competition and rare diseases KOLs Execute the  launch of  upcoming products.

2. Drive performance

• Achieve agreed budget and forecast annually, quarterly, and monthly sales revenue to ensure timely sales delivery by account. (SISO)
• Conduct robust forecasting for KSA to be captured based on solid market insights that would be reflected accurately in monthly  demand reviews.
• Support Clinical Scientific Associates to ensure robust implementation of sales strategy and tactical plans in order to maximise patient recruitment, market share, achieving sales and patient number objectives for Rare Diseases products  
• Develop a culture of performance and self-accountability for delivery of quality results within the team
• Lead and follow-up on team’s KPIs to optimize customers facing time and propose optimal structure according to each team member capacity and area specificity in alignment with each brand’s strategy
• Conduct regular business performance reviews to assess improvement and development versus plan of team members
• Ensure end-to-end patient solutions driven from accurate patient journey mapping and patient needs
• Frequent tracking, analysis and reporting of the recruited patients while ensuring profiles are as per the label
• Liaise with distributors to achieve the planned objectives.
• Develop and implement action plans to launch and identify opportunities to maximize business growth for novel products.
• Drive robust key stakeholder’s management and relationship to achieve business success.

3. Work closely with the CFT

• Cultivate a network of collaborative relationships among marketing, market access, medical, TRM, regulatory, distributors and other departments to ensure alignment on strategy and optimize accessibility of our products to the patients for their utmost benefit.
• Supporting franchise agenda and calendar premium execution with launches, annual operational plan, new campaigns roll out and feeding back market insights.
• Collaborating with the Access team to formulate and implement expedited access and inclusion timelines in key accounts.
•  Supporting TRM team with timely feedback and updates of proposed prices, RFQ follow up and overall tender prices
•  Lead tender management process and negotiate the commercial conditions where necessary
• Liaise with Supply Chain monthly to ensure that the sales forecasts are accurate, supply quantities are anticipated and set, manage any stock out situations or provisions. 
• Ensure robust management of the commercial cycle thus securing uninterrupted supply to the markets.
• Work closely with the medical team to ensure robust stakeholder management, diagnostics, and support on the success of planned medical activities.
• Ensure team productivity with monthly planning of OCCP and tracking of SF KPIs with the SFE team.

4. Develop team capability and talent

• Maintain a positive working environment for the team by conducting a healthy and engaging interaction with all members
• Regular evaluation for each team member performance and delivery to assigned tasks for maximum efficiency and productivity as per assigned KPIs
• Provide appropriate and timely feedback and coach team members to help them achieve their goals
• Liaise with the HR team the hiring activities in attracting and recruiting talent
• Train and develop new/current members of the team and act as a role model for staff by setting standards and being an example in behaviour/actions
• Act as a change catalyst by having open and transparent communication based on trust and respect
• Support the professional and career development of the team by identifying the skills and competencies that employees need for their current and prospective roles
• Provide the team with opportunities to learn and apply new skills
• Motivate and engage the team using formal and informal recognition, regular communications, and the encouragement of cooperation between individuals and teams
• Support the team in developing tailored development plan fit for their career aspiration

Maintain Compliance 

• Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company 

Ethical Leadership

• Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant legal requirements) and demonstrate personal leadership in applying these to all work undertaken.
• Escalates any decisions or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role.

Environmental and Safety Leadership

To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work. Employees are therefore expected to:

• Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment
• Comply with necessary safety procedures and SOPs during COVID-19 situation to ensure safety of self and others
• Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence

Thoroughly read all safety documentation issues by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and / or manager.

SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

Core Requirements:

• Minimum 5 years in pharmaceutical industry
• In-depth understanding of the pharmaceutical industry, including market dynamics, regulations, and product knowledge.
• Strategic planning and execution capabilities to achieve sales targets and business objectives.
• Ability to build and manage relationships with key stakeholders such as healthcare professionals, regulatory bodies, and distributors.
• Strong analytical skills for interpreting sales data and market trends to inform decisions.
• Excellent communication and negotiation skills to effectively influence both internal and external stakeholders.
• Adaptability and problem-solving skills to respond to evolving market conditions and business challenges.
• Knowledge of pharmaceutical product launches and experience in driving market penetration strategies.

Advantageous requirements:

• Rare Diseases field experience
• Saudi market dynamics, stakeholders, and access landscape understanding

Required Skills: Leadership, selling skills, forecasting, communication and negotiation skills, Cross functional collaboration, evidence of strong analytical skills, coaching and mentoring skills, interpersonal skills, teamwork, independence, initiative & perseverance.