Shire Franchise Manager Immunology in Dammam (Baxalta), Saudi Arabia
Provide a brief summary describing the major role, responsibilities and purpose of the job. Summarize key areas of accountability and budget responsibility, if applicable.
Leadership of the Commercial Saudi Arabia Team (KAMs)
Responsible for the development and execution of a business plan for Shire’s products in specific area of coverage, including annual sales targets and marketing strategies and tactics, which are adapted for local needs but consistent with regional and global ethical standards and strategies.
Country PNL, budgets and revenue responsibility- to reach assigned country sales targets
Provide clear and motivating leadership to employees assigned for supervision: KAMs, Coach the team towards maximum performance.
Strong focus on direct customer contact and field work.
Strong, active collaboration with relevant Shire Medical functions (MSL and other) as well as other (market access, international marketing, HR etc.).
Appropriate planning, tracking and adherence to expense budgets.
Ensure appropriate objective setting with all employees under supervision to achieve the best available targets
Ensure that all employees under supervision (the Commercial Franchise team) adhere to their targets, objectives, duties as well as Shire Vision and Values.
Demonstrate full understanding of the Shire products, markets and commercial strategies as well as the critical success factors and the regional/global/international marketing plan. Demonstrate full awareness of key competitors and their strategies and how Shire products successfully compete.
Develop and expand the relationships with important key opinion leaders as well as other key stakeholders.
Prepare and maintain accurate Franchise and country business plans.
Ensure sales team maintains and executes local account plans to meet all objectives within allocated budget.
Ensure adequate promotional coverage of both prescribing and referring customers for all assigned brands within the assigned area.
Ensure sales objectives of Shire assigned products to be reached, in line with the agreed budgets.
Explore and understand customer needs and support those and all employees under supervision by providing the required services and initiation of relevant projects.
Provide strategic input to annual and long-range BU/company business plans.
Support the relevant internal functions/departments in the preparation of promotional materials as well as planning of congresses, medical education events and other medico-marketing activities / projects.
Define, develop and run (screening) projects in collaboration with relevant internal functions and selected customers / centers to find new or to better reach out to existing patients.
Attend national and international congresses and medical education meetings relating to assigned products.
Ensure with all employees under supervision to effectively utilize the identified IT systems including CRM to pro-actively plan and monitor business activities and record factual accurate customer notes with completion according to agreed timescales and quality levels.
Ensure personal conduct is consistent with the Shire Vision and Values as well as all relevant legal and compliance / Pharma regulations and guidelines and act as an example.
Coordinate and support internal functions in initiating and optimizing business opportunities at a regional and national level.
Carry out other related tasks and projects as requested by supervisor (e.g. vacancy coverage, collection of customer feedback on specific questions, testing new materials or project concepts etc.)
Education & Experience Requirements
Track record of pharmaceutical sales experience in highly specialized indications.
Bioscience degree or relevant working experience in similar area.
Experience of working with rare diseases and in niche markets is preferred but not essential.
Experience with new product launches an advantage, but not essential.
Experience in the same or a similar indication area an advantage, but not essential.
Leadership experience strongly preferred.
Marketing experience is preferred but is not essential.
Rare disease experience preferred, but not essential.
Strong personal skills in direct personal relationship building with national KOLs and national key customers a must.
Strong, convincing and well-balanced leadership skills are core to the job and a must.
Key Skills and Competencies
Fluent in English and Arabic language
Strong, convincing and well-balanced leadership skills
Good project management and analytical skills.
Ability to build and maintain a strong relationship with KOLs, medical referral chain and other relevant stakeholders.
Ability to convince customers and motivate them to invest time, taking action to actively increase the level of attention and care for the patients within the indications relevant to assigned Shire products.
Convincing presentation skills.
Networking ability across different functions externally (i.e. medical care and involved organizations: physicians, nurses, patient organizations, payer organizations) and internally (Medical, Marketing, Market Access etc.).
Flexible, proactive, highly motivated and able to manage projects independently and effectively. Show initiative, intrinsic drive and ambition to achieve high goals.
Knowledge of and acting in line with the appropriate legislation and guidelines for sales of high value niche specialist products.
Good interpersonal skills, able to work effectively with external customers as well as internal team members.
High level of personal energy and enthusiasm. Readiness to go the extra mile.
Other Job Components
Complexity and Problem Solving
Ability to balance business decision making with employees, patients, customer and company interests.
Ability to prioritize budget spend according to highest and quickest return for the company.
Decides own work priorities and travel/meeting plans to achieve goals in the most effective, quickest way.
Decides which key customers and other stakeholders need to have the highest priorities in accordance with set objectives.
Decides which employees to coach or develop most (first) in accordance with set objectives
Prioritizes the most impactful commercial investments and projects, optimizing investment of time and budget spend.
Effectively coach team to organize local/regional/national educational meetings for relevant specialists and to being responsible for coordination of all venue, speaker and material support required for the achievement of high quality meetings in support of business goals and in compliance with local regulations and Shire guidelines.
Internal and External Contacts
Country team employees
Head of Gulf cluster
Shire colleagues of collaborating Shire functions like Medical, Finance, Global Marketing, Market Access, etc.
KOLs and top tier customers
Service providers and vendors relevant for the budgeted projects
Institutes and/or Health Care Professionals/people other than mentioned above that are crucial for growing the business.
Readiness to travel daily with assigned territory, with some additional international travels on request.
Shire is the leading global biotechnology company focused on serving people with rare diseases and other highly specialized conditions. We strive to develop best-in-class products, many of which are available in more than 100 countries, across core therapeutic areas including Hematology, Immunology, Neuroscience, Ophthalmics, Lysosomal Storage Disorders, Gastrointestinal/Internal Medicine/Endocrine and Hereditary Angioedema; and a growing franchise in Oncology.
Our employees come to work every day with a shared mission: to develop and deliver breakthrough therapies for the hundreds of millions of people in the world affected by rare diseases and other high-need conditions, and who lack effective therapies to live their lives to the fullest.