Sales Manager- Casa South- Morocco

Job Description

1658 Viatris Pharmaceuticals S.A.S.At VIATRIS, we see healthcare not as it is but as it should be. We act courageously and are uniquely positioned to be a source of stability in a world of evolving healthcare needs.Viatris empowers people worldwide to live healthier at every stage of life.We do so via:Access ? Providing high quality trusted medicines regardless of geography or circumstance;Leadership ? Advancing sustainable operations and innovative solutions to improve patient health; andPartnership ? Leveraging our collective expertise to connect people to products and services.Job Purpose:

• Responsible to achieve the revenue targets for the assigned portfolio within assigned territory by ensuring full understanding and execution of Brand, Customer and Account Plans and tactics

• Lead and motivate the assigned team of Medical/Retail representatives. Responsible for recruitment, training, development and the management of performance. Ensure that the team is equipped with the knowledge and skills to perform and execute effectively

Shape the culture of performance, empowerment, accountability, innovation, customer focus and executionBusiness Outcomes

• Lead and direct all activities in the assigned Territory to achieve/exceed sales objectives for the portfolio.
• Coordinate effective & efficient allocation of resources. Monitor & manage all sales expenditures in line with the approved budget. Take corrective actions where required
• Proactively manage opportunities / potential risks in order to minimize downsides and maximize upsides variances from the revenue targets
• Prepare and submit the Territory annual & revised sales forecast, budget & best estimate for the assigned portfolio by account and sector

Field Force Planning

• Achieve the optimum size, structure and geographical deployment of the sales force to accomplish sales objectives
• Map the customers and maintain updated classifications (Annual submission and Quarterly revision)
• Develop and implement Business/Customer/Account plans for achieving sales goals in line with business objectives.
• Set clear call plans and visit objectives for reports, and conduct frequent coaching visits, which will be reviewed for efficacy
• Ensure FFE objectives and processes are implemented.

Cross Functional Alignment

• Ensure implementation of brand positioning in coordination and consultation with the marketing and medical colleagues; align plans accordingly for the portfolio of products

• Participate with medical & regulatory managers along with commercial team in the planning and strategies of new product form introduction/registration and follow on its launch activities ensuring timelines
• Work with FFE Manager/SMS lead/Medical/Marketing to implement and sustain Customer Centric Selling and other FFE initiatives

Organization: Talent Management & Development

• Lead, direct and coach Medical representatives
• Responsible for attracting, recruitment, training and retention of talent
• Use GPM to support Performance management across spectrum including low performance ?? ensure objectives, talent reviews for all direct colleagues , maintaining quality and timeliness of content
• Ensure that Medical representatives are continuously trained, empowered & motivated to meet their sales objectives & maximize their potential productivity in the right compliant manner. Focus on their product knowledge, excellence in selling skills, customer knowledge and execution of account plans
• Actively seek out training & development assignments for individuals who are capable of advancing to more responsible positions in accordance with Viatris career and talent development programs
• Responsible for the enhancement of the engagement of team members and collaborate with the peer managers and directors to implement the agreed upon plan of action

Customers

• Put the customer at the centre of what we do

• Build & maintain professional solid relationship with key opinion leaders (KOLs) and Institutions to ensure better understanding and positioning of our products and overall enhancement of customer?s needs and satisfaction
• Build and implement Customer Engagement strategy

Operational Excellence

• Actively participate in the key strategic projects
• Lead and create the environment consistent with our Values. Ensure compliance
• Implement all company?s policies & procedures; maintain consistency & uniformity of systems.
• Ensure that all sales staff understand & work within the company?s Mission, Vision and Values and drive 100% compliance among team members. Ensure appropriate training, education and implementation at all levels of policy and guidelines
• Reports to the Business unit Lead monthly sales achievements, products market share, market feedback, competitor activities, and customers? reactions to company policies & promotional campaigns. Maintain accurate and timely records for above and as appropriate
• Set high standards of performance for self & others. Properly utilize all reward & recognition tools to leverage performance. Recognising and celebrating successes
• Regular review of sales representative attendance to office and events to ensure maximum productivity is achieved
• 70 % of work time will be allocated to field coaching activity
• Accountability on selected portfolios and geography results in support to the field force

Job Specific Technical/Functional/Professional Competencies:

• Knowledge of the Pharmaceutical industry and Healthcare environment
• Strong interpersonal skills with an understanding of people management ? motivation, coaching and development
• Ability to have courageous conversations and manage poor performance
• Strong Performance Management capability
• Commercially astute with strong business acumen. Ability to identify and capture sales opportunities
• An understanding of how to develop and use customer insight
• Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication
• Risk taking / Judgement / Innovation
• Change Leadership
• Strong problem solving and process management skills. Metric development, monitoring and control
• Implementation/execution skills
• Negotiation skills ? internal and external
• Computer literate: Excel spreadsheets, PowerPoint, Word
• Ability and skills to manage teams

Experience and Knowledge:Previous successful management experiencePharmaceutical environment Knowledge (Minimum 08 years)Written and spoken Arabic, French. English language is a plusAt Viatris, we offercompetitivesalaries, benefitsandan inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.Viatris is an Equal Opportunity Employer.

Keyskills :