Working Environment and Location

• This position is based in Delhi, India and will require on-field work. 
• At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines.

Purpose and Scope

• This role has the responsibility to deliver sales results and lead team in assigned Zone to meet or exceed established sales targets and call execution goals in compliance with company regulations / code of conduct.
• Assesses individual & team progress toward goals, develops Product Specialists (PS)to enhance key commercial capabilities e.g., customer excellence, digital & data excellence, etc., coaches to improve them and advance to higher career level. Able to manage & maximize ROI on promotional.
• Demonstrates and inculcates Astellas’ 7 competencies (Customer Focus, Result Orientation, Strategic Orientation, Innovation & Change, Communication & Collaboration, Developing & Inspiring, Working as One Astellas)

Role and Responsibilities

Strategic Business Management

• Responsible for managing the sales team to achieve the given sales target, targeted market share and expenses KPIs.
• Cascades and distributes suitable sales target to each PS to achieve the Zonal sales target as well as All India level sales targets.
• Ensures that Zonal Sales Teams adheres to all KPIs relates Sales Force Excellence (e.g. Call as per Planned Frequency, Call Reporting, Coverage), Digital Excellence (Veeva Calls, Emails)
• Identifies potential business risks and pro-actively formulates and implements risk mitigation plan along with the team
• Seeks information and analyses marketing strategies and activities of competitors to plan innovative sales/marketing activities/strategies and actionable sales plan to implement in market.
• Assesses market situation and provides a responsible, accurate market feedback to management team.
• Displays pro-active cross functional collaboration to drive business, discuss potential challenges and solutions
• Partners w/ Marketing for on-ground/in-market implementation of sales & marketing sales and marketing activities
• Ensures full compliance w/ Astellas SOPs, Policies and Code of Conduct while conducting business activities and ensures timely close out w/ all proper documentation in Astellas systems
• Actively collect as well as guide PS to collect pharmacovigilance information such as adverse events (“AE”), special situations, …

Continue:Role and Responsibilities

KOL Relationship Management

• Engage with potential customers, including key authorizes doctors and hospital directors to drive business and support MR to enlist the company’s products to hospital formulary to expand accessibility to patients and achieve sales targets and ensures that the company provides the quality of services which meet customers’ expectation to build loyalty and promote medical products and usages.
• Classify HCPs and build visiting plan to deliver/execute communication plan, marketing activities to achieve goal of assigned market.

Product Specialist Management

• Conducts periodic (e.g. monthly) reviews of Zonal sales team w/ cross functional stakeholders (e.g. Marketing, Finance, HR) to evaluate past performance, identify challenges, action plan to overcome challenges and future outlook
• Provides day-to-day supervision of activities, including coaching, advising, training, motivating, , manpower planning, and performance evaluation of subordinates to ensure that they are fully developed to meet the objectives of the sales division, and for the challenges of the future
• Partner’s w/ HR and assesses, identifies, and constructs robust individual development plans for team members

Other Responsibilities

• Control expenses aligned with approved annual budget effectively
• To provide support beyond abovementioned responsibilities as and when requested by organisation

Essential Qualifications

• Bachelor of degree in Business Management/ Pharmacy/ Medicine or relevant field.
• Major in Pharmacy is an advantage.

Preferred Qualifications

Skills and knowledge:

• Excellent customer service skills addressing the needs of both external and internal customers with strong communication and process skill
• Having strong networking/ connection with Key Opinion Leaders       in Transplantation/ Intensivist/ Oncology in Zone of India is an advantage.
• Have good experience in field force management and territory management.
• Demonstrated skills and experience to manage risk, mix and span across products, people, and geographies

Work Experience

5 years successful in similar role in a Multi- National Pharmaceutical company.

Soft skills:

• Excellent presentation skill
• Excellent negotiation skill
• Good interpersonal skills
• Possess strong influencing/persuasiveness abilities
• Creative and innovative
• Detail-oriented, independent thinker, self- driven
• Excellent organizational and problem-solving skills
• Ability to work under high pressure
• Good managerial and coaching skills

Our Organisational Values and Behaviours