Head of Sales

HEAD OF SALES (RX)

KEY RESPONSIBILITIES & ACTIVITIES

Deliver Business Results - Lead & Manage affiliate’s sales-line (portfolio team), motivate and inspire to achieve (or exceed) assigned targets & financial goals results through Regional Sales Managers (RSMs) and their teams (Territory Managers). Financial Management - Identify and monitor key functional/sales line financial indicators to gauge overall performance. Accountable for assigned Targets and Financial/Business goals accomplishment. Manage and deliver financial commitments as well as optimize short-term performance and long-term growth. Strategy Development and Execution - Sync cross functionally to create respective sales-line/portfolio team’s strategies and create tactical plans. Ensure these strategies are translated into specific objectives, metrics, and action plans for the sales-line/portfolio team’s that can be communicated and executed effectively. Operational Excellence - Lead from the front in ensuring excellence in commercial execution through RSMs & their teams. Meet (or exceed) assigned commercial/operational KPI’s through RSMs and their teams.

BUSINESS OUTCOMES - RESULTS TO MEET (OR EXCEED)

• Formulate and communicate a forward-looking and integrated strategy for the responsibility sale-line/portfolio team to contribute to affiliate’s business objectives.
• Drive to meet (or exceed) financial & commercial targets/results.
• Meet (or exceed) financial business metrics such as budget and expenses to contribute to margin expansion.
• Achieve operational excellence by demonstrating & providing the needed leadership, guidance and innovation to improve execution.
• Develop RMSs and team capabilities to meet current and future business needs.
• Inspire and create a high-performing, accountable and innovative culture in the responsibility sale-line/portfolio team.

LEADERSHIP CORE COMPETENCIES – TO DEMONSTRATE

• Deliver Results (hold department/function team and others accountable, plan & prioritize, manage complexity and ambiguity) - Strong results–orientation with a sense of business ownership for the responsibility sales-line/portfolio team.
• Setting Vision and Strategy (communicate effectively and establish optimism) – Act as champion for the vision and strategy of the responsibility sales-line/portfolio team. Help teams to see (i.e., be a thought leader) what the future can look like and be optimistic about it. Inspire support for the strategic priorities through strong communication and influence skills

KEY BUSINESS CHALLENGES - TO COUNTER

• Managing the boundaries - Be able to break down the boundaries that exist across different functions and work groups. Need to have a broad perspective beyond any single function or work group. Advocate and champion cross-functional collaboration to create synergy.
• Influencing without authority - Utilize various influence techniques to gain commitment and support from different internal & external stakeholders (cross functions). Need to demonstrate organizational savvy, courage and remove barriers to self & team’s high-rated performance and results.
• Creating the supporting infrastructure for innovation/problem solving - Drive sales function infrastructure, culture and processes needed to introduce and implement innovative ideas or approaches.
• Anticipating changes in complex and ambiguous environment - Frequent changes in regulatory policies and government interventions, along with internal restructuring and shifts in direction, lead to a high level of ambiguity and complexity. Need to anticipate potential changes, be agile to provide responses, and lead the RSMs and their teams through changes.
• Cultural diversity - Operating across different cultures with people from diverse backgrounds, both internal and external, requires high level of cross-cultural agility (i.e. skill in managing different approaches and being adaptable to cultural cues).

KNOWLEDGE, EXPERIENCE AND QUALIFICATIONS

Knowledge:

• Strong understanding of sales and financial management.
• Knowledge of strategy development and execution.
• Familiarity with operational excellence and commercial execution.
• Understanding of stakeholder management and talent development.

Experience:

• 10-12 years of proven experience in Pharmaceutical Sales, including a minimum of 6-7 years in leadership roles.
• Experience in financial management and achieving business goals.
• Background in Strategy & Tactics development with high rated execution.
• Preferably, experience in Respiratory Therapeutic Area.

Qualifications:

• A Bachelor's or Master’s degree in Pharmacy, Life Sciences, Business Administration, or a related field.
• Relevant certifications in sales management or leadership.
• Strong communication and leadership skills.
• Ability to make evidence-based decisions and drive results.
• Proficiency in data analysis and budget management.