HEAD OF SALES - PHARMA

1. →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).
2. →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.
3. →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.
4. →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.

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.

• 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

• 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).

• 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.

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.

• 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.