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Job Title: National Sales and Operations Lead
Location: Metro Manila, Philippines
About the role:
The role is responsible for building and leading the Vaccines Sales team in the Philippines and in ensuring best-in-class sales promotion & access tactics. The role is responsible in creating and executing sales strategies and for the delivery of commercial objectives, while operating in alignment with the values and purpose of Takeda.
Lead nationwide sales team members to achieve sales targets, Sales Force Effectiveness KPIs and timely execution of planned sales activities. Provides leadership towards the achievement of maximum profitability and growth in line with company overall business strategy.
Design and execution of sales force deployment model which may include Takeda internal field force, virtual representatives, complemented by an effective and efficient sub-distributor model.
Oversight to the sub-distributors’ representatives to ensure aligned HCP and hospital coverage in the territories where we are present. Conduct Business Reviews to drive performance.
Develop and ensure seamless execution aligned to agreed KPIs for hospital programs and alternative channels and other tactical programs necessary to support brand promotions, sales revenues and vaccines uptake.
Develop, communicate and implement effective sales strategies to expand the customer base, increase market share and develop new business.
Lead the development and implement a comprehensive sales training program that will keep the sales team at the forefront of the industry through continuing professional growth among district managers and medical representatives.
Develop and review for improvement of sales related policies and procedures.
Provide accurate reporting and detailed information on lead generation and sales efforts, including analysis of data and metrics
Design and execution of Business reviews for all channels to understand performance and develop relevant action plans
How you will contribute:
Responsible for the creation and execution of sales strategies to ensure delivery of commercial objectives.
Ensures the development and implementation of effective sales programs across distribution channels and utilization multiple forms of engagement to ensure broadest access to the vaccine.
Builds a strong best in class Vaccine team. Hires, develops and retains commercial staff (sales).
Responsible for ensuring the development, implementation and monitoring of sales force and key account prioritization and performance monitoring, aligned to the vaccine sales force model.
Identifies, develops and maintains professional relationship with key vaccine customers, KOLs and scientific societies, identifies new opportunities and ways to better meet customer needs, serves as role model in terms of customer orientation.
1. Primary Accountabilities
A) Sales Management
Set-up and management of Takeda Field force, Virtual representatives and oversight on Sub-distributors’ representatives
Establish National sales goals based upon current market trends and aligned to company objectives.
Monitor the National sales performance vs. plan and budget.
Prepare sales forecasts and update on a monthly, quarterly and annual basis for accurate national sales planning.
Work with internal stakeholders to ensure that there is sufficient supply and demand of priority products.
Analyze sales data in order to identify opportunities/gaps across districts, provide recognition and address poor performance in a timely manner.
Oversee and ensure seamless implementation of promotional activities.
Ensure proper allocation and monitoring of budgets.
Conduct regular monthly sales reviews, provide coaching, review performance, and build motivation and selling skills of sales personnel.
Ensure sales personnel adhere to the code of conduct and conform to the local laws and regulation in their line of work.
HCP engagement across Vaccine target KOLs, Societies, and key HCPs to ensure an in-depth understanding of the market trends and customer perception.
B) New Business Acquisition
Develop business plan and strategy to increase market share specific to hospitals, alternative channels, and vaccine ordering facilities.
Provide relevant information from sales activities to marketing teams that can help with crafting productive marketing strategies.
Network with potential customers in an effort to promote certain products and to keep abreast with the current developments and trends within the marketplace.
Prepare action plans by individuals as well as by team for effective search of sales leads and prospects.
Monitor and analyze competitor’s activities and propose counter action.
C) People Development
Development of SF competency model and creation of relevant training programs to enable continuous development
Conduct regular reviews with all District Managers to build more effective communications, understand & address training and development needs, and provide insights for the improvement of District’s sales and activity performance.
Develop, implement and monitor development program for each district manager.
Conduct regular feedback and coaching session and engage them in periodic performance reviews
Mentor the sales team and nurture relationships with each associate in order to help them achieve their goals
Collaborate with other stakeholders to ensure effective execution of brand strategies
Set performance management objectives based on relevant Sales Force Effectiveness key performance indicators
To perform other tasks and duties which may be assigned by immediate supervisor
Critical functional knowledge
Proven ability to plan and manage sales team, enabling Philippine’s growth strategy.
Key facilitator of sales and operational decisions and owner to resolve any sales related concern.
Proven ability to develop and communicate a strategic view based on the integrated knowledge of franchise programs.
Critical business expertise
In-depth Understanding of Sales & Vaccines business model
Validated experience and knowledge of external customers including prescribers, payers, providers.
Communication Skills:
Ability to communicate ideas (both verbally and written) in a persuasive and appropriate manner and to build collaborative work relationships, ideally in a cross-functional.
Able to engage in detailed conversations with clinicians and payers about local management of disease through strong understanding of vaccine and how Takeda can help improve disease prevention.
Excellent downwards communication skills to attract, lead and motivate talents and align them with global strategy and vision.
Excellent upwards communication skills to drive program excellence and engaging functional partners.
Innovation
Able to utilize all possible distribution channels (e.g. HCP, drugstore, Institutional business) and develop new platforms to increase availability of vaccines nationwide
What you bring to Takeda:
Education
Bachelor’s degree
Business knowledge of the vaccines industry or in a therapy area catering to the dispensing HCP market
Required Experience
Preferably with at least 8 years Extensive Commercial Management experience. (Sales, Key Accounts Management, Marketing or other allied commercial management functions)
Vaccines experience is a must.
Proven track record in managing, directing and motivating salesforce.
Skills & personal characteristics
Critical technical, professional and personal capabilities
Business savvy
Strategic and analytical thinking
Ability to deal with decision making processes in the BU and generate collaboration and followership
Proven leadership and ability to drive sales team
Critical leadership capabilities
Demonstrated personal maturity and ability to overcome challenges in an inspiring manner
Strong management skills to lead and oversee employees across different territories/district
Committed to talent development and capability building for sustainable growth.
As with all Takeda positions, this position is expected to conduct themselves in line with the Company culture and Takeda-ism
TRAVEL REQUIREMENTS
Different provinces within the country subject to business strategy and brand plan.
More about us:
At Takeda, we are transforming patient care through the development of novel specialty pharmaceuticals and best in class patient support programs. Takeda is a patient-focused company that will inspire and empower you to grow through life-changing work.
Certified as a Global Top Employer, Takeda offers stimulating careers, encourages innovation, and strives for excellence in everything we do. We foster an inclusive, collaborative workplace, in which our teams are united by an unwavering commitment to deliver Better Health and a Brighter Future to people around the world.
Empowering our people to shine:
Takeda is proud in its commitment to creating a diverse workforce and providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, parental status, national origin, age, disability, citizenship status, genetic information or characteristics, marital status, status as a Vietnam era veteran, special disabled veteran, or other protected veteran in accordance with applicable federal, state and local laws, and any other characteristic protected by law.
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