Napp Pharmaceutical Group Job Description
JOB TITLE: Area Business Manager (ABM)
DEPARTMENT: Primary Care Business Unit (PCBU) COMPANY: NPL
RESPONSIBLE TO: Head of Primary Care Sales DATE: January 2018
A. BROAD PURPOSE OF JOB:
To implement the PCBU sales/marketing priorities within a defined geographical area and adopt appropriate tactical activities to capitalise on local business opportunities. This will be achieved through leadership of a team of Account Managers and Healthcare Development Managers to achieve revenue, profit and growth targets for the Areas as agreed with the Head of Primary Care Sales.
B: SPECIFIC DUTIES & RESPONSIBILITIES
1. Responsible and accountable for achieving Area and Account Manager sales targets as agreed with the Head of Primary Care Sales. Responsible for the monitoring of these targets, and reporting against them. Also responsible for ensuring that the business objectives of the Area are achieved and in line with growth and profitability objectives.
2. Prepare Area account plans to enable the Area to meet all sales, growth, revenue and sales objectives which contribute to the national objectives. To monitor performance versus plan and make adjustments in a timely manner as required.
3. Regularly appraise Area financial performance against sales budgets and promotional expenditure. Highlight any variance from objectives, analyse potential causes and propose actions that are commercially viable. The ABM is accountable for the Area budgets that contribute to the achievement of the national budget.
4. Ensure all Salespersons within their Area have up-to-date account plans throughout the year and in addition, they have clear direction regarding their own priorities and objectives utilising the Veeva CRM system to optimal effect.
5. Personally develop Napp relationships with regional and national Key Opinion Leaders relevant to Napp promotional effort and in line with Napp priorities.
6. Provide regular feedback via Head of Primary Care Sales and the business unit to identify and maximise opportunities for business growth.
7. Continually assess the local resource needs in terms of both number and types of roles needed to maximise growth in the area. Respond rapidly to local changes and quickly inform the business unit of the support and actions required to outcompete the competition, remove barriers or exploit new opportunities.
8. In partnership with the HR Department, recruit personnel of the right skill and mind-set to the Area team in line with person specification for job role & utilising appropriate recruitment processes.
1 9. Ensure continual improvement in both the quality and skills of team members through production, implementation, regular feedback and review of a personal and business development plan. Facilitate staff development and succession planning. All training and development required by their team must be identified and communicated to the Head of Primary Care Sales and training manager. Through leadership and direction, motivate the team by recognition and reward.
10. Ensure that all team members perform to the standards required and take corrective action to manage performance when necessary.
11. Proactively ensure all activities within the area are compliant with the ABPI Code and relevant legislation, taking advice from the Compliance Team and ABPI Compliance Adviser as appropriate.
12. Liaise effectively with any Napp co-promotion partners to achieve joint business planning, communication & management of the (internal and external) partnering process at territory and area level.
13. Contribute proactively to the business unit and engage team members with the strategic and tactical outcomes.
14. Accountable for organising and leading Area meetings as appropriate and depending on the local business and training needs and changes in the environment.
15. Deliver role model behaviour in line with the Napp philosophy.
PERSON SPECIFICATION
Essential (minimum Desirable requirement)
KNOWLEDGE and Good understanding of local Good level of therapy area and QUALIFICATIONS environment & NHS knowledge product knowledge – current and understand the changing and emerging Are specific professional NHS and able to utilise this qualifications required for the role? knowledge to develop business Consider whether these plans to maximise commercial qualifications ensure that the opportunities applicant has a specific level of knowledge that is necessary (eg Finance knowledge and professional qualifications, medical competent at assessing ROI and degree, Qualified Person, ABPI makes sound judgement calls Code of Practice certificate). accordingly
Fully ABPI Qualified - Compliance oriented to achieve business results & up to date Code knowledge Indicate what knowledge is required to do the job. For example, is an understanding of a defined system, method or procedure required?
EXPERIENCE
2 Existing relationships within key Experience of leading a sales What experience/achievements are NHS stakeholders team required? Consider what you would need to hear the successful person talking about at interview to convince you they had the experience to fulfil the role.
SKILLS and APTITUDE
What skills are required to High level of communication IT literate undertake the role successfully, eg skills, including, verbal, written influencing skills, manual dexterity, and listening attention to detail, ability to work Can identify the value of with minimal supervision. Effective coaching skills different roles across the Organisation and utilises network to achieve business Strategic and lateral thinking and goals understands the bigger picture including brand and company priorities and how the Sales Understanding of how to teams can impact on this identify and develop talent
Flexibility in having the Team worker, with proven capacity to take on a variety of relationship building skills both tasks internally and externally
Positive, can do attitude and mind-set , including challenging in a positive and constructive way
Strong leadership skills- an ability to inspire, clarify, simplify and make decisions in a clear and consistent manner
Sets clear performance standards, willing to challenge below standard performance and evidence of managing performance with positive effects
Is effective in developing, implementing and evaluating business plans to grow and defend prescribing in accordance with strategy within a defined geography
Demonstrates sound decision making skills
OTHER REQUIREMENTS Role Models Napp’s philosophy. For example, is a driving licence required for the role? Is there a Right to work in the UK. requirement to occasionally or regularly work evenings and/or Full UK Driving licence 3 weekends?
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