Senior Expert Detailing Manager

cap N.A.TOPJOBS' CLIENT

Pharmaceutical company

post time Posted 103 months ago

Job Description.

•    Job Purpose
1.    Provide leadership and set direction of the Medical Communication Specialist team (whether internal or third party agency) by downloading strategies from the Area and localizing them into Expert Detailing plans. Achieve the Expert Detailing objectives and track through effective monitoring.

•    Key Responsibilities

1.    Demonstrate leadership and in depth knowledge of how team members execute HCP education and endorsement, product launches, display, business development in expert channels. (i.e. Hospitals and Clinics)

2.    To appropriately prioritize and enable effective targeting and segmentation of customers via effective CRM and territory management.

3.    To be able to effectively communicate campaign activities and requirements to all team members and ensure perfect execution of these for the local market within required timeframes.

4.    Taking leadership for the delivery of all core performance objectives, metrics, and targets via effective empowerment of individuals within the team.

5.    Work with Area marketing (brand, expert & trade) and key internal stakeholders to shape and deliver future Expert Detailing strategy and goals for the Expert Detailing team.

6.    Recruitment and development of the team. Manages team retention and motivation while supporting business objectives and priorities. Deliver excellent coaching and support development to all area teams via PDP process.

7.    Command of Ethics and Code of Conduct policies. Monitor and drive compliance for all business systems and SOP’s. Ensure that all staff members are working within compahy guidelines, regulatory requirements, and codes of conduct.

8.    Manage and is responsible for meeting objectives in: Expert Education and Relationship Management, Display/ Clinic Merchandising, Business development/Management, Distribution, Budget Expenditure, Administration and People and other related areas.

9.    Practice role model leadership and drive high performance behaviors within the area team and the wider MCS force.

10.    Maintains high levels of communication within the team, the wider Field Team, and the Area Office.

11.    Spread best practices with a positive impact across the business.

Competencies:

•    Insight:
- Develop a network of sources and use them to build profiles of the category, how experts perceive the category and track competitors and their activities to share with Area to inform future actions with experts.
- Review Area insights against specific customer issues and opportunities to action in activity with experts.

•    Strategic Planning:
- Provide input into the development of the customer development strategy. Identifies deviations from plans and evaluates new opportunities for growth.
- Take responsibility for targets and works with experts to deliver them in line with company values.
- Integrate all internal cross functional stakeholders and customer/expert perspectives in the creation of expert detailing plans and works with them to achieve in their buy-in.

•    Expert Detailing Development:
- Take responsibility for implementing Area Expert category initiatives. Ensure that results are analyzed and learning is used for future improvement.
- Develop local plans with regular input from all appropriate functions (marketing, supply chain, etc.) and ensure that there are no functional gaps in the plan.
- Leverage strong relationships to ensure that expert agreements are made, which deliver on the expert plan, ensure profitable growth and continually strengthen our relationship.

•    Execution Excellence:
- Apply acquired skill, experience and knowledge to make sure experts support our brands and plans to a consistently high level.
- Identify tactical initiatives for experts which bring our brands to life in the market.
- Implement Area support packages and tactics that are motivating to the experts.

•    Talent & Culture
- Lead a high performing team through effective talent management, coaching and stretching differentiated development plans that develop individuals to their potential.
- Coach teams to develop their own territory plans using SWOT analysis, consumer and competitor understanding. Coach team to leverage scientific opportunities to create competitive advantage.
- Apply the Expert Detailing methodologies to drive profitable growth and competitive advantage throughout the Expert Detailing team.

Leadership Skills:

•    Translates the operational plan into clear deliverables for the team. Sets clear goals and objectives.
•    Deliver outstanding results through others.
•    Model the companyY Values and champion empowerment.
•    Creates a high performing team and look for ways to improve the performance of the team or area. Helps others respond to and adapt to change.
•    Role model HOTT conversations and help resolve conflicts.
•    Coaches others. Identifies and actively develops others’ potential.
•    Demonstration of an “organization mindset” in thinking as to what is best for company overall.
•    Proven ability to accept accountability for actions and decisions and values the work of their team more than their own.
•    Hold effective Performance Values & Talent (PVT) conversations.

General Requirements:

Basic Requirements:
Critical/essential to accomplish the role
•    Bachelors degree level of qualification or equivalent
•    Strong, proven knowledge of the healthcare professional environment.
•    Previous experience working in and with remote field teams.
•    Knowledge of consumer healthcare market place or similar and dental professional arena.
•    Exceptional interpersonal, communication and facilitation skills internally and externally.
•    Proven track record in leadership and people development.
•    Previous coaching, selling and influencing experience with both internal and external customers
•    Strong analytical skills

Preferred Requirements:
Relevant to the role, but not critical/essential
•    Capability to manage remotely.
•    Contribution to cross functional group and project work.
•    Problem solving and solution based ‘Can do’ approach to issue management and conflict.
•    Understand and demonstrate good time management practice.
•    High levels of personal drive, self-motivation and proactive behaviour.
•    The ability to analyse complex data and other territory information.
•    Strong sense of urgency, clearly accountable for achievements of self & others by demonstrating an effective leadership skill set.