The Gulf NMD Sales Manager provides leadership and direction to the Gulf NMD sales representatives in an assigned geography to enable them to achieve and exceed their sales objectives. This role is accountable to create a fully compliant work culture that motivates the individuals to perform at the highest level, despite operating in a fast-pace and challenging environment.

Duties include the following:

Achieving commercial goals - Works toward the overall definition and achievement of sales goals and overall sales responsibility across the multiple territories in the Gulf, set by the organization whilst maintaining expenditure at set levels.

·        Establishes sales goals and strategies for each territory, in partnership with senior leadership

·        Participates in the development and implementation of the national sales strategy

·        Manages the regional sales planning and territory alignments

·        Supervises the NMD sales representatives management of their territory budgets

·          Able to effectively define and prioritize time and  field tactics and programs execution for the broad territory in line with set plans and goals activities, and resources to optimize accounts with the most sales potential.

·        Build intimate knowledge of the accounts stakeholders’ priorities and decision making processes (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers for utilization

·         Building up, strengthening and ensuring a long-term customer relationship with the accounts’ key stakeholders responsible for SMA care delivery and funding of treatment, ensuring favorable environment via regular dialog with key stakeholders

·         Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote Biogen services (as relevant to the market).

·        Foster the development and execution of effective activities such as local peer-to-peer, explanatory meetings and other education programs in the Gulf Cluster and across the territories to develop KMEs

·        Focus on identification of new SMA naïve patients, mainly adults throughout the Gulf region through implementing patient identification initiatives

·        Ensure implementation of patient retention campaigns, maximizing adherence to therapy & improved compliance.

Business planning – Coordinates the development and execution of an annual territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objectives.

·        Drive patient identification and market development for SMA by building and executing against a territory specific strategy and account specific plans. Demonstrate consistent, superior business management skills and innovation while continuously appraising sales opportunities within markets and accounts to maintain and grow their business.

·        Sets the NMD Sales Team call plan on a daily/weekly basis to ensure adequate coverage for all key accounts

·        Provide information to management to help with identifying, segmenting, profiling, and defining national key accounts – e.g. Hospitals, purchase groups & guideline providers

·        Provides analysis of business and patient access opportunities and threats at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers purchasing guidelines and practices, and competitive actions.

·        Provide key customer/KME insights from the field to enable the development of strong integrated customer engagement plans

·        Drives optimal customer engagements with HCPs by maximizing the sales force impact through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach.

Maintaining best in class knowledge (Individually & Team): Demonstrates industry-leading understanding of disease state, products (BIIB and competition), clinical practices, market dynamics, and healthcare systems; Proactively seeks external opportunities for individual and team learning, including conferences, seminars, and professional associations;

Participates actively in training to acquire and advance self knowledge:

·        Display of a high level of product knowledge and its relevance in the disease state.

·        Full understanding and high impact communication of the relevant technical data.

·        Understanding of the key strategic brand/ICP objectives and work in collaboration with the commercial/marketing in the development of local programs

·        Acting as ambassadors for Biogen commitment to science, innovation, and rare diseases.

Team Development & assembly of effective teams: serves as manager, coach and primary point of contact for regional field sales teams

·        Leverages team member’s strengths and identifies areas for development

·        Provides coaching and counselling feedback beyond tactical support

·        Ensures that each sales representative/ABM has an active development plan

·        Prepares and presents effective performance reviews

·        Identifies and retains top talent

·        Develops and nurtures a team-oriented culture

·        Ensures synergy works between members of the team

Ensuring Cross-functional Alignment and coordinating resources – Takes lead role in mobilizing resources in support of customer needs; Coordinates resources in a smart and impactful way; Digs beneath surface and coordinates resources to address the core of an issue;

Supporting direction-setting activities:

·        Collaborates with manager and other senior leadership to influence sales strategy and alignment. Solicits and receives guidance, advice and development from NMD Sales and Marketing Lead

·        Leads the development of sales management programs, approaches, policies, and processes

·        Contributes with deep market understanding and field insights on competitive landscape to help shape future direction

Actively collaboration and leadership with internal teams and cross-functional partners to advance programs and initiatives

·        Proactively builds effective working relationships with internal and external stakeholders; can drive agreement/decisions from multiple stakeholders; can read people´s emotions and flex communication style. Can adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals. Drives program execution for the Gulf cluster.

Identifying the patient/doctor landscape and supporting successful patient outcomes: learning about rare diseases and specifically SMA treatment decisions. Closely tracks progress of new patients starting treatment (as appropriate in the geography and according to law requirements/restrictions)

·        Coordinates sales force efforts to inform healthcare providers and other stakeholders regarding access and reimbursement programs (as appropriate in the geography) and ensures appropriate service of Biogen

·        Secures product availability (where applicable); Interacts appropriately with internal compliance experts to ensure efforts are aligned with relevant laws and regulations.

·        Fully oversees the patient flow and identifies necessary steps to maximize regional opportunity

Minimum of 5 years of pharmaceutical sales management experience, including experience in the Gulf specific commercial environment

Preferred experience in rare diseases OR High degree of learning agility to learn/understand administration and neuromuscular diseases.

Arabic language knowledge and proficiency in English are a must

Proven and sustained track record of reaching and exceeding sales team goals

High level of integrity and sense of business partnership.

Strong drive for results and drive for success

Professional presence & Self-confidence

Charismatic and Inspirational in Sales Team Leadership

Ability to deal with ambiguity

Precise and accurate working style.

Strong Influence/persuasion/negotiation skills.

Excellent analytical skills.

Cross functional leadership ability and a strong collaborator and ability to create stakeholder trust at different levels in the Health Care system.

A command of highly scientific and technical subject matter

Very good communication skills

Education

Relevant university degree. Master’s degree in biotech, commercial or sales strongly preferred.

The Gulf NMD Sales Manager provides leadership and direction to the Gulf NMD sales representatives in an assigned geography to enable them to achieve and exceed their sales objectives.