Job Description Summary
The Country Operations Lead is accountable for achieving/surpassing agreed targets and growing the overall sales in the country. Provides country input to shape the Business Unit strategy, operations, and cost control. The Country Operations Lead builds and maintains contacts with relevant TMEs, interfacing with key customers and stakeholders and acting as the government affairs for the country. To proactively shape the country's market environment, defend and improve Novartis' market position, and enhance market access by developing strong, trust-based relationships with key customers and stakeholders. He/she coaches the team and assumes a key role in facilitating a working environment for the team in alignment with Novartis culture and priorities.
Job Description
Major Accountabilities
Market Environment Shaping:
- Develop and maintain strong relationships with regulators, pharmaceutical and healthcare associations, patient groups, customers, media, key accounts, and key opinion leaders (KOLs) to influence the market environment positively and shape the Market Access environment in the country.
- Proactively manage the external environment to improve the context for market access and identify new business options for key brands.
Business Vision and Strategy:
- Communicate a clear country business vision and strategy, aligned with the global vision and strategy, ensuring that the country organization remains focused, lean, and responsive.
Life Cycle Management:
- Collaborate on life cycle management to ensure the successful execution of product strategies.
Health Insurance and Payer Strategies:
- Drive the execution of health insurance companies and payer strategies and plans to influence and accelerate favorable listing and reimbursement decisions for key market brands and new launches.
Country Performance:
- Accountable for the performance of the total allocated team and its individuals, striving to significantly surpass agreed forecast and market share targets, team productivity increase.
- Accountable for initiatives that secure agreed forecast of defined products, plans, implements and closely monitor operational activities with optimal resource utilization. Accountable for quick identification of shortfalls and/or opportunities in activities and subsequent remedial actions.
- Forecasts and optimizes the allocation of resources according to strategic priorities
- Accountable for delivering 3rd Party sales and inland sales targets and liaising between
- company target (3rd party sales) and FF targets (inland sales)
- Ensures that Stock in Trade (SiT) at the distributors is in line with contractual norms.
Internal Stakeholder Management:
- Accountable for cross-functional collaboration with Business Excellence, Marketing, Medical and Patient Access, securing strategy implementation outlined in the 1 brand Plan, product strategies and operational plans for key products.
People and Culture Enabler:
- Accountable for continuous improvement of team, selling skills and product knowledge
- Builds and fosters a team culture that values, recognizes and generates a business oriented, customer focused high performance.
- Accountable for rapidly acting on non-performers – coaches, counsels, supports, and when needed, terminates.
- Accountable for timely team utilization of tools that assist Field Force to continuously improve sector customer targeting and QTQ
External Stakeholder Management:
- Builds and sustains long-term relationships with key health care stakeholders and medical experts
- Engages with distributors and BD&L partners in country to drive execution of the company plans, while ensuring strong control and compliance framework.
- Proactively engage with the external Health Authority considering health care system changes through exploring new partnership initiatives.
Governance:
- The Country Operations Lead will be formally designated as an Authorized Signatory for the office in the country. In carrying out this role, the Country Operations Lead will act in good faith and in strict alignment with internal policies, procedures, and standards, as well as with external regulatory and governance requirements. S/He is expected to exercise sound professional judgment, ensure transparency, and uphold the highest ethical and compliance standards to safeguard the organization’s reputation, smooth operation and legal standing.
Key Performance Indicators
- Fulfilment of agreed inland sales for the Country
- Achievement of agreed MR targets (before and after SPC) for the Country
- Achievement of agreed productivity savings targets and cash flow targets
- Development of capability in the sales team
- No. of calls and contacts with VIP customers
Skills Desired
Analytical Skill, Change Management, Coaching, Collaboration, Commercial Excellence, Complexity Management, Compliance, Ethics, Financial Literacy, Healthcare Sector, Influencing Skills, Leadership, Management, Mentorship, Problem Solving Skills, Professional Communication, Team Work
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