Department/Division/ Unit: Established Pharmaceuticals Division (EPD)
Reporting Relationship:
Reports To: Division
Head / Associate Director
Purpose of Job:
As Product Champion, demonstrates excellent knowledge and practice in sales & marketing, and fully exploits the full market potential of Abbott EPD products
To manage and market the company’s entire product range (including all therapy areas) through the developing, planning, implementing, measuring and being accountable for brand plans which optimize profitability, market share and revenue growth in the short and long term.
Develops marketing strategies, plans, and tactics together with all other necessary elements and effectively communicates these to the sales teams in order to ensure proper implementation thereof to our customers.
Key Accountabilities, Responsibilities and Deliverables:
To effectively communicate/design communication material for product benefits to all the relevant stakeholders in the value chain (Private sector + State Sector)
To prepare and present marketing business plan (brand plans) per promoted product on an annual basis
To provide strategic product direction & to create and execute product tactical plans aligned with strategy within specified time frames via the sales force and to measure quantitatively and qualitatively thereafter
Maintain key customer and opinion leader contact to maximize Abbott EPD product performance in the respective therapeutic fields and support current and future objectives
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To maintain and improve product knowledge of the sales force and sales managers and to continually update knowledge on the product, competitors and therapeutic area
To achieve targets for sales, grow market share, profit contribution and market penetration for all assigned product(s) (i.e. entire portfolio PLN)
To monitor budgets for and control allocated promotional expenditure for the product(s)
Ensure pricing for products within your area of responsibility receive the prior authorization of the Abbott EPD Africa Management before being extended to the customers
Manage the new product introduction (NPI) process and ensure uploading of relevant BCFs after obtaining approval from Marketing Manager/General Manager
Planning and implementation of product launches, including HCP education, promotions, stocking, functions, road shows
To create, together with Demand Planning & Logistics, and be jointly responsible for accurate monthly rolling forecasts (SP&E + Mix - 28 month forecast)
Responsible for overseeing market surveys /research and sales trends reviews while effectively utilizing available market intelligence tools (IMS, Impact RX, Internal Abbott Sales reports etc.) to identify customer buying patterns, sales performance and market dynamics
Regular fieldwork with representatives, monitoring marketing plans (brand plans), identifying opportunities and gaining market intelligence
Manage third party relations with relevant companies where Abbott products have been out- licensed / third party products have been in-licensed as per specific contractual obligations
Qualifications:
Tertiary qualification in Health Sciences/ Business Sciences or equivalent. Additionally, Marketing qualification / IMM / Commercial qualification or training is an advantage.
Experience:
3-5 years relevant pharmaceutical sales & brand management experience
Handling multiple brands across therapy areas and cross-geography exposure will be an added advantage
Managerial:
Effective strategic planning abilities
Effectively communicate commercial value of Abbott products to target audience
Effective forecasting and budgeting skills
Project Management Skills
Learns new or changing job processes, tasks/trends & applies them to the work as appropriate
Creates role appropriate plans, action steps & timetables to support strategy, goals & assignments
Takes thoughtful action, appropriately balancing speed and risk involved
Proactively identified work issues/obstacles, communicates them to leadership/peers and creates appropriate contingency plans
Uses experience, data, external/internal customer input to create better work solutions
Delivers on expectations and meet commitments, holds self-accountable for results
Behavioral:
Effective negotiation and communication skills
Effective Presentation Skills
Good interpersonal skills & ability to influence at all levels
Works with a sense of urgency to deliver results
Tactfully challenges assumptions and traditional ways of doing things
Thoroughly analyzes problems to identify causes and not just symptoms
Offers culturally appropriate, frequent and constructive feedback to peers and seniors
Asks for feedback on strengths and weaknesses, uses the input to improve performance
Uses an understanding of the larger business context to more effectively complete work
Functional / Technical:
In-depth knowledge of pharmaceutical industry and its distribution channels
Creative and planning ability
Computer skills including good knowledge of Excel, PowerPoint, Word and Outlook
Sound business and financial acumen
Meet Quality/Compliance standards
Identifies and implements process/product improvements that benefit company and customers
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