Country Head UZ

Major accountabilities:

• Define long-term strategy for the country, for the territory development and deriving concrete sales & business targets.
• Ensure alignment between local and cluster strategy and proper adaptation of local strategy and tactics when applicable.
• Define tactic plan by Brands in the country and derive concrete actions and targets, allocate roles and responsibilities within the team
• Lead execution of strategy and tactical plan and achievement of business targets in Uzbekistan.
• Manage the sales team in Uzbekistan. Ensure effective cross-functional collaboration between sales, marketing, market access and medical functions, as well as NPHS and other regional or global services.
• Implement country’s strategic development plan: new procurement approaches and managed import approaches.
• To be updated on the information related to the market and including analysis of competitors’ activities, current sales situation, and commercial activity.
• Negotiation and communication with key partners (medical / non-medical stakeholders, other commercial stakeholders, agencies/committees representing the business, involving industry, trade, academics authorities, etc.)
• Ensuring proper resource allocation to achieve financial targets and enable sustained patient access.
• Ensure accurate forecasting of sales and expense. P&L management and achieving of county financial targets. Financial monitoring
• Lead change management processes for the country in area of responsibility.
• Ensure the Georgia team delivers operational excellence on local level.
• Ensure implementation of all sales and marketing activities in full accordance with ethics and compliance code of the company and following local legislation
• Workforce planning for the area of responsibility: ensure effective organizational structure and headcount.
• People management: recruitment and development of talents, performance management, engagement, and motivation of the team.
• Ensure corporate image as trusted partner for professionals within targeted healthcare areas
• Develop and leverage productive internal relationships within Novartis to exchange knowledge and contribute to local and global initiatives for products.
• Providing support to international commercial teams where needed.

Key performance indicators:

• Financial KPIs achievement (revenue, market share, sales targets, P&L incl. planning by countries, priority brands, etc.).
• Strategic and tactical plan is developed, agreed with global franchise and approved by local management.
• Priority brands are included into defined reimbursement lists.
• Product launch success: milestones, time to peak sales
• Resource allocation: Novartis country organization sales mix against targets, resource allocation efficiency
• Timely target setting and regular performance control.
• The level of engagement of the Cluster team is non less than the average corporate level based on OurVoice
• Talent development: succession planning, HiPo retention and development plans, talent export
• Novartis market reputation: surveys, interviews, polls, media

Minimum Requirements:

• Education: Bachelor’s Degree required, management specialization.

  Master’s degree in Business management is preferred.

  Medical degree is appreciated.

  Additional education in Marketing is appreciated.

  Experience:

• At least 3 years of experience in BU / Country Head position in multinational pharmaceutical company
• Proven track-record of P&L responsibility
• Significant Key Accounts Management experience in pharmaceutical industry (more than 10 years)
• Strong experience in people management, leading of large diverse teams.
• Understanding of the health-care system specifics & features of the country.
• Deep knowledge of the products launching processes.
• Knowledge of key health authorities as well as commercial partners in the country will be an advantage.
• Strong business acumen.
• Proven ability to lead complex projects and collaborate within and across cross-functional teams and business units, in a matrix environment.

Skills:

• Significant tolerance and ability to deliver under high ambiguity/uncertainty & complexity, resilience, ability to manage crisis & turnarounds.
• Strong in people management, leading of large and multinational teams.
• Results driven, focused and problem solving
• Effective communication/presentation skills with all management levels 
• Ability to prioritize
• Strong collaborator, networking and relationship management
• Strong analytical and leadership skills (qualitative and quantitative aspects)

Languages :

• Russian, English fluent.