Summary
About the Role
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.
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