Marketing & Sales Manager

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas – immunology, oncology, neuroscience, and eye care – and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn. 

Reports to Business Unit Director

Core Job Responsibilities

Diagnose and analyze brand, market and competitors

• Analyze market and therapeutic area
• Gather competitive information
• Understand customers’ needs and refine segmentation
• Identify key environment trends and value chain. Outline relevant short term & long term pharma, healthcare, scientific environment and outside world trends
• Identify key value / demand (leakage) drivers
• Collect existing info from national/international level from different sources and stakeholders

Support development of brand/market strategy with specific timelines, budgets and stakeholder responsibilities, and aligned with global strategy

• 3-5 years strategy and LRP (incl. Life cycle management) according to defined processes
• 1 year marketing plan
• 1 year financial plan
• Cycle plans and support materials
• KPI definition and contingency plans

Perform Forecasting and Budgeting (Plan, Update and monthly ADS)

Use monitoring data to feedback and propose strategic planning/tactics adjustment

Project Management

• Translate strategy to implementation tactics, communicate clearly and allocate responsibilities to cross functional team members
• Manage interaction with sales and marketing
• Translate strategy to implementation tactics, communicate clearly and allocate responsibilities to cross-functional teams members
• Ensure timelines are met and financial results are maximized/ optimized
• Maintain quality and work within ethical guidelines set by corporate / division / affiliate / market standards

Monitoring

• Monitor KPI’s
• Constantly assess effectiveness and tactical initiatives implementation
• Monitor competitor activity and strategy (Intelligence and benchmarking)
• Proactively monitor key data to feedback and propose strategic planning/tactics adjustment

External Customer Development

• Identify key stakeholders at each step of patient flow/product value chain (KOLs, physicians, patients, Government, payers, health agencies, etc)

• Identify and seize opportunities to align brand and customer goals
• Develop short/long term partnerships to ensure implementation of brand and market strategies

Effective Sales Management & Planning

• Develop execution plan to sell the proposed sales forecast and achieve national and regional sales targets.
• Achieve sales plan numbers.
• Prepare a yearly plan for the whole area of responsibility, comprising all the resources needed for developing an effective team and area to achieve sales targets and revise this plan quarterly in line with planned and actual figures.
• Review and approve proposed sales forecast in conjunction with GM/Business Unit Director.
• Review promotional plans with BUD and ensure resources are planned.
• Control and monitor implementation of sales strategies and tactics and provide feedback and market intelligence.
• Effectively manage sales expense budgets.
• Maintain contact with key accounts; identify opportunities for corporate marketing and cultivate as appropriate.
• Oversee all tenders and proposals submitted for business across all divisions.
• Ensure at least 30% of total working time is spent in the field with the sales team.
• Manage projects for developing business. Project leadership of established business-related projects.
• Review and agree forecast & assumption provided by area managers/ supervisors.
• Determine & review customer segmentation/targeting & communicate changes when necessary to defined owner.
• Ensure transmitting precisely and correctly the information used in sales force promotions to the healthcare professionals, through promotional materials.

Data Collection and Reporting

• Provide required data regularly.
• Provide sales information to BUD each month to support development of proposed forecast. Provide forecast & assumption behind to BUD each month to support development of forecast timely.
• Participate at the Demand Review Meeting monthly.
• Help to manage abnormal demand and provide information.
• Achieve & maintain KPIs at Business Excellence level.
• Ensure work location accuracy of responsible areas.
• Transmit to the Medical Department any information about the use the medicinal products with particular reference to any adverse reactions reported to them during visits.

Leading PeopleWinning Culture

• Lead by example - clearly model and define expected behavior; exhibit professionalism and positive attitude within the Brand Team
• Build organizational priorities into a clear and compelling vision for the work group
• Support changes and explain the payoffs and consequences for the changes
• Recognize teams to encourage open communication between colleagues, i.e., share best practices and success stories and field intelligence
• Motivate team members through recognition of individuals for significant contributions, achievements and progress
• Cultivate teamwork between all appropriate AbbVie colleagues to optimize synergies
• Create and maintain a positive, productive work environment that fosters and rewards inclusion
• Create and maintain an environment that encourages open communication within the team
• Establish an ethical environment that incorporates team adherence to company procedures and pharma industry. Address individual conduct as appropriate.
• Leads a team: goal setting, monitor progress; measure results; reward incentive/ merit payments; performance appraisals, assisting in the development, training, mentoring, and coaching. This includes the development and execution of brand strategies.

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Minimum Qualifications

• Relevant University degree
• At least 5-6 years experience in pharmaceutical industry
• Proven experience in sales
• People management experience – recruitment, motivation, development and targets allocation will be considered as advantage
• Experience in development and implementation of a sales strategy and plan
• Experience in managing and developing of relations with KOL and wholesalers
• Driving license and readiness for intensive travelling
• Very good command of English language (spoken and written);
• Advanced level of computer literacy;

Specific Personal Qualities

• Leadership skills - leading by example attitude
• Self-runner
• People management skills
• Abilities to develop relations
• Very good communications and Influencing skills
• Abilities building and motivating a team and developing potential
• Mature self-esteem
• Creative and flexible
• Strong, but balanced personality
• Very good listening skills
• Result orientated

AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion.  It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.