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Head of TA Franchise, CRM

THE POSITION

As Therapeutic Area (TA)Franchise Head <CRM> for the OPU, lead, manage and develop the assigned TA team in the OPU. Drive the overall TA strategy, effective alignment and operation of the TA cross functional team (Marketing, Sales, MAHA, GTM, Medical affairs) in the OPU.

 

Directly responsible for the development of marketing and sales operational plans for the assigned TA in line with ROPU Strategy and Integrated Brand Plans. Drive implementation with a focus on enabling synergies, execution excellence, patient and customer centricity to ensure sustainable growth and profitability for the assigned TA in the OPU.

 

Demonstrate strong and dynamic leadership to drive the right mindsets and behavioral changes for increased collaboration, effectiveness and efficiency. Lead, manage and monitor all OPU TA activities for CRM.

 

Continuously updates and educates the organization on topics relevant to the TA business, supporting the sales functions with updates and training materials for the products.

 

Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics/requirements are adhered, understood, monitored and respected within the immediate team.

 

Duties & responsibilities

  1. STRATEGY:

  • Provide regular inputs to ROPU Heads and ROPU brand teams on local market, customer and competitor information, as well as TA/brand CSFs and KPI development. Support the development and implementation of ROPU IBP/ICPs

  • Develop OPU Operational Plan in alignment with ROPU strategy and plans

  • Diligently pave the way and allocate resources for the excellence in launch of BI pipeline assets and indications

  1. DRIVING BUSINESS RESULTS:

BUSINESS PLANNING (BUDGET, OUTLOOK & LONG-TERM FORECAST)

  • Contribute to LTF/Outlook preparation by providing sales and investment planning for the defined brand/TA

  • Develop LTF proposals for Sales, MAHA, Medical Affairs, Direct Promotion and Field Force FTEs

BUSINESS PERFORMANCE

  • Drive achievement of OPU sales, market share and profit/profitability objectives for the TA in line with ROPU objectives

  • Ensure appropriate management of budget and headcount resources at OPU to maintain/ develop or optimize brand performance

  • Deliver monthly performance summaries and KPI updates in collaboration with Commercial Operations, precisely communicating information to facilitate information sharing, consultation and efficient decision making, and immediately highlighting potential issues to HPLC and proposing solutions and counter measures

  1. CROSS FUNCTIONAL COLLABORATION

PORTFOLIO MANAGEMENT, INTEGRATED BRAND & CUSTOMER PLANS

  • Lead the TA team to implement OPU operational plan including OPU customer engagement plan (e.g. advisory boards, standalone meetings, symposia aligned to external society meetings, KOL development plans, etc.)

  • Drive internal collaboration and effective operations within the TA team

LAUNCH READINESS

  • Lead TA local launch readiness process in close collaboration with Medical Affairs, Sales and MAHA, amongst other areas to ensure achievement of launch readiness milestones

 

PEOPLE

  • Engage the team to the TA strategy and provide clarity on the goals and objectives to be achieved by the team

  • Ensure development of skills and abilities through ongoing feedback, coaching and training/ development opportunities for Sales and Marketing teams

LEADERSHIP AND SUPERVISION

  • Ensure implementation and compliance to the Performance Management/ Talent Management/Compensation Planning /BI People timelines for the year

  • Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines

  • Ensure that proper coaching is provided during the MAG discussions (midyear, yearend, or whenever the need arises)

COACHING

  • TA Head to Sales Manager or Medical Representatives (in case there's no Sales Manager) to develop superior coaching skills to enhance in/ out clinic effectiveness of DSM/BI Medical Representatives

 

 

Requirements

 

  • Bachelors Degree and Masters in Business administration (advantage)

  • Minimum 10 years of marketing and /or sales experience

  • Minimum 4 years leadership experience

  • Deep knowledge of <TA>; has experience handling product launches

  • A prior track record of success

  • Leadership skills - facilitating discussions and driving team

  • Proven track of collaboration across different functions

  • Coaching and development of direct team's individuals

  • Strong interpersonal skill/ communication skill

  • English proficiency

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