Business Unit Head - Country Manager

Purpose:

Strives to achieve BUH & GCC country goals through creation and implementation of a strategy designed to grow the business. Oversee daily operations of assigned GCC territory. Leads and directs his/her team to maximize volume and market share goals, while fostering an enthusiastic environment by recruiting, coaching, evaluating, and developing the team members to their highest potential.

Major Accountabilities:

• Lead the dermatology business unit of the designated principle in the GCC region to ensure profitability, growth, and sustainability of the business.
• Lead the business unit GCC management team, providing local market insights and needs and contributing to the GCC territory strategy and execution plans.
• Identify business opportunities related to markets, patients, products, partners, and stakeholders and propose business cases for further approval.
• Challenge the market potentials, evaluate the opportunities from a cluster point of view and provide direction regarding investments and resource allocation.
• Expand current business by identifying and upon approval executing opportunities related to markets, patients, patient solutions, partners and stakeholders and develops business cases for further approval.
• Provide direction and oversees the operation of all the business unit, in own area, ensuring the implementation of agreed cross functional plans and / or special projects.
• Hold P/L accountability delivering set financial objectives over both short-and long term and take corrective actions, when necessary
• Monitor actual vs. budget performance, identifies deviations, and recommends suitable actions to achieve targets.
• Manage field-based sales and marketing activities with hands-on management approach.
• Develop, measure, and follow up the progress of relevant KPIs related to GCC countries.
• Manage the performance of the distributors by establishing and following up KPIs, negotiating when needed and acting in case of discrepancies towards the set and agreed objectives.
• Propose, gain acceptance, and execute upon approval for the annual sales plan including sales and expenditure budget, to assist in the achievement of organization objectives related to cost efficiency, profitability, sales volume, and market share.
• Support all relevant contracts with distributors and ensure they are always updated and in place.
• Ensure local implementation of regional and cluster projects at the local level.
• Oversee countries operations to ensure efficiency, quality, service, cost-effective management of resources and compliance with internal SOPs, guidelines and policies and external laws and regulations.
• Propose and gain acceptance for the annual sales plan (National Level), including sales and expenditure budget, to assist in the achievement of organization objectives related to cost efficiency, profitability, sales volume, and market share. After approval, has the accountability for the coordination and follow-up of its implementation in the area of responsibility.
• Develop and manage commercial organization to successfully implement local strategic initiatives.
• Implement marketing investment plans to achieve continuous improvements in standards of ability, activity, customer service, sales and management methods, performance, and competitiveness in the marketplace. Implement business plan, in accordance with the overall objectives of the region, to increase targeted market share and maximize profitability.
• Hold full budgeting and forecasting responsibility for the GCC, by monitoring and controlling costs as well as take corrective actions when necessary.
• Reports immediately any information that may have an impact on the company operations& its principle or targets and provides regular updates in terms of market, product, and people performance in own area.
• Develop and manage organization, Coordinate the development of key performance goals for functions and direct reports to successfully implement strategic initiatives.
• Provide direct management of key functional managers and executives in the GCC area. Implement business plan, in accordance with the over-all objectives of the region.
• Develop and maintain a high level of contacts with internal and external stakeholders, in order to promote and facilitate the companys image and objectives.
• Establish and maintain working relationships with partners / distributors.
• Review and update the official local agreements between the company and partners/distributors in GCC on a regular and timely basis to advance the business interests of the coan
• Provides for the existence of appropriate organizational structure and optimum staffing levels.
• Manages people performance in the region to ensure highest levels of competencies & commitment; inspires a patient centric, performance-oriented, values driven culture.
• Ensures the Country is staffed with the right level of competent people, including recruitment, training, development, and succession planning.
• Responsible for developing and optimizing processes; provides guidance for the change/ development/ adaptation of all necessary procedures, aiming at the alignment and optimization of operational and commercial processes.
• Develop operating and financial reports for regional management/ related to product performance, competition, and forecasts.
• Ensures the implementation of change and awareness programs to create an organizational culture reflecting the company values.
• Ensure synergies and best practice in own operations.
• Drives market and ensures internal orientation, fostering a patient centric mindset and activities.
• Ensures compliance with Pharma legislation and the company policies.

Job Requirements :

• BSc in Pharmacy or other Health and Life Sciences.
• Postgraduate degree, (will be preferred).
• Managerial experience in: Sales and marketing of Pharmaceutical Products (15+ years).
• PC, Windows, e-mail, uses the English language, both written and spoken, fluently and confidently in a broad range of complex, non-routine, work, and social interactions (preferably fluency in local language).
• Knowledge: Medical, Regulatory, People management. Comprehensive understanding of Area environment including disease management initiatives. Knowledge of International Best Practices.
• Communication: Uses communication techniques (oral or written) at a high level, in a broad range of non-routine situations and to a variety of audiences, taking into consideration their motivation, needs and behaviors. Uses various feedback mechanisms to check the audiences level of understanding.
• Market awareness: Has a complete understanding of market dynamics in own Area and is fully aware of market and encourages others to become aware of how their activities can affect market position.
• Product/patient knowledge: Detailed knowledge of both products and patient needs. Able to contribute to the direction of new products and to the exploitation of technology in terms of product and services.
• Project management: Plans and runs long-term complex projects with several aspects to co-ordinate. Manages large teams, in several locations, to bring projects to successful conclusion.
• Budget & cost control: Is proficient in forecasting and monitoring techniques and understands budgets in the context of operations and is able to consider the consequences of deviating from the plan and can coach managers in producing and using plans and budgets.
• Strategy development: Proficient in developing strategies, plans and activities; communicates and ensures implementation across markets in own Area.
• Negotiation skills: Uses and handles complex negotiation strategies, including those where leverage is limited. Involves multiple parties for a long period of time, taking into consideration the interests and needs of all parties and also demonstrating a deep appreciation with regard to cultural sensitivities and differences. Able to take the lead in a variety of sensitive negotiations that require high levels of tact, diplomacy and interpersonal sensitivity.
• Risk Management: Able to undertake risk management in complex situations, using risk management principles, frameworks and various risk tools. Can conduct complex risk analyses (i.e. market, operational) and develop risk management strategies and recommendations.