About AstraZeneca

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

Role of ZBM : Pune Location

ZBM will be responsible to monitor execution of marketing & sales plan in the zone, with the objective to ensure that sales targets are met in the area consistently. You are also required to lead and coach a team of sales specialist (KAM’s) and ensure performance as per standards. You are responsible to foster a robust capability building ecosystem and actively engage in aiding the learning and development processes by arranging relevant training programs and workshops. 

Develop territory and account strategy 

Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate resources from lower priority accounts to invest in higher priority ones. 

Develop strategies and tactics to provide optimal resource allocation in alignment with the Renal Care TA and brand strategy, within the governmental and regulatory environment.  

Work with individual KAM to develop appropriate / challenging goals within each territory. 

Lead, coach and manage team of Sales Specialists (KAM’s) 

Develop and maintain productive working relationships with account teams to manage and motivate teams effectively. 

Review team's and individuals' performance; provide honest and constructive feedback and recognize and encourage good performance. 

Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach individual team members as required, etc., in both Renal Care expertise and engagement skills 

Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear goals and expectations and track progress against these. 

Identify and tackle challenges and issues within the team / individual team members. 

Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading the team. 

Build strategic partnerships with key accounts 

Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients. 

Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value accounts. 

Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant activities, e.g., product development, marketing, sales efforts 

Support capability building in healthcare ecosystem 

Develop territory and account strategy 

Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate resources from lower priority accounts to invest in higher priority ones. 

Develop strategies and tactics to provide optimal resource allocation in alignment with the Renal Care TA and brand strategy, within the governmental and regulatory environment.  

Work with individual KAM to develop appropriate / challenging goals within each territory. 

Lead, coach and manage team of Sales Specialists (KAM’s) 

Develop and maintain productive working relationships with account teams to manage and motivate teams effectively. 

Review team's and individuals' performance; provide honest and constructive feedback and recognize and encourage good performance. 

Lead, coach and enable development of team members' skills and knowledge, e.g., plan training needs, coach individual team members as required, etc., in both Renal Care expertise and engagement skills 

Manage team's and individuals' skills, knowledge, and performance; set short and long term measurable, clear goals and expectations and track progress against these. 

Identify and tackle challenges and issues within the team / individual team members. 

Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading the team. 

Build strategic partnerships with key accounts 

Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients. 

Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value accounts. 

Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant activities, e.g., product development, marketing, sales efforts 

Support capability building in healthcare ecosystem 

Build knowledge and understanding about AZ's overall Renal care value proposition, and product's labelled indications and efficacy data among internal team of Sales Specialists and all externally relevant stakeholders in the DMU 

Support Sales Specialists in utilizing different communication approaches, techniques, and channels to help build knowledge in the DMU 

Conduct science-based discussions with the HCP as per the approved indications of AZ's products. 

Arrange multidisciplinary workshops for physicians and other healthcare professionals. 

Arrange and coordinate effective speaker programs with physician advocates and KOLs. 

Actively support Renal care nurses on relevant trainings 

Ensure compliance 

Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists  

Be compliant with all external regulations and internal policies – and ensure broader AZ team is compliant and enforce compliance in the internal team  

Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions  
with patients 

Education, Qualifications, Skills and Experience 

Essential 

Bachelor’s degree in science or B. Pharmacy with a preferred background in CVRM sales / Reimbursed Institutions within a prominent Pharmaceutical Organization. 

Proficiency in managing significant corporate chains of hospitals and CARES accounts. 

Strong track records of people leadership, as evidence by 3+ years of experience as first line manager. 

Thorough Product Knowledge. 

Aptitude for establishing and nurturing strategic relationships. 

Comprehensive understanding of the Pharmaceutical Industry. 

Effective Influencing and Communication Skills. 

Proficiency in Customer Management. 

Strong Commercial Acumen. 

Proven Selling Skills. 

Desirable

Previous management experience 

Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team, or Managed Markets 

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. We’re on an exciting journey to pioneer the future of healthcare.

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.