Regional Business Manager North Yorkshire and Humberside

Purpose

To effectively lead, manage and coach a Field Force Team to increase company revenues and profitability by aligning Chiesi’s Respiratory Portfolio to the needs of NHS customers.   

Main Responsibilities

• To increase company revenues and market share of the Respiratory Portfolio through the effective management of a team of field sales personnel
• Ensure expenditure delegated to Region is managed in accordance with agreed budgets; and when necessary produce robust business cases to justify the return on investment from the use of expenditure.  
• To understand motivational factors impacting on team performance and initiate action to optimise their performance.  Develop local incentives and make a contribution to the production of national incentive schemes.  
• To support and manage team members, and develop talent, through regular field visits, in line with objectives, and build strong relationships across the team to promote collaborative working. 
• Contribute to strategic discussions/marketing planning processes to enhance the effectiveness of implementation of corporate strategies.  
• To liaise closely with all relevant company departments including Marketing, Medical and Finance to ensure the efficient functioning of the team. 
• Give direction to the team by translating strategic aims into SMART regional objectives through the preparation of a robust regional business plan.  Ensure all team members have well developed territory plans aligned to their objectives.  
• Deploy the required resource and skill to meet either the territory/regional plan or the needs of the customers.
• Recruitment and retention of high calibre team members to ensure sales target delivery.
• To identify commercial opportunities for the organisation through effective business planning and the development of financially sound business proposals. 
• To implement company-wide performance management processes, including conducting performance appraisals, to obtain an accurate assessment of learning needs and where necessary develop performance improvement plans.  Contribute to annual pay review discussions.      
• To ensure personal development plans are produced for team members and training/development interventions are provided, either directly or through others, to meet identified learning needs of the team.   
• Competently coach, and/or deliver defined programmes of learning in accordance with identified learning needs, to develop job relevant skills, knowledge or abilities of team members.
• Establish and/or ensure compliance with company administrative processes, and ensure that all activities of the team are performed with strict adherence to the ABPI Code of Practice. 
• Ensure adherence to SOPs and the Corporate Code of Ethics
• Adhere to the RBM Performance Culture document and manage their team to adhere to the field based Our Performance Culture document
• In line with annual objectives, contribute and support the UK Affiliate in its pursuit to become more sustainable, ensuring that you and/or your teams commit to and deliver at least 2 initiatives each year.

Experience Required

• Ideally experienced as a sales manager with a strong knowledge of the pharmaceutical industry and ideally knowledge of the respiratory therapy area.
• A good understanding of the NHS / Healthcare Environment.  
• Excellent interpersonal and communications skills, including negotiation and presentation skills.  
• Excellent planning and organisation skills: including business account management planning;, the ability to produce robust business cases; and effective deployment of resource to meet the needs of a region and/or customer. 
• Ability to manage the regional budget and to maximise results from spend.
• Experienced in effectively coaching teams made up of varying skills, ability and knowledge. 
• Strong line management and performance management skills. 
• Experienced in undertaking recruitment activity to select high quality employees. 
• Skilled in effectively coaching and developing to maximise individual(s) potential in line with the aims of the business and/or individual job role.
• Ability to share and adopt Chiesi best practice.
• Understands and able to work in a matrix management structure.
• ABPI Qualified  
• Full UK Driving licence