Regional Business Manager North Yorkshire and Humberside

Date:  6 Jun 2024
Department:  Respiratory Sales & Marketing
Team:  Sales
Job Type:  Direct Employee
Contract Type:  Permanent
Location: 

Field Based, GB

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

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