Aspen
Location
L'Europe | France
Job description
Description
Role purpose:
Key Performance Areas
Strategy
· Assume key commercial strategic responsibility for the region, all with the design, development and implementation of a clear strategy to further grow and develop the business, design and ensure the success of new and existing routes to market and shape what future success looks like.
· Develop and implement the region’s commercial strategy across the company’s product portfolio, aligned with Aspen’s Group Strategy
· Drives the annual planning processes and prepare for the business reviews.
· Identifies trends in the industry and anticipates and develops changes to the business model, if required
· Provides clarity of the business plans and priorities through a clear and concise communication within the organization
· Lead Business Development Projects within the region including finding and developing new opportunities, dealing with development of new strategies, and formulating feasible business plans, leading local manufacturing projects
Stakeholder engagement
· Build and maintain profitable partnerships with key stakeholders
· Managing communication with external stakeholders to drive business growth.
· Managing Distributors to drive business growth – driving relevant promotion strategies and monitoring performance in terms of sales & supply
· Regular contact with Health Authorities to ensure that they are adequately informed of the Aspen product portfolio, coordinating pricing of products, and launching of new Aspen products in the private and/or hospital market
Sales Excellence
· Ensure that the commercial targets are met in the region.
· Display customer and market orientation always via respective plans and measures.
· Leads teams to ensure the business has the necessary market insights to drive the implementation of commercial decisions
· Leverages synergies across the countries and stimulates collaborative and solution-oriented ways of working across Aspen and its entities.
· Forecasting: drive local sales forecast
· Demand management: optimize stock levels in the market by continuous follow up with supply team and distributors to review stocks, demand and raise orders accordingly.
· Collect, analyze, and summarize product and market data and submit, activities and observations of competitors, and market trends/influences; produce reports, at periodic intervals in the format required by Aspen
· Compliance according to country legislation
Commercial Excellence
· Developing and implementing commercial strategies across the regions to accelerate growth
· Conducting market research and analysis to create detailed business plans on commercial opportunities
· Understanding the requirements of existing customers to ensure their needs are being met
· Monitor performance of commercial activities using key metrics
· Management of marketing material content and usage across the regions to ensure no duplication of resources ensuring the localisation of global material to align with regional and in-country requirements
· Competitor trend analysis:
o Insights into competitor behavior and future growth opportunities
o Identifying opportunities to counter act competitor growth in market
o Understanding competitor strengths and how this threatens future growth of our portfolio in the region, building a sustainable counter plan
o Tactical guidance to ensure a clearly defined strategy whereby the competitor analysis is used to drive a focused execution plan combating competitor growth in the markets
Identify portfolio gap opportunities
Finance
· Provides leadership and strategic direction to ensure all Commercial KPI’s are monitored and reported according to the regions requirements in the following domains:
o Execute processes for forecasting and budgeting and oversee the preparation of all sales budgets across all territories
o Expense monitoring and control
Compliance according to country legislation
Budgeting
· Responsible for compiling and managing their regions budget
Leadership
· Effectively leads the Regional Management Team (Cluster/Country Heads) and the Regional Functional Heads (Commercial Finance, HR, RAQA, Legal & Compliance, Market Access & Pricing, Supply Chain, Marketing)
· Full management of Aspen dedicated sales team which includes, hiring, On boarding, performance management in addition to employee’s development, retention & motivation.
· Engages in transparent and constructive conversations
· Develops, establishes, and maintains a high performing inclusive organization, also by attracting and developing strong leaders across region.
· Support other members of Aspen when required; contribute to Team Effort by accomplishing related results as needed.
· To always carry out duties in an ethical and professional manner, thereby enhancing Aspen’s image
· Leads the building of a diverse team of top performers
· Mentors and coaches’ key employees, ensuring their constant professional growth, and assisting them in the execution of their duties where necessary.
· Develop sound sales and marketing talent pipeline for key roles in the team and ensure right balance of technical, analytical, and leadership skills within the team
Continuous improvement
· Simplification of the business – lead projects that improves the efficiency of the business.
· Co-ordinate strategic commercial activities that may be required by Group lead projects
· To perform any other additional duties that may arise from time to time and to adhere to all instructions and directives as issued by the Regional CEO, EME
Requirements
Education
Formal qualifications
A bachelor’s degree in pharmacy, health, or business management
Certifications/registrations
Registered with relevant professional bodies
Overall experience
Previous experience in the pharmaceutical industry is preferable
Technical competencies & skills Skills and attributes Strategic mind-set:
· Strategic thinking, judgement and influencing skills, to inform, persuade and lead across regions and markets to ensure strong executional commercial focus and consistency.
· Commercially astute with proven track record of defining and leading marketing and sales strategies
· Big picture thinking, entrepreneurial orientation with strong business acumen and complex problem-solving skills.
· The ability to grow at a fast pace in the current market
· Sound creativity and ability to innovate
· Experience in positioning their business area at senior management level
Judgment/Decision Making/critical thinking:
· Identify internal and external challenges and hindrance in sales and marketing opportunities and solve them critically
· Identifies issues and opportunities, prioritizes them, and successfully implements them. Uses a variety of cognitive skills and processes to arrive at sound decisions and solutions.
· Able to continually focus on achievement of objectives.
Interpersonal skills:
· Form excellent relationships with other leaders in the organisation and get significant input from the organization so that objectives can be met
· Proven leadership ability by demonstrating ability to motivate employees to deliver high quality output in line with set priorities
· Instill confidence so that employees will believe in the vision and mission of the commercial areas
· Outstanding internal and external communication skills coupled with good listening skills and an inclusive pro-active approach.
· Ability to show empathy and consideration for others in order to engage and motivate
Analytical skills:
· Evaluate the success of the commercial areas in reaching goals and ensure each strategic goal is measurable
· Excellent problem-solving skills
· Ability to manage complexity
· Identify complex problems and review related information to develop and evaluate options and implement solutions
· Must be able to work in a fast paced and challenging environment with the ability to handle multiple projects simultaneously and meet tight deadlines
Leadership skills:
· Must handle the team effectively by aligning the team’s performance with the organization’s sales goals
· Capable of cross-functional collaboration
· Communication skills:
· Need to be an excellent communicator and maintain a degree of charisma to inspire employees to invest in their work and vision of the organisation
Social Perceptiveness:
· Being aware of others' reactions and understanding why they react as they do
· Passionate customer advocacy
· Effectively and efficiently interact with customers and identify the needs of consumers
Commercial Awareness:
· Considerable knowledge of business processes, general management practices, budgeting and business operations
· Extremely strong marketing and business development expertise, combined with the ability to succeed at a strategic, tactical, and operational level, with excellent cultural sensitivity across global markets.
· Up to date knowledge of current and emerging technologies within the pharmaceutical industry and understands its implications from a competitive standpoint. Stays abreast on new technological innovations, understands strategic implications of such change, and responds appropriately.
· Seasoned negotiator-understanding all parties agendas and finding a solution to address all needs, while driving successful and profitable business deals.
Knowledge
· Good knowledge base of the pharma industry competitors, and regulatory activity
· Thorough knowledge in building cross functional teams in complex markets
· Thorough knowledge of marketing principles, brand, product, and service management
· Sound commercial understanding
· Deep working knowledge of how marketing and sales strategy is defined and executed
· Understanding of software systems, practice management systems, distribution networks, and ad tools and platforms
· Good working knowledge of ERP
· Advanced knowledge of MS Office
Business People Self
Work Level
Senior Management
Job Type
Permanent
Salary
Market Related
EE Position
No
Location
Rueil Malmaison (Paris)
Job tags
Salary
