MARKETING & SALES MANAGER – BIOLOGICS Prescription Division, Johannesburg

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Reporting to • Business Unit Manager: Pain, Gastroenterology & Biologics
Job Purpose • Marketing & Sales Manager for Biologics will be responsible for the
development of the Biologics Marketing Strategy and Sales Implementation for
the South African market driving growth and achieving financial targets.
Required Learning

Requirements:

• Health Sciences Bachelor’s Degree
• Post-graduate Marketing qualification or equivalent qualification would be
advantageous> 3 years’ experience in Brand Management or 2 years in a
marketing management role in the pharmaceutical industry

SKILLS
• A pre-requisite will be sound knowledge of the Biologics industry with
experience within Prescription Oncology, Haematology, and/or
Autoimmune disease entities
• Previous successful track record in management of sales team will be an
advantage
• A proven track record of successful product launches, and a sound
understanding of the healthcare landscape in South Africa.
• Advanced Computer literacy in the use of Microsoft software
• Adequate interpersonal skills and ability to inspire support and cross-functional
teams
Key Job Outputs Development of Biosimilar Marketing Strategies
• Develop the Biologic Portfolio Marketing Strategy for existing and pipeline brands
• Conduct doctor and industry market research that will provide insight into the
development of innovative strategic tactics and campaigns to segments of the
market.
• Develop, in conjunction with aligned business partners detailed strategic marketing
and lunch plans for the portfolio
Sales Management
• Manage a team of highly skilled professional sales representatives to achieve
territory and divisional targets.
• Development and execution of biosimilar sales implementation plan.
• Manage sales team individual development and performance on an ongoing basis.
• Responsible for the region’s forecasting and sales tracking.
• Manage performance, coaching, mentoring, hiring, and career development in
accordance with Adcock Ingram policies and procedures.
• Develop a Team with optimal knowledge and skills in the talent management
process.
Campaign development, implementation, and tracking
• Effectively utilize the research of the market, doctor, and patient insights to develop
innovative campaigns that address unmet needs.
• Work with the sales force to implement, track and evaluate these campaigns.
New product launch readiness
• Conduct market feasibilities to support new products to market
• Lead a robust new product launch readiness processes that will ensure timeously
products to the market of the portfolio post registration.
• Cross-functionally with support teams to inform and implement brand
strategies and initiatives.
Market Access
• Understand the market access landscape in the biologics, autoimmune, and oncology
disease areas
• Engage with the Funder, Designated Service Providers, and Patient Management
Networks to maximize channel access across the portfolio
Stakeholder Management
• Develop and manage relationships with key stakeholders, such as key opinion land
thought leaders, Specialists, Funders, and professional bodies who will support and
shape the biosimilar strategy in the region.
• Encourage and facilitate effective cross-functional interaction at all levels of the
organization as it pertains to the marketing function; thereby facilitating the
implementation of approved projects.
• Develop professional working relationships with the Business Unit Manager, Adcock
Ingram stakeholders, Biologic Partners, and Principles
• Effectively manage the dissemination of information relating to brand performance
– within the business unit via monthly forecast aligning with Product Supply.
Financial Management
• Develop a short and long-term bottom-up budget for the Biologics portfolio,
considering market trends, use/need analyses, and current market potential for the
brands.
• Work with Sales, Supply Chain, and Procurement teams to ensure accurate monthly
forecasting of all brands, to ensure continuous and sustained supply of the brands
in the region.
• Proactively drive brand profitability in collaboration with key accounts, procurement
and finance to identify, evaluate and implement profit-enhancing commercial
strategies and supply chain efficiencies.
• Develop and manage the marketing budget for the Biologics portfolio and pipeline
launches. This includes budget phasing, tracking, reporting on spending to budget and
evaluating ROI on key initiatives.
• Manage the field force operational expenses within a set budget
Other:

• Continuously assess the market for opportunities to deliver health impact based on
unmet need and market opportunity, and to develop business cases for funding and
commercialization of relevant solutions that will support biosimilar portfolio to
achieve its double bottom line objective.

Core Competencies
• Demonstrate good ability and understanding of managing people
• Sound commercial insight and ability to develop commercial channel strategies
that will support the key accounts and sales strategy.
• Ability to develop strong relations with Key Thought Leaders, Specialists and
Therapeutic Society Leaders.
• Sound understanding of reimbursement in the Biologics market, specifically
within Oncology and Autoimmune disease areas.
• Excellent analysis and writing skills
• Outstanding interpersonal skills and an ability to inspire and motivate teams
using tact and talent vs. authority
• Ability to work independently with minimal supervision with a financial and
business acumen.