Marketing & Sales Manager - Innovation Vaccine

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Reporting to: Business Unit Manager: Biologics, Vaccines & Gastroenterology

Job Purpose:

To lead and direct the Marketing and Sales for the Innovative Vaccines Portfolio in South Africa

Accountable for the development and execution of the innovative vaccine business including relationship management, business strategy development, and delivery, including the compliance of the business, and managing the relationship between 3rd Party and Adcock Ingram

Key Responsibilities:

In partnership with 3rd Party:

• Ensure smooth execution of cross-functional projects by maintaining a close liaison with the Business Unit Manager for Innovative Vaccines at 3rd
• Be responsible for the development and execution of the Marketing and Sales Strategies to deliver growth and ensure the achievement of sales and profit results set out for the Vaccine Portfolio.
• Create and localize, in line with 3rd Party Corporate Objectives, innovative marketing strategies and long-term success solutions for the vaccine portfolio by applying broad technical, business, and commercial knowledge
• Develop and manage the marketing and promotional budget for the vaccine portfolio, and in liaison with 3rd Party, drive the promotional approval process and management of the marketing spend and claim back process.
• Lead a robust new product launch readiness cross-functionality process with internal stakeholders that will ensure timeous products to market launch implementation.
• Maintain complete familiarity with all competitive products in the market, their promotion, positioning, pricing, clinical data.
• Assure Compliance and adherence to the highest ethical image and position for Adcock Ingram and 3rd

Sales Management

• Development and execution of the Vaccine sales implementation plan.
• Manage and motivate a team of highly skilled professional sales representatives to achieve territory and divisional targets in line with AI's Commercial Effectiveness Principles
• Establish the primary vaccine target audiences in Specialists, GPs, pharmacies, travel clinics, and nursing sisters to deliver the business outputs.
• Establish and track Sales Representative performance against their business plan (targets, metrics, KPIs)
• Manage a team of Nursing Sisters to effectively communicate the required education strategy to the target audience
• Manage performance, coaching, mentoring, and career development under Adcock Ingram policies and procedures.
• Continuous and ongoing development of the Team with the skills and optimal knowledge required to maintain motivation and a high-performing Team

Market Access

• In collaboration with the Market Access Manager:
• Understand the vaccine market access landscape
• Engage with the Funder, Designated Service Providers and Patient Management Networks to maximise channel access across the portfolio.

Stakeholder Management

• Develop and manage relationships with internal and external key stakeholders, such as key opinion land thought leaders, Specialists, Funders, and professional bodies who will support and shape the Vaccine strategy and execution.

Financial Management

• Develop short and long-term bottom-up budgets for the Vaccine portfolio, considering market trends, use/need analyses, and current market potential for the brands.
• Work with Sales, Supply Chain, and Procurement teams to deliver accurate monthly forecasting of the portfolio, and to ensure continuous and sustained product supply
• 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 spend to budget, and evaluating ROI on key initiatives.
• Manage the field force operational expenses within a set budget.

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 the vaccine market and the reimbursement within the private sector.

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.

Health Sciences Bachelor's Degree

Post-graduate Marketing qualification or equivalent qualification would be advantageous 5 years' experience in Brand Management or 2 years in a marketing management role in the pharmaceutical industry

A pre-requisite will be sound knowledge of the healthcare landscape, specifically within the pharmaceutical industry within the Prescription, Retail, and Consumer Marketing

Previous track record of successful brand launches within Prescription, Retail, and or Consumer

Proven track record of well-executed and measured success of Consumer Disease Awareness Campaigns for both Prescription and Consumer-related brands

Previous successful track record in management of sales team will be an advantage

Previous Vaccine marketing and sales experience will be considered an advantage but not a pre-requisite.

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