Zonal Business Manager

Develop territory and account strategy

• Identify and prioritize accounts with strategic value to AZ, e.g., Hospitals (OOP), CARES accounts, and liberate
• resources from lower priority accounts to invest in higher priority ones.
• Develop strategies and tactics to provide optimal resource allocation in alignment with the Oncology TA and brand
• strategy, within the governmental and
• regulatory environment.
• Work with individual KAM to develop appropriate / challenging goals within each territory / tumor.
• Lead, coach and manage team of Sales Specialists (KAM s)
• Develop and maintain productive working relationships with account teams to manage and motivate teams
• effectively.
• Review teams and individuals performance; provide honest and constructive feedback and recognize and
• encourage good performance.
• Lead, coach and enable development of team members skills and knowledge, e.g., plan training needs, coach
• individual team members as required, etc., in both Oncology expertise and engagement skills
• Manage teams and individuals skills, knowledge, and performance; set short and long term measurable, clear
• goals and expectations and track progress against these.
• Identify and tackle challenges and issues within the team / individual
• team members.
• Consistently act as role model and clearly communicate and reinforce the importance of the AZ values in leading
• the team.
• Build strategic partnerships with key accounts
• Support Sales team in engaging stakeholders in dialogue about approved indications, product efficacy / safety
• profiles and treatment protocols to support on-label prescribing for appropriate patients.
• Build, develop and manage long-term external relationships with relevant senior stakeholders within high-value
• accounts.
• Share stakeholder / environmental / market specific insight and information within AZ to strengthen relevant
• activities, e.g. product development, marketing,
• sales efforts

Support capability building in healthcare ecosystem

• Build knowledge and understanding about AZs overall Oncology value proposition, and products labelled
• indications and efficacy data among internal team of Sales Specialists and all externally relevant stakeholders in the MDT and DMU
• Support Sales Specialists in utilizing different communication approaches, techniques and channels to help build knowledge in the MDT / DMU
• Conduct science-based discussions with the HCP as per the approved indications of AZs products.
• Arrange multidisciplinary workshops for physicians and other healthcare professionals.
• Arrange and coordinate effective speaker programs with physician advocates and KOLs. Actively support Oncology nurses on relevant trainings, e.g., chemotherapy Ensure compliance Successfully complete all training requirements, including product examinations, and ensure same of Sales Specialists Be compliant with all external regulations and internal policies - and ensure broader AZ team is compliant and enforce compliance in the internal team Ensure understanding of the AZ Code of Conduct, External Interactions Policy and Standards, and Privacy Policy and regulations regarding interactions with patients

Education, Qualifications, Skills and Experience

Essential Desirable

• Bachelor s degree in science or B. Pharmacy with a solid background in oncology sales within a prominent Pharmaceutical Organization.
• Proficiency in managing significant corporate chains of hospitals and CARES accounts.
• Strong track records of people leadership, as evidence by 3+ years of experience as first line manager.
• Thorough Product Knowledge.
• Aptitude for establishing and nurturing strategic relationships.
• Comprehensive understanding of the Pharmaceutical industry.
• Effective Influencing and Communication Skills.
• Proficiency in Customer Management.
• Strong Commercial Acumen.
• Proven Selling Skills.