Sales Manager -Oncology- Central
F. Hoffmann-La Roche Ltd
5d ago


In this position, you will be primarily accountable for consistently and effectively :

  • Achieving or exceeding assigned area sales targets, goals and objectives
  • Completing targeted area sales planning & development that enable area sales targets and other goals and objectives to be met or exceeded
  • Ensuring your and your team’s work, projects and other deliverables meet or exceed goals and objectives
  • Building and cultivating strong and compliant customer relationships across assigned area
  • Ensuring timely, high quality and within budget execution of sales strategies, plans and tactics for assigned Pharma products
  • Role and Responsibilities

    Sales Planning :

  • Participate in business unit Planning Processes
  • Work with manager and others to cascade and align the National Sales Plan, brand and other business goals and objectives to the assigned area
  • Prepare and implement appropriate sales strategies and plans that will support brand goals and ensure sales, marketing and other relevant business targets are met or exceeded
  • Work with cross-functional partners to align sales, marketing, account management and other relevant strategies, plans and tactics for seamless field execution
  • Accountable for an effective, timely and targeted Sales Plan and budget for multiple territories, as assigned
  • Customer Relationship Management & Sales Operations :

  • Work with your team and others to : Create, enhance and maintain appropriate analytics, reporting, sales incentive programs, sales force sizing, customer targeting and other tools to support optimal sales operationsImplement and coordinate customer plans to ensure that sales activities deliver value to targeted customersEffectively resource customer activities to ensure ROI is achievedProvide timely feedback to internal stakeholders regarding external marketplace changes and help devise appropriate solutionsDrive ongoing innovation and growth for assigned brand(s)
  • Ensure sales representatives understand key selling messages, customer strategies, activities and required business outcomes
  • Assign customer targets to sales representatives
  • Review and report sales initiatives quarterly and recommend any necessary adjustments
  • Conduct regular monitoring and ensure appropriate sales representative activity (call concentration, frequency, call quality and compliance)
  • Address issues or opportunities for improvement with sales representatives in a timely manner
  • Ensure sales representatives have all marketing-related materials and other resources in a timely manner
  • Regularly track area sales performance and results. Recommend opportunities to enhance sales performance to ensure financial targets are consistently met for each reporting period
  • Monitor expenses and ensure compliance with agreed budgets
  • Conduct regular visits in the field working with team members and provide coaching, development, guidance and support
  • People Management :

  • Hire, develop and oversee the work of your direct reports
  • Create an environment of strong team spirit, timely and effective communications, sense of urgency, high motivation and inspire your team to achieve goals in the immediate- and longer-term
  • Develop / ensure clear roles and responsibilities, learning & development, other resources, tools and expense budgets for the assigned affiliate Sales area and team
  • Communication / Other :

  • Lead or participate in special projects or other initiatives
  • Establish and manage regular communications and interactions across the team. Includes leading and managing sales meetings as well as playing a leadership role in national meetings and other corporate forums
  • Lead and facilitate cross-functional customer planning meetings
  • General (Mandatory) :

  • Attends / completes all requisite on-line and F2F trainings (Role specific, Safety responsibility and Compliance) within specified time limit
  • Identifies, collects and immediately reports all safety related information on Roche products to Local Safety Responsible as per Roche requirements and local regulations
  • Adheres to company (both local and global) policies and procedures at all times, including Health & Safety requirements.
  • Essentials : (These are the requirements of the role and not necessarily indicate that the employee


  • Degree on Pharmacy, Medicine or scientific background with experience in Pharmaceutical Industry is mandatory
  • Master’s degree or MBA would be an asset
  • Experience and Knowledge

  • 5 or more years' sales experience with MNC in the pharmaceutical, biotechnology or related industry
  • A minimum of 3 years' experience in oncology is mandatory
  • Previous experience in same therapeutic area is a plus
  • Previous pharmaceutical, biotechnology or related product marketing or similar experience is preferred
  • Previous account management or other managed care experience is a plus
  • Previous experience in support functions is a plus, e.g., sales operations, sales training, etc.
  • Previous experience in completing and implementing attainable sales plans
  • Thorough knowledge of relevant country laws and regulations that govern the pharmaceutical / biotechnology industry
  • Strong grasp / understanding of products and the surrounding marketplace
  • Skills and Competencies

  • Proven track record for consistently meeting or exceeding financial and / or other quantitative targets, as well as qualitative goals
  • Demonstrable abilities to manage wider field responsibilities to include integration across multiple territories / accounts, etc.
  • Can lead, develop and motivate others
  • Can organize and prioritize the work of others; as such, has exceptional personal organizational & time management skills
  • Outstanding influencing, negotiation & presentation skills; demonstrable through considerable achievements in key accounts of responsibility
  • Exceptional selling skills and a strong grasp and application of best practice selling methodologies, practices, techniques, tools and the like
  • Exceptional communication skills, both written and verbal
  • Strong interpersonal & partnering skills : has proven abilities to work effectively and efficiently in cross-functional, often virtual and matrix teams
  • Strong customer orientation / focus
  • Ability to travel nationally and internationally
  • Fluent written and verbal English.
  • Key Relationships to reach solutions


    Brand / Product Marketing

    Industry Associations

    Patient Societies / Associations

    Thought leaders

  • At Roche, 94,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-
  • focused healthcare groups. Our success is built on innovation, curiosity and diversity.

    Roche is an equal opportunity employer.

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