Job Description
The objective of the role:
As a member of Roche Pars Diagnostics, Head of Sales & Marketing directs commercial operation in Iran, defining sales and marketing strategy to achieve sales results both short and medium terms, in alignment with Roche global goals and strategies; Ensures strong business performance while fostering a robust in-country organization, delivering solid business growth and leading in compliance with global and local regulations, Roche strategy, vision, and values; Establishes business priorities and guarantees the strategic focus with the right resource allocation; Assures effectiveness of the sales and marketing teams in order to maximize results and maintain a competitive advantage against competitors and shares best practices to develop professional skills of the teams.
List of Responsibilities:
● Translate Roche Diagnostics strategy into the local marketing, and direct the development of country marketing and sales plans to deliver on all Profit and Loss objectives, increase market share, and meet sales and marketing KPIs.
● Align the sales and marketing action plans and cascade them over the entire organization.
● Ensure effective execution of the activities as per define plans.
● Direct the creation of a mid-term and long-term strategy for Roche Iran in line with Roche's corporate strategy to ensure sustainable business performance.
● Direct the implementation of the necessary commercial activities and corrective actions to meet the related strategic KPIs from Roche Diagnostics’ product families.
● Direct market and competitive analysis to maintain best-in-class market knowledge, business intelligence, and forecasting.
● Define guidelines for prices and terms to ensure the best deals are secured, in compliance with pricing strategy and positioning.
● Proactively shape the country's market environment, defend and improve Roche's market position and depth of market access by developing strong, best-in-class, trust-based relationships with customers and stakeholders.
● Define business priorities, assuring business focus and the right resource allocation for sales, marketing, and clinician promotion.
● Achieve commercial success of new products in the market, with sound planning and resource allocation. Liaise with Business Development and Market Access Manager to develop new businesses and differentiate sales portfolio.
● Guarantee the team's availability to present, on the areas of knowledge, on customer events, and other related scientific activities.
● Support Sales team to implement strategic selling principles and consultancy selling approach with customers.
● Guarantee that the Sales teams have the necessary and updated knowledge/expertise on the respective product families and skills required to promote the products, acting as a sales support reference for the other Sales staff and customers.
● Maintain best-in-class working relationships with institutions, associations, KOLs, strategic customers, and other strategic stakeholders, with a permanent market presence.
● Control the sales and marketing budget and resource allocation.
● Collaborate with the different Sales Segments teams on the negotiations, whenever such involve these product families, guaranteeing compliance with pricing strategy and positioning.
● Guarantee the activity planning/reporting and opportunity mapping by the Sales team.
● Lead and play a major role in local and corporate compliance and promote ethical behavior.
● Optimize the local interface and partnership with Regional Office.
