Market Access Lead & Business Manager, Oncology at AstraZeneca

What you’ll do?

• The successful candidate will be based in Abuja and will focus on developing and implementing an integrated strategy for obtaining and maximizing market access and reimbursement for AstraZeneca Medicines in the Oncology therapeutic area in line with company's goals & objectives.
• Development of medium to long-term access strategies for new therapies to maximize the value of the offering for payers and patients throughout their life cycle.
• You will create an outstanding local company image aligned to AstraZeneca’s African Cluster Goal to work with local partners in Africa to make healthcare systems more resilient, effective, and sustainable, advocating for reform and building capabilities to address unmet medical need, improve access to quality healthcare and provide solutions along a continuum of care – from prevention, awareness, diagnosis and treatment to post-treatment and wellness.
• In addition, you will lead an exciting and growing team that would be at the forefront of Oncology leadership in Nigeria that will positively impact lives of many more Nigerians. If you believe in putting patients first, have a coach-like mindset, a life-long learner, a listener and you understand the best work is done together, you could be a good fit.
• Some areas of focus for this role will include:

Development and Implementation of the Market Access Strategic Plan

• Partnering with Government and Private Funders to ensure optimal funding, Guideline and/or Formulary Listings.
• Effective delivery of commercial input to market access process and team.
• Interpretation and the tailoring of available evidence to support market access for AZ brands in collaboration with the Medical division.
• Identify evidence gaps that may inhibit market access and develop plans to fill the gaps.
• Ability to establish measurement system to track progress and drive effective corrective action when needed.

Stakeholder Mapping

• Relationship building, Customer Engagements and Collaboration with Patient Advocacy Groups, NGO’s, Donor Funders, Mission Hospitals, Academia, and Research Organizations, amongst others.
• Build strategic partnerships with healthcare consulting companies to facilitate Patient Access Programs & Patient Support Programs i.e., win-win access solutions.
• Developing and Disseminating AstraZeneca Value Propositions for respective Promoted Products to differentiate and demonstrate value.

Policy Shaping

• Health Technology Assessment (Budget Impact Models, Cost effectiveness Models, Alternative Contracting Models, Innovative Value Solutions) where required; Develop or locally adapt Global Economics Models.
• Lead East Africa Pricing Strategy in line with local and regional Pricing Policies; Optimize pricing outcomes through timely and accurate data analysis and submission.

Cross Functional Project Management

• Manages cross functional teams optimally in order to achieve the brand objectives.
• Identifies and manages key interfaces with internal and external stakeholders to ensure the delivery according to agreed time lines.
• Effectively facilitates key meetings and issues.

Maintained Administrative Systems

• Report as required on strategy implementation and budget spend.
• Adhere to company policies and procedure.

Development and Implementation of the Market Access Strategic Plan

• Partnering with Government and Private Funders to ensure optimal funding, Guideline and/or Formulary Listings.

Stakeholder Mapping

• Relationship building, Customer Engagements and Collaboration with Patient Advocacy Groups, NGO’s, Donor Funders, Mission Hospitals, Academia, and Research Organizations, amongst others.
• Build strategic partnerships with healthcare consulting companies to facilitate Patient Access Programs & Patient Support Programs i.e., win-win access solutions.
• Developing and Disseminating AstraZeneca Value Propositions for respective Promoted Products to differentiate and demonstrate value.

Policy Shaping

• Health Technology Assessment (Budget Impact Models, Cost effectiveness Models, Alternative Contracting Models, Innovative Value Solutions) where required; Develop or locally adapt Global Economics Models.
• Lead SSA Pricing Strategy in line with local and regional Pricing Policies; Optimize pricing outcomes through timely and accurate data analysis and submission.
• Supporting Cross functional Teams to deliver Business Objectives.

Team Coaching

• Appoint, build, and maintain a first-class cohesive sales team and provide ongoing motivation.
• Agree Sales Rep’s roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis.
• Foster the development of individuals with the appropriate level of needs analysis, coaching and support.
• Ensure the coaching process is firmly entrenched and coaching plans are effectively implemented:
• Assess sales reps against Leadership Selling best practice.
• Identify strengths and areas for improvement.
• Coach sales reps on Leadership Selling and submit coaching plans and reports.
• Plan career and succession paths; formulate and action tailored Individual Development Plans (IDP) that underpin employee development and growth and are aligned to AZ Values
• Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance.
• Facilitate departmental and interdepartmental collaboration, participation, communication, and support to maximize performance.

Develop Territory Action Plan (TAP)

• Target customers (based on brands promoted and strength of existing relationships with AstraZeneca) & assess business opportunities, the regional selling environment & brand campaigns.
• Adjust territory call plans and create rep call plans aligned to the segmentation and targeting exercise, team resources and capabilities, and company requirements.
• Develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives for priority product ranges within AstraZeneca’s business strategy.
• Allocate appropriate resources across sub-territories and customer groups and prioritize actions based on sales impact, national segmentation and targeting; ensuring all actions are aligned to the Pharma Code.
• Work collaboratively with the Brand Manager, KAMs and RSMs of the Business Unit.
• Drive performance through successfully communicating the territory action plan as agreed by defining actions to build individual and team capabilities.

Manage and Achieve Territory Action Plan

• Ensure that objectives and standards of performance are understood and owned by Sales Representatives in the team.
• Engage customers in the development of solutions; seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions.
• For sales targets, budget, KPI’s and C-Smart actions
• Assess the performance against targets.
• Explain the gap and root cause.
• Act decisively and quickly based on analysis of data, take corrective actions/ provide support as required to achieve targets.
• Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required.
• Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals.

Maintain administrative systems and control.

• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget including:
• Sales reporting
• SFE/KPI control
• Coaching
• Manage Veeva requirements:
• Logging of calls
• Synchronization
• Accuracy and currency of data
• Ensure team members meet all admin requirements e.g., expense reports, EI forms and other admin requirements.
• Report as required on territory action plan implementation and budget spend and take corrective action as required

If this sounds appealing, please read on to understand the experience and skills we’re looking for…

ESSENTIAL SKILLS & EXPERIENCE REQUIRED?

• Bachelor's Degree or equivalent combination of education and experience.
• Minimum 5 years Market Access experience.
• Minimum of 5-10 years working experience in the commercial pharmaceutical industry with management experience.
• Candidate based in Abuja.
• Previous exposure and/or experience in other functional areas of the business such as Sales Training, Operations, Brand Team or Managed Markets.
• Understanding of Nigeria Healthcare Market.
• Thorough understanding of AZ business model with specific knowledge of brand team operation, brand planning and sales model.
• Teamwork and leadership skills, including the ability to consult extensively with cross functional teams and act within a matrix organization.
• Strong pricing background for funder reimbursement purposes.
• Basic Knowledge of health economics, outcomes research and economic modelling is required.
• Strategic thinking, and flexibility to execute at an operational and strategic level.
• Demonstrable ability to communicate technical and economic concepts and approaches to non- technical stakeholders.
• Demonstrable excellent numeric and analytical skills.
• Strong team player who works effectively in cross-functional teams.
• Demonstrate Problem Solving Skills and Proactivity.
• Project Management Skills and Ability to meet tight deadlines.