Commercial & Hospital Manager

Commercial & Hospital Manager CZ Role Overview/Purpose The Commercial & Hospital Manager is responsible for delivering sales and profit objectives in the Czech Republic through effective commercial execution, strategic customer engagement, and stakeholder management. Key Responsibilities Secondary Sales plan achievement in Commercial and Hospital line · Negotiate the commercial terms with National & Regional Hospitals and Institucions · Management of the Hospital sales team (KAMs) including regular supervision · Tender management · Create regional sales plans · Prepare regional plans for individual areas for all promoted products according to whole republic plan · Evaluate fulfilling of the plan over individual regions and products and chains based on the agreed terms · Give the regular feedback to ASMs/NSM/Hospital Manager · Regional analysis MS progress (%) vs. competition (IMS data) Commercial activities in TOP commercial PS and visits potential clients · Negotiate the commercial terms with key clients – NEU(MS), KAR, INT, DIA · Create commercial strategy · Management marketing, G2N and sales FCST · Searching for new business opportunities · Preparation and implementation of new launches Team development · Motivate, train and coach KAMs · Cooperate with HR on educational needs of the Field force · Participate on selecting and recruiting KAMs with HR department · Define key objectives for the whole team · Provide feedback (open and regularly) to Hospital department · Assess KAMs in line with the bonus system · Revise direct report´s performance and objectives meeting in line with internal processes Business opportunities · Actively looking for new business sales opportunities · Actively looking for new selling channels · Preparation of special campaigns, trade marketing activities, etc. · Build excellent working relationship with Key decision makers from National wholesalers, pharmacies chains, Distributors, Dealing with potential claims from customers Reporting & budgeting · Support in the annual budgeting process · Monthly/quarterly/yearly accurate reports, according to corporate and management requests Desired Experience and Knowledge Educational Knowledge · Secondary school education with graduation certificate Experience · Minimum 5 years of experience in a sales/commercial role within a pharmaceutical company specializing in generic medicines or within an FMCG company. Knowledge and Skills · Comprehensive industry knowledge · Strong network of contacts, including managers, key stakeholders, and health insurance representatives · Excellent communication, negotiation, and influencing skills · Project management skills · Native Czech langugae · Advanced English proficiency · Good working knowledge of Microsoft Office applications Behavioral Attributes · Results-oriented mindset with the ability to identify alternative solutions in a dynamic and changing environment · Strong problem-solving, decision-making, and analytical capabilities · Ability to work effectively under pressure and manage workplace stress · Proven ability to meet project deadlines · Well-developed planning and resource allocation skills · Strong knowledge of business analytics and short- to mid-term strategic planning · Strong interpersonal and stakeholder management skills · High level of honesty, integrity, and professional ethics