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PURPOSE OF THE ROLE: Healthcare Nutrition Solutions Effectiveness Manager in the local markets will collaborate with the Healthcare Nutrition Solution Managers and National National Healthcare Nutrition Solutions Managers to increase the quality of face to face detailing in his/her respective market through planned field coaching of Healthcare Nutrition Solutions Specialist. Healthcare Nutrition Solutions Effectiveness Manager will lead the field force automation business side in a close alliance & complete partnership with the regional team. The Healthcare Nutrition Solutions Effectiveness Manager will also play a role in the development of Healthcare Nutrition Solutions Managers under the guidance of the Country Manager & Regional Healthcare Nutrition Solutions Effectiveness Manager. BUSINESS CONTEXT & KEY CHALLENGES: Rolling out the field force automation within the local market & successful implementation. Increasing the quality of our face to face detailing with Healthcare Professionals (HCPs). Through best in class training & implementation in the field. Launch, align & execute targeting and segmentation of the local market with Middle East Regional Strategy. Manage the execution of Healthcare Nutrition force training curriculum in the country. KEY ACCOUNTABILITIES 1- Effective Field coaching & Medical Sales Force Training (60%) Spend 60 % of his/her time (12 days / month) in the field coaching to provide a quality and regular coaching to Healthcare Nutrition Solutions Specialists & the minimum accompanied visit accepted per day for one day field coaching would be at least 70% of the total daily average call for each local market. Healthcare Nutrition Solutions Effectiveness Manager coaching plan would be identified by the MEA Regional team in close collaboration with the Healthcare Nutrition management of the local countries. Lead & manage FFA business side within the local markets in close collaboration with ME Regional team. Identify training needs of the respective team, prepare & provide the most appropriate training solutions Plan, facilitate & deliver training solutions in a timely manner. Plan & conduct ITP “initial training program” for newly hired Healthcare Nutrition Solutions team as well as developing & ensuring execution of post training development plans. Responsible for aligned medical knowledge assessment and tracking across the region. Align HCP’s segmentation, target setting as per the MEA Regional Training & Healthcare Nutrition Effectiveness Strategy and measurement criteria and reward of the Healthcare Nutrition team across the Middle East including medical competencies. Work closely with National Healthcare Nutrition Solutions Managers to ensure appropriate individual development for each of their team members, according to coaching feedback and day to day performance against agreed KPIs . Moderate the role play session process. 2- Coordination and communication (20%) Coordinate with Healthcare Nutrition Channel Strategy and Science departments in any team related activities and events. Communicate and co-ordinate with Management team training Solutions upon any emerging developmental gap in a timely manner. Work closely with all Healthcare Nutrition peers to understand business needs and provide highest quality customer support. Build strong relationship with key stakeholders and ensure that there is regular feedback and communication of their needs. Communicate & discuss with ME Regional Healthcare Nutrition Solutions Effectiveness Manager different types of reports which identify the link between the Healthcare Nutrition Solutions team coverage, In Market Sales & Market share of the local market. Operate the FFA system smoothly and create awareness within the organization regarding its capabilities and functionalities in order to increase system demand. Solve technical problems related to the use of the FFA system without interrupting the business process, as per the SLA (Service Level Agreement). Organize cycle meetings for respective countries/areas 3- Healthcare Nutrition Field Force Incentive calculation (10%) Make sure & confirm that the Healthcare Nutrition field force received their annual or semester objectives at the first quarter of the year. Prepare HEALTHCARE NUTRITION Field Force Incentive in collaboration with Human resources team. Ensure the accuracy of provided figures for all objective related figures. 4- Report delivery management (10%) Provide regular and timely Healthcare Nutrition team performance reports to management and as needed. KEY PERFORMANCE INDICATORS Field activities Coordination and communication Sales Force Incentive calculation Report delivery management Role play sessions average score Coach the coach JOB DIMENSIONS Business impact: the role supports the management of HCP’s F2F channel for detailing our brands by improving the quality of calls of our Healthcare Nutrition Solutions team and provide a link between our coverage and target achievement reports for almost Strategic contribution: the role requires rigor and discipline in following standard processes to manage the delivery of HCP’s F2F detailing agenda to the business, ensuring the Healthcare Nutrition Solutions Teams are equipped with the right technical and medical knowledge and skillset to achieve and deliver on their targets Geographic scope of the job: KSA Team management: NA Functional management: Regional Healthcare Nutrition Solutions Effectiveness Manager (Middle East) Main inte
al relations: Healthcare Nutrition Solutions Specialists, Managers and Teams, Healthcare Nutrition Science, Channel Strategy, Country Managers, HR Main exte
al relations: Training Vendors Travel required: 30%-50% of the time CANDIDATE PROFILE CODES - Danone Leadership Competencies CREATES a Meaningful Future OPENS Connections inside & outside DRIVES for Sustainable Results EMPOWERS Self and Diverse Teams SELF AWARE Maintains Self-Balance Lea
more about Danone’s Leadership Competencies here: http://www.danone.com/en/for-you/candidates/life-at-danone/our-vision-of-leadership/ FUNCTIONAL COMPETENCIES: SOFT SKILLS: Willingness and ability to share knowledge Excellent selling skills Excellent Communication skills ♦ Creates a supportive environment ♦ Clearly explains tasks and procedures ♦ Listens actively and sensitively Excellent facilitation skills Excellent coaching skills Project management skills A can do attitude Rigor & passion Customer Orientation Initiative Team Player High Analytical skills Transparency, Honesty & Sincerity: This is the courage to recognize personal strengths and High level of self-awareness Results driven High EQ Flexible, adaptable & open for ideas Fast lea
er ADDITIONAL CANDIDATE REQUIREMENTS: Education Bachelor’s degree in Medicine, Pharmaceutical Sciences or Nutrition is preferable Post graduate studies in the medical or marketing fields is an advantage Experience / knowledge required Outstanding business and sales acument Medical sales and/or medical marekting experience of minimum 3 years Sales training experience is a plus High degree of inte
al customer focus Should have a strong medical background to elevate/refresh respective products Fluent in English and Arabic Excellent M.S Skills ( Excel – PowerPoint) Successful candidates must be based in KSA Mobility Candidates should be open to move within the region or outside the region with Danone in 3-4 years if such opportunity will arise which will contribute to his/her career growth Danone Values Candidates are expected to adhere to Danone’s core values: Humanism, Openness, Proximity & Enthusiasm