HCN Field Force Manager

Job Description

• Define the annual communication grid in cooperation with the department director, and marketing and sales departments, and review/ amend it every month (based on business objectives, company targets, and product availability).
• Being fully compliant with Danone’s global and local BMS policies (e.g., promoting breastfeeding as the best nutrition for all infants and babies, not performing educational functions to pregnant women or mothers of infants and young children).
• Receive, evaluate, and harmonize monthly plans of supervisors and Med Reps in an off-line way.
• Translate business targets to regional business plans, reflecting the divisional objectives. Implement and monitor HCN supervisors and HCN representatives' daily tasks including online and offline activities, face-to-face visits, and extra activities in the field (workshops, seminars, webinars, hospital meetings), using the company CRM system (Sayeh software): Check weekly/monthly supervisors' performance (no. of double visits, No. of coaching sessions, coverage, and visit frequency) and HCN reps' performance and reporting (call rate, coverage, and frequency rates, etc.), review results and insights with healthcare nutrition director, build up corrective actions to lead a team toward correct direction and reach department targets.
• Receive, evaluate, and harmonize monthly plan and performance of both supervisors and med reps in an off-line way.
• Have a solid HCPs census of the region (including active and inactive universe) for the current business objectives as well as future planning.
• Analyze results by area and set objectives for healthcare nutrition supervisors and HCN representatives.
• Analyze the results of KPIs, set objectives per healthcare nutrition supervisors and HCN representative area, and support healthcare nutrition supervisors and HCN representatives in implementing the action plans.
• Enable execution of campaigns - train team to enable excellence in: detailing, building credible and value-added HCP relations, reporting own market insights and comments to healthcare nutrition director as a sense of market Providing business activities report and filed feedback to HCND regularly.
• Prepare and submit structured reports on field operations, campaign performance, and team activities to HCND regularly.
• Deliver individual in-field coaching and appropriate training to develop healthcare nutrition supervisors and HCN representative performance, demonstrate in-field best practices, ensure inductions, and train and live the DBN business ethics and codes.
• Collaborate with other FFMs to enhance the level of synergy and consistency between business objectives across different territories.
• Make sure to have one harmonized communication objective per brand and SKU every month, make sure to have harmonized and similar business models, similar approaches toward KOLs, HCPs, and hospitals, and similar KPIs in evaluating the performance of supervisors and MDs, and make sure to align the business plans to avoid duplication, dual approaches, etc.
• Collaborate with other top-line teams (MKT and sales) to analyze cross-functional results and to find the root cause of problems and resolve them, collectively.
• Provide team with all business relevant information (priorities, stocks, etc.), organize regular team meetings to identify and share best practices to build and update regional plans and to motivate healthcare nutrition supervisors and HCN representatives, and engage and release staff after clearance with healthcare nutrition director and HR.
• Own the regional influence map, build credibility and trust with key HCPs and KOLs, manage key decision-makers of top hospitals, and coordinate cross-functional teams for key customers.
• Plan, manage, and monitor A&P budget to optimize regional cost effectiveness, and maximize ROI and efficiency of all company resources e.g., investments in key accounts.
• Provide financial pre-assessment and post-assessment on big events.

Requirements:

• Finance for non-finance.
• Project management.
• Product knowledge.
• HCP engagement.
• Territory management.
• Collaboration and networking.
• Customer focus.
• Healthcare system and market.
• Specialized nutrition knowledge.
• English fluency, spoken and written.