Area Manager

Job description

The role is accountable for leading, coaching, and developing a high-performing field sales team to deliver patient impact and achieve agreed commercial objectives within a defined geography. The role translates brand and therapeutic area strategy into area execution, drives performance through coaching and disciplined execution, and ensures high-quality customer engagement in line with values, behaviors, and compliance standards.

Key responsibilities

• Deliver sales objectives, market share, and profitability across the area by using data, analytics, and market insights to prioritize actions, manage risks, and support forecasting.
• Lead, coach, and develop a high-performing team of Sales Representatives, fostering accountability, continuous development, and a performance-driven culture.
• Execute structured field coaching and joint customer visits and ensure accurate documentation of coaching activities.
• Drive adoption of new commercialization models, tools, and ways of working, ensuring consistent execution of omnichannel and customer-centric engagement strategies.
• Review field effectiveness assessments and collaborate with execution excellence teams to implement targeted capability development plans.
• Build strong relationships with key customers and stakeholders, enabling effective cross-functional collaboration to maximize business and patient impact.
• Provide insights on territory and market dynamics, consolidating team input into actionable recommendations for brand and cross-functional teams.
• Ensure compliance with policies, ethical standards, and financial governance while responsibly managing area budgets and resources.
• Identify, develop, and prepare future talent and successors within the sales organization.

Requirements

• University degree in life sciences, medical, business, or a related field; minimum 5 years of experience in pharmaceutical or healthcare sales; proficiency in English and local language.
• Proven first-line people management experience with strong coaching and talent development capabilities.
• Demonstrated track record of achieving sales targets and managing competitive brands and/or product launches.
• Strong analytical and strategic mindset with the ability to interpret data, KPIs, and market insights.
• Experience in omnichannel customer engagement and effective use of digital and AI-enabled sales tools.
• Ability to lead through ambiguity and drive change in dynamic environments.
• Strong communication, collaboration, and stakeholder management skills.