Download ROLE PROFILE

ROLE PROFILE
JOB TITLE: Pharmaco Business Manager
REPORTS TO: Head of Pharmaco Partnerships
DEPARTMENT: Pharmaco
TEAM: Celesio UK
ROLE PURPOSE:
The PBM is the central interface between AAH and its key strategic pharmaceutical manufacturer clients. The role
involves managing a single strategic manufacturer client account and also the responsibility for a development
client account/ accounts.
The main client will be either one of AAH’s Agency/DTP client accounts or one of the major reduced wholesaler
clients. The development accounts will be allocated against emerging business strategy requirements and will
change accordingly.
Retention of the major manufacturer clients is central to the ongoing successful performance and profitable growth
of AAH and therefore developing and implementing the solutions necessary to both retain their business and also
grow our share of all potential revenue opportunities that we are able to address is of the upmost importance.
These solutions will require changes to processes and ways of working both in the client and within AAH and will
therefore require investment in development and change to ensure delivery and successful buy-in and
implementation.
Strong client management skills will need to be complemented by a high degree of commercial acumen, influencing
skills and project/ programme management capabilities. Through agreeing and managing partrnership plans with
the client, implementing internal business plans and achieving key organisational priorities and objectives, leading
cross functional teams at various levels of management (internal and external including Board members) and
motivating all parties to achieve goals without direct line management authority.
The PBM will play a lead role in managing a complex web of relationships within the pharmaceutical industry
ranging from MD, FD, commercial and Supply chain Director and contracts managers. An existing knowledge of the
NHS primary and secondary care sectors, or the ability to develop this knowledge, is essential as the PBM will be
required to leverage client supply chain requirements to win direct business.
The role will also involve inputing into the commercial strategy for the directorate by identifying new opportunities
and removing barriers internally and externally. Responsibilities will also include identifying and adding new value
added business opportunities across all Celesio UK companies in the UK. AAH, Lloyds Pharmacy and Evolution
Homecare.
The ability to agree the strategy for commercial tenders, with relevant input from the management teams across
the business is fundamental to the success of the role.
Key Accountabilities
Enhance Strategic
Relationships
Key Activities
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Build positive and constructive
relationships with internal and
external stakeholders based on
mutual respect and trust.
Develop and deliver a cross
functional contact strategy which
engages the key influencers
within AAH and the client.
Key Behaviours
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Building rapport.
Influencing key decision makers
Confidence in communication
Judgement
Managing others
Exhibiting gravitas
Market Analysis
knowledge of all relevant aspects
of the market – size/potential,
distribution options, market
structure, key customers, pricing
benchmarks and key opinion
leaders.
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Monitor and report on key
industry trends
Monitor and report on client
specific developments
Report on industry changes and
associated impact
Liaise with Head of supplier
development to develop
proposition
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Strategic Thinking
Can see beyond detail and looks
to the long term picture.
Identifies relevant implications
and opportunities when
developing broad scale objectives
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Monitor and report on future
industry trend
o UK, European and global
perspective
o Report on relevant
governmental changes
Identifies and develops new
business models/added value
services in conjunction with
Pharma Services team.
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Deliver the contractual
requirements and ongoing
Partnership Plans
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Engage with internal and external
stakeholders to develop and
deliver a Partnership Plan which
recognises the ongoing changes
in the client’s product portfolio
and strategy, prevailing macro
economic and political factors, the
pharmacy marketplace and AAH’s
customers, and within AAH and
other Celesio companies.
Instigate activities within the
client which ensure the
achievement of annual revenue
and profit targets.
Ensure alignment of Partnership
Plan with AAH organisational
priorities where applicable
Influence AAH organisational
priorities to ensure delivery of key
client requirement
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Understands the strategic
importance of the market and all
relevant long term trends.
Able to predict market size,
structure, pricing etc to at least
+3 years out. Builds AAH and
Celesio plans based upon this
knowledge.
Knows the industry structure in
detail and the commercial
implications of those structures.
Has relationships with key market
contacts both within
manufacturers and the
trade/industry bodies
Thinking is future orientated, acts
to support the longer term needs
of the business(s) despite the
‘here and now’ pressures.
Clearly links plans and actions to
the achievement of the strategic
aims of the business.
Thinks strategically within own
area of responsibility, whilst fully
recognising the needs of the
whole business.
Develops and implements
strategies to deliver business
success.
Balance meeting of client needs
with the delivery of AAH annual
and strategic objectives
Instigate and lead annual
planning and ongoing JBP
programme management
processes
Cross functional networking and
influencing (internal and external)
Creativity in development of
solutions
Tenacity
In depth understand of key
stakeholder needs and business
requirements to inform
development of solutions and
proposals
High level of core sales skills
Use of market intelligence and
data to underpin understanding
and proposition development
Unrelenting attention to detail
Team Work
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Provides direction & leadership
that colleagues can buy into and
support
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Shares information with
immediate team and wider AAH
business and Celesio companies
Takes responsibility and
communicates goals and
objectives to relevant teams
Demonstrates a can do attitude
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Personal Development and
Self awareness
Seeks feedback and receives it
openly. Constantly monitors their
own performance and impact on
others. Takes early corrective
actions where appropriate
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Actively seeks feedback from
colleagues
 Gives feedback to colleagues –
positive and developmental
opportunities
 Proactive self development.
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Innovation
Solves problems in creative ways.
Is willing to question established
ways of doing things.
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Liaise across internal and external
stakeholders to develop new
added value service offering that
deliver long term growth and
profitability to the organisation
and the client
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Understands both individual and
team motivators and takes these
into account in all decisions
Develops and communicates a
powerful strategy which inspires
colleagues to deliver customer
excellence
Models leadership behaviours –
constantly positive, motivated and
hardworking towards a clear
future vision
Fosters team spirit and
encourages others to excel
Hold positive personal
development discussions with
team colleagues in an open and
honest way.
Gives open and honest feedback
when performance does not meet
expectations.
Is proactive in picking up personal
development issues.
Is positive and supportive in
addressing team issues.
Generates excitement throughout
the organisation about learning
opportunities
Creates new ideas/approaches
which go beyond organisational
and conventional thinking.
Continually challenges existing
approaches
You will be expected to perform all acts, duties and obligations and comply with such orders, as may be reasonably
required by the Company.
Key Stakeholders
External
Internal
Key Decision Makers within the following teams:
 Commercial and Supply Chain Teams
 Finance Team
 Market Access Teams
 Procurement Teams
 Brand Teams
 Other agencies e.g. PaSA, Commercial Directorate,
BAPW, ABPI
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Template Form – Role Profile
Version 3
February 2007
Pharmaco Director
Director of Marketing and Team
Head of Quality and Team
Head of IT Development and Team
Head of Financial Accounting and Team
Branch Operations Management and Teams
Head of Supply Chain and Team
Customer Technology Team
Sales Director, Directors of Sales and senior sales
team members
Lloyds
Celesio Evolution
Qualifications
Essential
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Desirable
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Educated to degree level / Graduate calibre
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MBA or postgraduate business/ marketing
qualifications
 Project management qualifications
ABPI qualifications
Skills
Essential
Desirable
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Highly developed leadership, and influencing skills
Excellent net worker, internally and externally
Relationship building
Core sales skills
Negotiation- high level
Commercial Awareness
Leadership and change management
Data analysis and commercial understanding
Problem Solving
Excellent Communication and Influencing Skills
Planning and prioritisation skills
Conflict Resolution Skills
Project management skills
Formal project management skills
Procurement experience
Knowledge
Essential
Desirable
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National Account management level with a
minimum of 5 years experience.
Management of major client/ customer under
contractual agreement
Experience of tendering and contract negotiation
processes
Template Form – Role Profile
Version 3
February 2007
Exposure to the Healthcare Industry
Knowledge of the Pharmaceutical Industry
Previous pharmaceutical or wholesale experience
Project management leadership experience