Position Purpose
This position will be responsible for leading, developing and coordinate the primary and/or secondary distribution activities in order to assure timely delivery of high quality products meeting the customer service requirements and the predefined departmental performance criteria.
Develop and lead a first class effective and cohesive Distribution network team and provide ongoing motivation and engagement across the Sub-Saharan Africa region.
Furthermore, this role will be responsible for the management of the Sub-Saharan Africa’s Distributors, Demand Planning, Market Access & Pricing as directed by the overall AstraZeneca SSA strategy.
Key Performance Areas
Manage team effectiveness and engagement
Appoint, build and maintain a first class effective and cohesive Route to Market Network team and provide ongoing motivation to a diversely representative team of individuals
Agree team and team member roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis.
Articulate the organisational vision and resource requirements and demonstrate the courage and conviction required to drive large scale change initiatives to drive results
Develop and manage a clear talent and succession plan with identified critical positions and successors
Proactively invest in long-term development of team members by providing challenging cross-functional development opportunities and stretch assignments to prepare them for future roles and build broad AstraZeneca SSA capability.
Facilitate interdepartmental participation, collaboration, interaction, communication and support. Address blockers that inhibit effective collaboration
Implement supply plan as per business strategies
Develop and implement a functional business plan for Supply flow of products that reflects the business objectives of AstraZeneca Sub Saharan Africa markets and aligns with SSA brand marketing strategies
Coordinate the achievement of Supply chain deliverables and ensure the delivery of business critical Supply Chain needs within agreed timelines
Successfully communicate the Supply Chain business plan as agreed to SSA markets to align team members and business partners with company goals; ensure that Supply Chain objectives and standards of performance are understood and owned by all stakeholders
Proactively identify issues and manage risk, taking appropriate action as required on supply issues in collaboration with the Supply: Senior Manager, Regional Heads and MCP
Ensure the evolution of work processes and organisation for own area of responsibility: identify opportunities, challenge existing approaches and develop defensible alternatives where appropriate
Drive Demand Planning process within the cross-functional team and drive a robust stock in and order review discussions to enable robust forecasts
Define pricing strategies to support commercial channel opportunities identified by CM/RH
Strengthen governance systems & processes around pricing implementation gaps and drive better penetration in Public Procurement through Tender Excellence
Assess & review channel opportunities to derive new channel strategies
With CMs/RHs & Access Team – evaluate access barriers for strategic brands & develop appropriate strategies
Develop PSPs to address specific access barriers, and that will maximize patient access
Supplier/Distributor Management
Ensure all contracted suppliers/distributors meet AZ SSA expectations within the stipulated distributor agreement and/or contract stipulations as well as define Distributor Agreements
Contract management and timeous negotiation of contract modifications with distributors as well as negotiate and retain suitable distributor control costs, incurred for distribution, by appointed the “correct” distributor models
Deal with distributors on rectification of performance issues and
implementation & rollout of DMF
Build strategic partnerships with distributors by regularly liaising with key distributors and conducting distributors assessments/appraisals
Develop, coordinate and manage the RTM strategy and ensure that the sales & distribution models are in line with company strategies
Drive distributor performance management by defining KPIs (incl. eg. customer service level, market coverage, customer insight sharing, information sharing, market trends reporting, timeous stock & sales reporting)
Derive new Supply Flow/Distribution models in line with business development needs, considering alternative business models & future distribution needs
Develop distributor capabilities – evaluate partner’s capabilities in strategic channels to identify gaps – developing and implementing distributor training initiatives for individual distributors ensuring the required skill within partners & building stronger partnership through adding value
Analysing the distributor landscape, finding potential and ideal distributors
Manage distribution partner relationships at above country level (eg. IHS holding company, EcoHealth, etc.)
Establish common purpose with distributors & manage objectives
Logistics and Financial Management
Manage supply to AstraZeneca customers from AstraZeneca SSA suppliers by embedding consistent and value-adding processes:
Understanding the needs and requirements of customers
Understanding the operational capability of external suppliers
Agreeing and implementing supply chain plans that meet customers’ needs whilst maximising efficiency
Manage the operational interface with each supplier to exceed customer expectation
Ensure stock levels are controlled to agreed levels with minimum lead time, costs and effective use of resources
Ensure minimum “stock outs” on all AstraZeneca products
Manage financial compliance across the Supply Chain in accordance with AZ Global supply, procurement and corporate governance policies
Stock reconciliations
Stock auditing
Account management controls and expense controls
Purchasing controls
Exception reports
Manage supply policies and practices that maximise value and ensure full compliance with AstraZeneca and SHE standards
Effectively and accurately measure and report key performance metrics supporting the delivery of business objectives; pro-actively identify areas of concern and take appropriate action to resolve
Keep abreast of latest position of import duties and surcharges affecting AstraZeneca and advise accordingly to maximise business performance
Provide timeous resolution to customer concerns or refer to the Purchasing and Supply Senior manager (if outside jurisdiction)
Financial budgeting and control
Work with Regional Heads/Commercial Managers to ensure proper management of resources with the aim of optimising investment and creating maximum return
Consolidate feedback and forecasts from Regional Heads/Commercial Managers and provide quarterly forecasts on the budget and projected year end spend, re-evaluating the budget in line with priorities, market conditions and a thorough understanding the market place
Collate monthly feedback report for division on finance, strategy achievement and implementation issues
Optimise Stakeholder relationships & Distribution Network
Develop and maintain relationships with key internal customers and maintain visibility and accessibility, working in close collaboration with them to realise AstraZeneca’s long-term objectives
Provide input into the development and co-ordination of an integrated customer relation management approach in close collaboration with other departments
Build relationships with Key Stakeholders to optimise current and future sales and marketing initiatives and gain their support on overall business strategy
Ensure that the distribution channel is operated according to all AstraZeneca SHE, GDP, SOX, Code of conduct and group policies and requirements
Follow-up the operational performance of the Logistic Service Provider w.r.t inbound logistics and inventory management.
Follow-up the operational performance of the QC Laboratories w.r.t. Distribution Management Framework (DMF)
Ensure that new product launches are monitored and LSP is prepared to receive new products.
Represent AstraZeneca to key stakeholders across the value chain
Minimum Requirements
10 years’ experience of which 5 years’ logistics and/or distribution management experience at management level (industry experience a distinct advantage) with three years’ senior management experience and proven track record
Bachelor’s degree in Logistics or B-Com Marketing or a relevant tertiary qualification an advantage
Experience and knowledge of business within SSA
Experience in negotiating with 3rd party distributors and ability to deliver both ex-Factory and in-Market sales
Ability to travel and operate in SSA
Proven capability of team development
Ability to assess credit, risk and finance
Good knowledge and understanding of GDP and applicable pharmaceutical regulations
Demonstrated capability on strong governance and compliance
Competencies
Leadership Skills
Networking/Relationship Building
Strategic Thinking
Action orientated/ Sense of urgency
Excellence and Integrity
Strong initiative
Results orientated
Strong analytical ability
Active listening & Problem solving skills
Ability to drive high performance culture
Innovation
