Vacant Roles at IQVIA

About the Role

• We are seeking a motivated and results-oriented Fieldforce Team Leader to lead, coach, and develop a team of Hybrid Medical Representatives across Kenya. This role is responsible for driving fieldforce effectiveness, execution excellence, customer engagement, and commercial performance while fostering a high-performance culture built on accountability and continuous development.
• The successful candidate will spend the majority of their time coaching and supporting team members in the field, ensuring the successful execution of sales and customer engagement strategies while contributing directly to key business objectives.

Key Responsibilities

Team Leadership & Coaching

• Lead, motivate, and develop a team of Hybrid Medical Representatives.
• Conduct regular field accompaniment and coaching sessions to enhance capability and performance.
• Set clear objectives and performance expectations for team members.
• Foster a culture of accountability, collaboration, and execution excellence.
• Support talent development and ongoing learning initiatives.

Field Execution

• Ensure the effective execution of detailing, merchandising, pharmacy activations, and promotional activities.
• Monitor territory coverage and call effectiveness to maximize customer reach.
• Support product launches and key commercial initiatives.
• Drive adherence to fieldforce standards and best practices.

Commercial Performance

• Drive achievement of team sales targets and business objectives.
• Monitor key performance indicators and implement action plans to address performance gaps.
• Analyze sales trends and identify opportunities to improve team productivity.
• Support the delivery of regional and national commercial priorities.

Customer Engagement

• Maintain relationships with selected healthcare professionals and pharmacy customers.
• Support key customer engagements and partnership initiatives.
• Facilitate educational events, training sessions, and activation programs within assigned territories.
• Gather market intelligence and customer feedback to support business decisions.

Reporting & Compliance

• Ensure timely, accurate, and complete reporting by all team members.
• Monitor CRM utilization, compliance, and data quality.
• Identify and escalate business risks and growth opportunities.
• Ensure adherence to company policies, processes, and industry regulations.

Qualifications & Experience

Education

• Bachelor's Degree in Life Sciences, Pharmacy, Business, Marketing, or a related field.

Experience

• Proven experience within the pharmaceutical, healthcare, consumer healthcare, or FMCG sector.
• Previous experience leading or coaching sales and field-based teams.
• Strong understanding of healthcare professional engagement and pharmacy operations.
• Demonstrated ability to drive commercial performance and team effectiveness.

Key Competencies

• Team Leadership and Coaching
• Sales and Commercial Acumen
• Fieldforce Management
• Customer Relationship Management
• Performance Management
• CRM Systems and Reporting
• Communication and Influencing Skills
• Problem Solving and Decision Making
• Stakeholder Management
• Results Orientation

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About the Role

• We are seeking a highly motivated and experienced Regional Fieldforce Lead to provide strategic leadership and operational oversight across Anglophone Sub-Saharan Africa. This role is responsible for driving fieldforce effectiveness, strengthening healthcare professional engagement, enhancing pharmacy excellence, and delivering sustainable commercial growth across the region.
• The successful candidate will lead and develop high-performing field teams, ensure executional excellence, and translate regional business strategies into impactful market-level execution.

Key Responsibilities

Fieldforce Leadership & Operations

• Lead and manage fieldforce operations across multiple countries within Anglophone Sub-Saharan Africa.
• Drive execution of the hybrid engagement model across healthcare professional and pharmacy channels.
• Ensure effective territory design, resource allocation, and customer coverage.
• Monitor performance against key business objectives and operational KPIs.
• Identify opportunities to improve fieldforce productivity and execution quality.

Commercial Excellence

• Deliver sales growth, market share expansion, and commercial objectives across the region.
• Translate business strategies into actionable field execution plans.
• Monitor business performance and implement corrective actions where necessary.
• Drive the successful execution of promotional campaigns, detailing priorities, merchandising initiatives, and brand activations.
• Partner with cross-functional teams to maximize business opportunities and customer engagement.

Team Leadership & Capability Development

• Lead, coach, and develop Hybrid Team Leaders and field-based teams.
• Build a culture of accountability, collaboration, and high performance.
• Drive talent development, succession planning, and performance management initiatives.
• Conduct regular field visits to assess execution quality and provide coaching support.
• Foster continuous learning and capability-building across the region.

Governance & Compliance

• Ensure adherence to company policies, compliance requirements, and industry regulations.
• Promote CRM excellence, reporting discipline, and high-quality data management.
• Monitor fieldforce compliance and operational effectiveness.
• Maintain high standards of governance and ethical business practices.

Reporting & Business Reviews

• Lead weekly, monthly, and quarterly business performance reviews.
• Provide actionable market insights, performance updates, and recommendations to senior leadership.
• Analyze fieldforce and commercial data to support informed decision-making.
• Develop action plans to address business challenges and drive continuous improvement.

Qualifications & Experience

Education

• Bachelor's Degree in Business, Marketing, Life Sciences, Pharmacy, or a related discipline.
• Postgraduate qualification or MBA will be advantageous.

Experience

• Proven experience in pharmaceutical, healthcare, consumer healthcare, or FMCG environments.
• Demonstrated success leading regional sales or fieldforce teams across multiple markets.
• Strong understanding of healthcare professional engagement and customer-centric commercial execution.
• Experience coaching and developing high-performing teams.
• Track record of delivering sales growth and operational excellence.

Key Competencies

Technical Competencies

• Fieldforce Leadership and Management
• Commercial Execution
• Territory Planning and Resource Optimization
• CRM and Data Analytics
• Business Performance Management
• Project and Change Management

Leadership Competencies

• Strategic Thinking
• Coaching and Talent Development
• Stakeholder Management
• Cross-Functional Collaboration
• Decision-Making and Problem Solving
• Results Orientation
• Accountability and Ownership