Job Description - LEO Pharma

1 Job Description Please fill in this form and save it as described in SOP 000151. Background information Name of employee: (John Doe) LEO-id: Revised: (date and version) 24/04/17 Title: ( Specialist, coordinator, project manager, Head of Department etc.) Sales Force Effectiveness Manager Cluster Europe North & AU/NZ Department name: ( Patient Solutions Thrombosis) Commercial Excellence Org. Unit ID (optional): ( 30030281) Location: (Country/State/Provence/Region or City) UK Job type: ( Business Administration & Support, see Pulse for more info, here) Sales Force Effectiveness Job Level: ( P3, see Pulse for more info, here) P4 Immediate manager title: (Reports to Vice President Sourcing) Commercial Excellence Director Cluster Europe North & AU/NZ Business responsibility (if applicable) No. of direct reports: 0 Financial magnitude: (Budget owner, P/L, Sales and/or Cost) N/A Authority: (Areas where the position holder is accountable) Objectives and tasks Overall objective: (Short Description of the overall objective of the position - the purpose of the role) Within UK/IE responsibility and accountability for the development, delivery, implementation reporting and monitoring of Sales Force Effectiveness (SFE) to achieve key business objectives across identified brands in the Dermatology, Bio Dermatology, Thrombosis and Consumer Departments.

2 Reporting, monitoring and analysis of performance data , and sales activities to support recommendations to the sales management teams to develop and improve performance of sales teams Within Cluster North AU/NZ, initiate, lead and drive key programs and projects to include Territory Design, Territory Alignment and Segmentation & Targeting Working with the Commercial Excellence Team (or regional Commercial Analytics team?) to deliver S&T for all stakeholders across the channels being deployed to include face to face, remote access, digital, MCM, consumer and mass market to support the optimisation of stakeholder interaction Role and responsibilities: (Short Description of the tasks and responsibilities which are key to the role. List in prioritised order) 1. Responsibility and accountability for the development, delivery, implementation reporting and monitoring of Sales Force Effectiveness (SFE) to achieve key business objectives across identified brands in the Dermatology, Bio Dermatology, Thrombosis and Consumer Departments Engage with relevant internal stakeholders to include Business Unit Directors (BUD), National Sales Managers (NSM) Regional Business Managers (RBMs) & Business Intelligence (BI) to implement a SFE programme to drive the business needs and support the sales strategy Provide tailored programs for Territory Design and Territory Alignment for identified brands in Dermatology, Bio Dermatology, Thrombosis and Consumer Develop tailored dashboards / reports to monitor performance data and track progress ensuring they are easy to use and implement for the end user.

3 Measure (?) the activity of the sales force and monitor their results while also aligned to the needs of relevant stakeholders team, BUD, NSM, RBM Field team Monitor data analysis, sales tracking data and sales activities to support recommendations to the sales management teams to develop and improve performance of sales teams Support with the development, implementation monitoring and reporting of bonus schemes for field teams across all brands Lead SFE internal meetings to ensure metrics are clearly understood and acted upon. Bring support to operational planning, regional and key account plans Develop and drive Segmentation & Targeting based on sources of appropriate data ( IMS/OneKey) across all areas of stakeholder engagement to support the evolution of business in F2F, Digital, MCM and remote detailing working closely with the XFT Adapt the segmentation (<--should this be targeting?) to balance investments and geographical needs for each business unit 2.

4 Within Cluster North AU/NZ, initiate, lead and drive key programs and projects to include Territory Design, Territory Alignment and Segmentation & Targeting Working with the Commercial Excellence Team and local SFE lead in the cluster to deliver Segmentation and Targeting of all stakeholders across the channels being deployed to include face to face, remote access, digital, MCM, consumer and mass market to support the optimisation of stakeholder interaction and the evolution of the business within the Cluster Collaborate with cross-functional teams and local SFE lead to develop drive and implement the LEO Red Process (SFE plan) across the cluster ensuring all markets are engaged in the process and it is staged to the individual needs of the market Proactively assess and recommend on the development of SFE in collaboration with relevant global team. Inspire, lead and ensure governance internally on all SFE projects Build the profile of SFE within the cluster Develop transparent analytics and measurements and ensure standards are realistically set and maintained for all programs Key working relationships: (Interface and cooperation with internal functions or external partners) EU+ SFE & Regional team SFE leads in Cluster Europe North & AU/NZ BUDs, NSM and RBMs in Cluster Europe North & AU/NZ XFTs in all business units Strong working relationships within Commercial Excellence team Job specific competencies Requirements to.

5 Professional competencies (education, training, experiences) business insights (knowledge of the business and industry) behavioural competencies (demonstrated behaviours - see Pulse for more info, here) Professional Competencies 3rd Level business/science degree, or Sales Force Excellence qualification desirable or minimum 1- 2 years experience in pharmaceutical industry or agency in a Sales Force Excellence role. Experience, in Pharma sales desirable Proven project management experience Excellent organisation, multi-tasking, project management skills High level of computer literacy with in-depth knowledge and efficiency in Excel and Powerpoint and mapping packages; experience with databases Experience of working as part of cross-functional teams Business insights In-depth knowledge of CRM reporting systems preferably Veeva CRM In-depth knowledge of the development and implementation of programs to include Territory Design, Territory Alignment and Segmentation & Targeting High business acumen with ability to manage multiple projects with precision and accuracy in a very fast-paced environment Strong communication, leadership and project execution and delivery skills essential Real-word experience in sales force excellence Understanding and knowledge of therapeutic areas optional Knowledge of ABPI.

6 IPHA and PAGB Codes Behavioural competencies Action Oriented Business Insights Collaborates Communicates Effectively Courage Customer Focus Decision Quality Drives Results Instills Trust Nimble Learning Plans and Aligns Strategic Mindset Job Description hereby understood and agreed: Date: _____ Employee s signature The correctness of the job Description is hereby confirmed : Date: _____ Manager s signature Acknowledgement LEO Pharma reserves the right to make modifications to this job Description as deemed necessary by changing position and business requirements. The job Description is a requirement under LEO Pharma 's Quality Management System. It does not form part of the employment agreement between the employee and LEO Pharma and cannot be relied on in this respect.