National Sales Manager

1. POSITION SUMMARY

The National Sales Manager - Immunology is an important, externally focused position, within the newly formed entity of Celltrion Healthcare in Canada (CHC). The successful candidate will be an integral part of the CHC leadership team and will provide leadership and direction to the field commercial team in order to bring the portfolio of CHC products to patients. The National Sales Manager will be accountable for building credible and productive relationships between CHC and external stakeholders.

2. KEY ROLES AND RESPONSIBILITIES

• Provide strong people leadership to build a high-performing team through effective coaching, empowering and mentoring in a driven, competitive environment to achieve or surpass revenue targets
• Lead the development of revenue targets, and monitor on an ongoing basis to ensure annual targets are met
• Lead the development of targeting by using secondary data sources (DLD, for example), in conjunction with field input, to ensure that field efforts are allocated in a most efficient and impactful manner
• Build strategic and long-term partnerships with relevant customers and decision makers in the complex immunology/biologics (biosimilars) space
• Seek to discover and meet the needs of internal and external customers by building relationships, assessing new insights, identifying strategic business opportunities and delivering innovative solutions while managing multiple priorities and resources related to individual and group efforts
• Create a culture which encourages continued growth and provides consistent recognition, while challenging self and the team to try new things for continuous self-development in current role and for future opportunities; redirect efforts as needed to deliver high productivity and quality of work from self and others
• Demonstrate strong business ethics, understand business principles and interpret resources available to make sound business decisions to help the team achieve standards of business excellence
• Be a proactive talent scout for the company with proven experience in attracting, developing and retaining talent
• Develop and execute key account plans that are tailored to the different therapeutic areas of the business
• Lead development and execution of sales meetings, sales training, and launch meetings (in collaboration with Marketing)
• Collaborate cross-functionally with key internal functional area (local and global) teams in order to implement innovative solutions
• As a key member of the brand team, provide sound field commercial advice to support commercial planning and achievement of corporate objectives
• Proactively monitor, analyze and interpret trends and recommend strategies to adapt to changing environment
• As required, attend advisory or consultant meetings with healthcare providers in order to be able to acquire a comprehensive view of perceptions about the product, performance, PSP and/or the company
• Responsible for development and implementation of the different Veeva platform modules in order to ensure optimal utilization by the field teams
• Review, on an ongoing basis, YTD sales analysis against sales targets, and rationalize performance gains and/or shortfall against YTD budget (sales targets and expenses) and adjust field program execution accordingly
• Responsible for sales force effectiveness of the sales team
• Effectively communicate important updates to senior management.

3. WORK EXPERIENCE

• Minimum 10 years of experience in sales, sales operations and business intelligence roles in biopharmaceuticals
• Minimum 5 years of experience in the direct management of Key Account Managers nationally
• Track record of strong sales performance in specialty care
• Strong understanding of regional market/customer differences
• Deep understanding of diverse therapeutic areas
• Experience in biologics/biosimilars and oncology is considered an asset.
• Strong understanding of how patient support programs work, and experience in working collaboratively with patient support programs is critical

4. PROFESSIONAL COMPETENCIES AND SKILLS

• In-depth knowledge of key account planning, sales coaching, incentive plan design, sales operations planning, sales force effectiveness, business intelligence, marketing and patient support programs
• Demonstrated data/evidence-based decision making, financial figure-savvy budget management
• Demonstrated experience and mastery in delivering a cross functional solution-based approach as solution provider
• Solid ability to quickly grasp diverse therapeutic areas and understand the science
• Possess critical leadership capabilities including strategic thinking, driving results, commercial orientation, collaborating and influencing to align with company’s business goals
• Shows enthusiasm, strong initiative, high sense of urgency, and is comfortable managing conflicts
• Ability to deliver significant business changes within a fast-paced, cross-functional and matrix environment
• Demonstrated abilities working across functions to align, motivate, and coordinate team members to collectively define and achieve critical milestones
• Ensure cooperative and collaborative communication and execution between all internal stakeholders
• Excellent communicator – verbal, written and presentation skills in English (essential) and French (desired)
• Possess the drive and vision to positively challenge accepted HCP access norms in order to best position Celltrion Healthcare to address significant unmet needs of patients.

5. EDUCATION

• Undergraduate degree in business or science is required
• M.B.A. or post-graduate is preferred