"Build a world class oncology sales force in SHORT TIME FRAME." LOL
Job number: 1204484
National Sales Director, Oncology
Company: 1881 EMD Serono, Inc.
Location: United States
EMD Serono is the biopharmaceutical division of Merck KGaA, Darmstadt, Germany, a global pharmaceutical and chemical group. We strive to create value and benefit patients by transforming medical science into breakthrough solutions in our core therapeutic areas of neurodegenerative diseases, fertility and metabolic endocrinology, as well as oncology and autoimmune/inflammatory diseases as emerging areas of expertise.
PURPOSE OF THE ROLE
Direct responsibility and accountability to manage the business objectives, customer engagement goals and resource profitability of the Therapeutic Area and products. The position requires strong business acumen, adaptable leadership, capacity for strategic decision making, and proven track record for creating/implementing strategies, tactics and organizational deployment. Develop a unified sales culture, create a motivating vision and lead to the opportunity. Participate as a key member of a high performing team including Marketing, Medical, Communications, and Managed Markets to achieve and exceed targets. Lead the development of each member of the sales leadership team to achieve maximum individual potential, resulting in the achievement of collective results. Ensure the understanding and implementation of the company direction at all levels of the field force. Develop and maintain relationships with selected Key Opinion Leaders and Centers of Excellence.
KEY TASKS & RESPONSIBILITIES:
Build a world class oncology sales force in short time frame. Hire and train highly talented oncology sales professionals.
Assure optimum field force size, territory and regions, sizing and alignment.
Provide inspirational leadership and focus to assure achievement of key business objectives aligned with the Oncology strategic business plan, US Strategy and Global Balanced Score Card (BSC).
Rally the Sales Team around a common vision that is consistent with the Oncology strategy in order to drive overall results in accordance with the plan.
Hold all direct reports and their staff accountable for achieving business growth and execution goals and take action when business results are not achieved.
Develop sales performance, execution, incentive and training plans, annually and refreshed as needed.
Actively participate in the development of the brand plans as well as functional partner strategic and tactical brand plans and ensure sales force execution against the plan.
Set sales strategies and objectives for team and execute agreed upon initiatives.
Lead successful launches for all new products and devices.
Manage the overall sales budget and ensure that expenses are in line with plan. Co-leadership with marketing of bottom-up forecasting process and performance.
Build and maintain effective cross functional relationships with colleagues in Managed Markets, Medical Affairs, and others to ensure proper alignment and execution of plans. Provide a collaborative work approach promoting cooperation among all units and cross-functional members to achieve effective and efficient coverage of target customer accounts.
Build culture of performance accountability and be a role model of company values.
Directly lead and coach the SBD’s ensuring strong demonstration of leadership, coaching and managing performance across the Oncology sales team.
Ensure the sales organization has skills and competencies to be successful in an evolving industry and therapeutic area. #$%$ human and capital resources continuously. Conduct the performance management process throughout the year for the Senior Area Business Directors and ensure that there are available and ready successors for all field leadership roles. Identify, hire, and promote top talent, define clear objectives, allocate resources, monitor activities, provide development opportunities and training, conduct ongoing performance reviews and provide coaching to staff as well as terminate employment if necessary.
Own and drive the EMD Serono Key Account Management (KAM) process for the Oncology Therapeutic area.
Integrate Oncology marketing strategies, tactics and programs into field plans to accomplish market share and sales objectives.
Personally develop and maintain key customer business relationships. Implement measurable tactics against customer and product service to assure a high level of customer satisfaction.
Manage the development and implementation of target customer account plans. Monitor performance against objectives on a monthly basis.
Analyze critical data including business statistics and customer feedback that provides an information framework for the development of a business plan.
Identify trends and make strong recommendations towards improvement in customer satisfaction and retention.
Provide leadership that focuses therapeutic area sales team on attaining results in a highly dynamic environment.
Key member of Oncology Management Team in regards to strategic planning and overall management of business unit.
Drive positive and successful relationships and swift issue resolution with co-promote partners as needed.
Active lead member of Business Sub-Committee with co-promote partner to set sales strategies and objectives for team and execute agreed upon initiatives.
#$%$. degree (preferably in science) required and an MBA a plus
PROFESSIONAL SKILLS & EXPERIENCE
Minimum of 12 years progressive sales and or marketing management experience in the pharmaceutical/healthcare industry with at least 5 years of oncology sales leadership and demonstration of successful results.
Experience in developing and leading a sales force in changing competitive environment, changing product technology, and changing customer needs. Proven experience in driving participation in change efforts. Flexibility in leading through change, driving through unexpected challenges to deliver on business imperatives. Creates innovative solutions to solve business issues
Understanding of pharmaceutical compliance requirements required and working knowledge of corporate integrity agreements a plus.
Strong knowledge of the reimbursement environment for pharmaceutical products, specifically Medicare Part B and D related challenges in oncology
Strong interpersonal and relationship-building skills. Ability to collaborate effectively across functions in a complex organization and business environment
Demonstrated ability to effectively manage cross functional projects on budget and on time.
Ability to develop logical cases that effectively influence collaboration, alignment, and execution across all levels of the organization.
Knowledge of customer loyalty and/or customer satisfaction measures and their integration into business dimensions of people and process
Ability to analyze sales data and make strong recommendations towards improvement in sales results
Patient focused advocacy within associated HIPAA regulations necessary
Ability to apply effective communication techniques, engage in focused dialogue, and demonstrate good listening skills
Ability to present to small and large groups and deal with unexpected questions and challenges while presenting
Ability to design, analyze and report performance metrics at the individual and department level
Meet challenges consistently and confidently with energy and drive. Motivated by results, urgency and personal commitment. Possesses high integrity and exceptional work ethic. Fosters mutual trust and respect.
Experience working with co-promotional partners in the execution of sales and marketing plans
Knowledge and application of data sources, reports and tools to apply to account plan designs and measures of results for the strategies and tactics implemented.
Knowledge and application of business planning & leadership principles, such as data analysis, goal setting, action plans, monitoring tools, directive and supportive techniques to develop and implement sales and marketing plans.
Possess strong business and financial skills: P&L experience and overall budget responsibility.
Experience in Oncology Market. Experience in niche market and competitive environments
Significant recent U.S. Market Experience (minimum 10 to 12 years) of managing a brand in a variety of places in the life cycle
Co-promote or joint venture experience in the execution of sales and marketing plans
Application of data sources, reports and tools along with superior analytical skills to apply to account planning. Ability to discern insights about the market and the ability to formulate sales and marketing plans to capitalize on them.