Sales Manager

Title:

Sales Manager

Company:

Ipsen Pharma (SAS)

Job Description:

Summary / purpose of the position
This position is accountable for developing and implementing local sales strategies to drive market share and growth outcomes for their assigned territory through industry-leading sales performance and customer-facing excellence. This role will have direct responsibility for the successful implementation and execution of local business plans with a clear focus on adding value in all customer interactions. Horizontal alignment across multiple internal key-stakeholders to ensure delivery of core business objectives.

Main responsibilities / job expectations 

1) Drives for market leadership

• Implement Business Unit (BU) strategies to accelerate hospitals listing, ensure sales goals and targets are achieved.
• Responsible for the implementation and execution of promotional activities, tracking of and delivery of sales targets, with an ambitious sales force mindset.
• Analyze and identify key market share gain opportunities and ensure creation of account plans that encompass the entire local integrated care system to maximize these opportunities.
• Utilize selling skills and develop account strategies and tactical approaches to ensure customer needs are met by the BU’s products where possible. Influence the development and enhancement of engagement with customers especially Key Opinion Leaders.

2) Advanced commercial and business acumen

• Accountable for the identification of business opportunities and the development of business cases and commercial deals tailored to the local health economy with sound investment rationale
• Provide valuable insight and input to inform and determine sub national pricing and discount strategy
• Use insights and local knowledge to co-create industry-leading incentive scheme.
• Ensure accurate monthly sales trend forecast based on dynamic market changes.
• Support target setting and financial planning for the Sales team.
• Provide valuable contribution to strategic and operational plans.
• Monitor market trends and competitor activities in assigned territory. Proactively analyze and evaluate data, input, and proposals from a variety of sources to confirm alignment and/or determine adjustments to plans and/or tactics.

3) Coaching and development for performance

• Develop sales team selling skills and optimize in-call excellence with systematic pre-call plan, in-call support and post-call analysis and reflection to build a high-performing customer-facing team.
• Ensure review of monthly data report with internal stakeholders to identify capability gaps/material development needs.
• Early identification and addressing of capability gaps.

4) High value customer impact through self and others

• Champion and analyze field team use of CRM and other quantity and quality tracking tools to ensure value adding customer facing interactions.
• Maximize value-adding customer facing time in the field (F2F and remote)
• Develop full local health economy stakeholder advocacy and work with Marketing team to create value adding customer engagement plans.
• Peer to peer engagement with customers directly and indirectly to benchmark the value Ipsen adds versus key competitors.

5) Proactive horizontal leadership and alignment

• Strong cross functional collaboration and with relevant global teams.
• Communicate closely with Marketing, Key Account Managers, Customer Excellence and sales colleagues to share information and help execute plans and programs across functions.
• Work closely with cross-functional teams such as medical, regulatory, access and etc to ensure smooth execution of various company strategic activities.
• Seeks input from others, creating the platforms and processes to enable open discussion and interaction.
• Proactively shares internal and external insights with peers, line manager and relevant cross-functional team members to drive continuous improvement and optimize patient outcomes.

Knowledge, abilities & experience

Education / Certifications:

• Bachelor Degree in healthcare-related/ science or equivalent professional qualification

Experience:

•  Experience of 7+ years experiences in the pharmaceutical industry. At least 3 years with people management in Sales Team.
• Taiwan market knowledgeable, Endocrinology and oncology experience will be a plus.
• Capabilities in Administration and Management - knowledge of business and management principles involved in strategic planning, resource allocation, leadership technique, production methods, and coordination of people and resources.

Languages:

• Adequate in English

Thank you for considering Ipsen as an employer of choice. We wish you all the best with your application.