Purpose Statement :
Coordinate and manage customer and other commercial activities on national level including leading and coaching of salesforce (i.
e. Sales Representatives, District Sales Managers, Regional Managers, Account Managers, etc.) to maximize short and long term sales performance with placing the patient at the center of all efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations. Major Responsibilities :
Deliver sales performance and Brand Key Performance Indicators (KPIs) in order to meet or exceed national sales plan within expense budgets.
Optimize resource utilization by leading, developing and coaching Sales Team performance including setting sales targets and incentive schemes, managing Sales Force Management Systems and KPIs in order to continuously improve national sales performance.
Ensure regular updates on Sales Team skills in terms of medical, technical and special In-Field knowledge areas.
Monitor and consolidate the outcomes of regional engagement and account plans in order to feed the brand planning process and to anticipate market needs and changes.
Ensure national priorities, activities and engagement plans are aligned with brand strategy and in order to optimize strategic momentum and drive brand success.
Proactively and continuously aspire to serve key stakeholder needs, expectations and challenges in order to build trusted key stakeholder relationships and to achieve win-
win agreements on a continuous basis.
Influence opinions of key stakeholders assigned by Brand Teams (e.g. high prescribing physicians, wholesalers, etc.) to maximize brand performance.
Professionally manage and build cross functional cooperation between key stakeholders, build effective multidisciplinary In Field Teams and ensure timely and qualitative market intelligence information flow to brand teams and in-
field teams in order to optimize brand strategy and its execution.
Bachelor’s degree or equivalent
At least 7 years biotech / pharma sales management experience with proven track record of success and more than one therapeutic area will be a plus.
Knowledge of territory and relationships with key stakeholders already established
Ability to build strong relationships with KOLs and other relevant stakeholders
Proven track records of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.
Ability to think and plan strategically (work plans, activities, time tables, targeting) and operating with execution excellence
Operates, leads and facilitates effectively in a matrix organization / environment
English language proficiency verbally and in writing (for all non-English speaking countries)
Recognized as talent developer in national biotech / pharma environment
Proven track record of success in a leadership position in Marketing or other Commercial field within biotech / pharma industry
Key Stakeholders :
External : Influential physicians, Key Opinion Leaders (hospital and in-field), pharmacists, others depending on brand plan
Internal : In-field team members, Business Unit Managers, Commercial Directors, Brand Team Leaders, Brand Team Members Additional Information
Travel : No
Job Type : Experienced
Schedule : Full-time