WebMD is an Equal Opportunity/Affirmative Action employer and does not discriminate on the basis of race, ancestry, color, religion, sex, gender, age, marital status, sexual orientation, gender identity, national origin, medical condition, disability, veterans status, or any other basis protected by law.
OVERVIEW
WebMD is one of the world’s most recognized and trusted brands in health information and a leading provider of health information services serving consumers, physicians, healthcare professionals, employers, and health plans through public and private digital platforms.
The WebMD Professional Health Network includes Medscape, eMedicine, theheart.org, and Medscape Education. Its professional platforms are highly recognized and trusted by healthcare professionals globally, with Medscape.com representing one of the world’s largest physician platforms.
WebMD Global is responsible for the company’s operations and commercial growth outside the United States and is built around the highly recognized Medscape Professional Network.
The Medscape Professional Network continues to expand through organic growth and strategic acquisitions and currently includes Medscape, Univadis, Coliquio, MediQuality, QxMD, Grupo Saned, and MGP, collectively reaching more than 6.5 million active physician members worldwide.
POSITION SUMMARY
WebMD Global is seeking an experienced, highly driven and commercially sophisticated Head of Sales / Team Lead for Spain to lead the commercial development of the Medscape Professional Network in Spain and support broader growth opportunities across Iberia.
This is a player-coach leadership role, combining responsibility for leading a team of four sales representatives with direct ownership of a portfolio of strategic client accounts.
The successful candidate will be responsible for driving revenue growth across the territory by developing new business, expanding existing client relationships, and positioning Medscape Professional Network’s integrated portfolio of digital, face-to-face, promotional, medical affairs, and engagement solutions with pharmaceutical, biotechnology, medical device and other Life Sciences companies, as well as leading advertising agencies.
The role requires a strong understanding of the healthcare marketing ecosystem, digital media and healthcare professional engagement, together with the ability to engage senior-level stakeholders and translate client objectives into innovative, measurable commercial solutions.
KEY RESPONSIBILITIES
Sales Leadership & Team Management
- Lead, coach and develop a team of four sales representatives, creating a high-performance, collaborative and accountable sales culture.
- Establish clear commercial priorities, sales targets and activity plans for the team.
- Drive consistent achievement of individual and team revenue objectives.
- Provide regular coaching, pipeline reviews, forecasting and performance management.
- Support team members in developing strategic client relationships and closing complex opportunities.
- Identify opportunities to improve sales effectiveness, processes and commercial performance.
New Business Development
- Act as a senior sales hunter, identifying, developing and converting new business opportunities across Spain and Iberia.
- Build relationships with senior decision-makers across pharmaceutical, biotech, medical device and healthcare organizations.
- Develop and execute strategic account plans targeting high-value opportunities.
- Engage senior Brand, Marketing, Commercial, Medical Affairs and other relevant stakeholders.
- Develop compelling value propositions that differentiate Medscape Professional Network from competing healthcare media and engagement platforms.
Strategic Account Management
- Personally manage and grow a portfolio of strategic accounts.
- Develop long-term partnerships with clients based on a deep understanding of their commercial, brand and healthcare professional engagement objectives.
- Expand existing relationships through cross-selling, upselling and introduction of new products and solutions.
- Maintain strong relationships with senior client stakeholders and advertising agencies.
- Ensure high levels of client satisfaction while maximizing revenue and long-term account value.
Commercial Strategy & Innovation
- Drive adoption of Medscape/Grupo Saned's integrated portfolio of digital, educational and promotional solutions.
- Identify emerging market trends and client needs and translate them into new commercial opportunities.
- Demonstrate a strong understanding of digital healthcare marketing, media buying, HCP engagement and educational activities, including face-to-face initiatives.
- Partner closely with Client Services, Marketing, Operations and other internal teams to develop innovative and effective client solutions.
- Contribute to the continued expansion and evolution of the Medscape Professional Network’s commercial offering across Iberia.
IDEAL CANDIDATE
The successful candidate will be an accomplished healthcare; digital media sales leader and medical affairs sales consultant with a proven track record of delivering revenue growth, winning new business and developing strategic relationships with major Life Sciences organizations.
The ideal candidate will combine strong leadership capabilities with a genuine sales-hunter mentality and the ability to operate comfortably at both strategic and operational levels.
Requirements
- 7+ years of successful commercial/sales experience, preferably within healthcare, Life Sciences, pharmaceutical, medical affairs solutions, medical device, biotech, healthcare technology or digital media environments.
- Demonstrable track record of selling to and developing relationships with major pharmaceutical companies in Spain. Medical device and biotechnology experience will also be considered.
- Proven success selling to senior Brand Managers, Marketing, Medical Affairs, Commercial and other senior stakeholders within pharmaceutical and Life Sciences organizations.
- Established relationships and successful sales experience with tier-one advertising and media agencies.
- Strong understanding of digital media, healthcare advertising, HCP engagement and educational solutions, including face-to-face activities.
- Demonstrated ability to sell at a strategic, consultative level, building deep and sustainable client relationships based on measurable business value.
- Proven experience managing, coaching or mentoring sales professionals and driving team performance.
- Strong new-business development skills and a demonstrated hunter mentality.
- Excellent executive-level presentation, negotiation and communication skills.
- Ability to develop and maintain relationships with senior management and key decision-makers.
- Passion for healthcare, digital transformation, technology and innovation.
- Strong commercial judgment, business acumen and analytical skills.
- Ability to operate effectively in a fast-paced, high-performance and target-driven environment.
- Highly self-motivated, entrepreneurial and results-oriented, with the ability to work independently while collaborating effectively across functions.
- Excellent written and verbal communication skills.
- Strong proficiency in PowerPoint, Excel and Microsoft Word.
- Bachelor’s degree preferred.
- Fluency in English and Spanish required; Portuguese and/or additional European languages are a plus.
