Associate Director, Sales

Job Description

General Summary:

The Associate Director, Sales is responsible for leading the Country's Key Account team and for improving all commercial processes and tools, in particular launch and key account excellence. The role will lead a team of experienced high performing key account managers dedicated to bringing a pipeline of new medicines to CF. The role will also have responsibility for a vendor operated hybrid customer management (HCM) model and will be a field based role.

Key Duties and Responsibilities:

• Optimises launch readiness for new products and new indications: key partner of decision-making process by identifying knowledge gaps and providing guidance/recommendations to the Country Manager.
• Ensures launch and execution excellence in Sales by designing and implementing processes and programs to ensure best in class launch planning and execution in alignment with international and global teams.
• Defines, develops and runs insightful reports and dashboards for KAM plan implementation pre & post-reimbursement; develops and follows up on KAM incentive scheme proposals.
• Drives a market insight driven mindset to planning including market studies/analyses e.g. local insights generation, corporate research, brand market research, ensures an integrated sales and marketing strategy and explores potential for new commercial opportunities / initiatives.
• Collaborates with Marketing to implement KAM specific marketing programs and analyses the impact of key marketing programs in the field.
• Enhances CRM system rollout and training in close collaboration with Global Information Services; ensures accurate data collection; optimizes the support tool for KAMs and business reports ensuring account plans to reflect agreed strategies.
• Leads the KAM team to maintain a highly motivated and effective field sales operation including leading KAM learning and development programs with close alignment and support from Director, International Learning & Development, including setting priorities and allocating resources to align with objectives
• Ensures excellence in Key Account Management including continuous improvement of account planning processes and management; support for KAMs with face to face coaching; improves KOL management plan implementation and tracking; and drives tactical implementation of relevant marketing goals to meet aligned SMART outcomes
• Implements company policies and procedures ensuring 100% compliance at all times.
• As a people manager within the organization, may have financial accountabilities and human resource responsibilities for assigned staff.

Knowledge and Skills:

• Ability to develop and execute strategic sales plans aligned with the organisation's goals and objectives
• High level of analytical skills including experience in development of dashboards, KPIs and measurements to optimise sales performance
• Strong leadership and personnel management skills to inspire, motivate and lead a sales team towards objectives, including coaching, mentoring and performance management
• Strong project management and organisational skills
• Excellent interpersonal communication skills with a proven ability to build and maintain relationships with key stakeholders and customers
• Comprehensive understanding of pharmaceutical markets, trends, regulatory and legal environment
• Proficiency in CRM tools and techniques to effectively manage customer relationships, combined with strong skills in Excel and/or database management

Education and Experience:

• Bachelor's degree in life science, business or marketing
• Typically requires significant experience in the pharmaceutical industry in sales, marketing or commercial excellence roles, including experience in sales management and/or sales learning and development/coaching roles, supervisory/management experience, or the equivalent combination of education and experience

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