Area Business Manager (Location: Xi'an)

Location: Xi'an

The SMA Area Business Manager (ABM) main responsibility is to drive the care for SMA patients by improving patient identification and market development, create territory, account and customer strategies to achieve area sales, market share and profit targets for their assigned territory– candidate to be based in corresponding city.

Responsibilities:

• Achieving commercial goals:
  • Works toward achievement of sales goals and sales responsibility in respective territory set by the organization. Drive patient identification and market development for SMA by building and executing against a territory strategy and account specific plans. Continuously appraise sales opportunities within markets and accounts to maintain and grow their business. Is able to effectively prioritize time, activities, and resources to optimize accounts with the most sales potential. Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote on Biogen services (as relevant to the market). Acts as an ambassador for Biogen commitment to science, innovation and rare disease
• Business planning:
  • Develops and executes an annual territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objective, and leverages the cross functional team as needed.
  • Provides analysis of business and patient access threats and opportunities at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers´ purchasing guidelines and practices, and competitive actions.
• Builds and maintains relationship with HCPs:
  • By maximizing HCP’s time through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach. Able to create positive relationships with stakeholders through the appropriate management of their expectations and agreed objectives
• Leveraging and coordinating resources:
  • Proactively builds effective working relationships with internal and external stakeholders; can drive agreement / decisions from multiple stakeholders; can read people´s emotions and flex communication style. Is able adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals. Remains flexible and finds solutions. Executes programs, in-services, and lunch n` learns for their territory. Is able to work independently to set their own travel schedule and call plan on a daily/weekly basis to ensure adequate coverage for all key accounts.
  • Supports Regional Lead and colleagues in the analysis and classification of key accounts based on predefined criteria within the assigned territory and in the identification of potential key customers.
• Risk Mitigation:
  • Provide input on how drivers and barriers to access can be optimally addressed into actionable objectives.

Requirements:

• Bachelor/Master degree in Business or Science or similar background
• 3+ years of sales experience in the hospital/academic medical center/biotech industry; Experience with neurology or pediatric products is preferred.
• High degree of learning agility to learn/understand administration and neuromuscular diseases.
• Must have experience working in a sales team that was a part of a multifunctional team to address patient/caregiver needs
• Ability to deal with ambiguity and handle risk and uncertainty
• Must be comfortable spending 50-60% of their time traveling
• Strong analytical ability and organizational ability
• Self-confidence, self-driven, with positive attitude
• Excellent communication skills, competent partner at all levels
• Drive and desire for success, result-orientated
• Fully understands the rules and codes of the local country

 

Job Level: Professional