Sales Director Benelux

BeOne continues to grow at a rapid pace with challenging and exciting opportunities for experienced professionals. When considering candidates, we look for scientific and business professionals who are highly motivated, collaborative, and most importantly, share our passionate interest in fighting cancer.

This role can be based in the Netherlands or Belgium

The Sales Director Benelux is a pivotal member of the local Leadership Team and has full responsibility for driving commercial performance of the BeOne portfolio across Belgium, the Netherlands and Luxembourg. Operating in a highly competitive specialty care and hospital environment with complex access dynamics (particularly in the Netherlands), this role is responsible for the sales performance, ensuring the KAM-team achieves the national and cluster business goals. The Sales Director leads the commercial field-force with a clear performance mindset and strong focus on sales force effectiveness, strong account management, and compliant execution.

The Sales Director is accountable for translating the global and regional brand strategies into impactful field execution, building and leading a high-performing, insight-driven sales organization, and maximizing value through excellent stakeholder engagement, strong sector and account planning, effective use of resources and close cross-functional collaboration with Marketing, Medical, Market Access and key regional functions. The role plays a central role in forecasting, tender and buying group management and contributes actively to both the strategic and operational planning of the cluster.

Essential Functions of the job (but is not limited to):

Sales strategy and promotional execution:

• In order to achieve the sales targets for the cluster, develop and implement the Benelux sales strategy in line with the global and regional marketing strategy, adapted to local market dynamics and potential access constraints

• Translate brand strategies into clear, actionable promotional plans and measurable field force priorities

• Ensure consistent, high-quality and compliant execution of promotional activities across all identified customer segments

• Represent the company and develop appropriate communication initiatives and partnerships. Establish strong but compliant relationships with relevant external stakeholders (incl. therapeutic area experts, insurance companies, buying groups and hospital management)

• Drive a deep understanding of disease areas, treatment pathways and competitive landscape/strategies to sharpen positioning and messaging

Performance management and SFE:

• Set high sales force excellence standards: maximize both the quantity and quality of prioritized external stakeholder interactions, to achieve a leading NPS for BeOne’s product portfolio

• Build and lead a strong performance culture focused on accountability, continuous improvement, and results

• Define, monitor, and actively manage leading and lagging  SFE KPIs (i.e. call quality, coverage, frequency, targeting, share, growth, adoption, etc.)

• Conduct monthly business reviews, performance analyses and structured coaching to identify gaps, opportunities and corrective actions

• Implement best-in-class SFE tools and processes (targeting, segmentation, call planning, CRM excellence, omnichannel orchestration)

Leadership, coaching and talent development:

• Lead, inspire, and develop a high-performing team of KAMs

• Define SMART G&Os for each KAM and coach them in achieving them

• Support KAMs in the development of an Individual Development Plan

• Create a culture of collaboration, initiative taking, accountability and insight-driven decision making

• Ensure continuous capability planning. Develop and implement individual and collective training and development covering both scientific knowledge and effective omnichannel KAM-skills

• Organize regular sales cycle meetings within the cluster (min. 1 each sales cycle), and prioritize in-field coaching through co-visits

• Act as a role model for compliant, ethical, patient and customer-centric behavior

Sector and account planning excellence:

• Lead the development and execution of high-quality sector and key account plans, grounded in a strong understanding of:

  • Patient flows and referrals networks, the potential of each account and HCP

  • Key decision makers and influencers

  • Institutional priorities and budget dynamics

  • Access and reimbursement drivers

• Ensure optimal allocation and utilization of KAM-resources and promotional budget based on clear ROI-logic

• Drive disciplined follow-up on account objectives, milestones and outcomes

Market Access, buying groups and tenders:

• Work in close partnership with Market Access to align sales and access strategies, particularly in restricted hospital and tender-driven environments

• Lead commercial input into national access dossiers, tenders and buying group negotiations.

• Ensure strong coordination between field teams and market access for optimal tender execution and contract negotiation

• Develop stakeholder strategies for hospital groups, purchasing alliances and key economic decision makers. Supported by and in alignment with market access and the country manager, take the personal lead in regional tenders and negotiations

Forecasting and business planning:

• Own and lead the sales forecasting process, ensuring accuracy, transparency and timely updates

• Integrate field insights, access assumptions, tender timelines and competitive intelligence into robust demand planning

• Actively contribute to the strategic and operational planning cycles of the cluster, including the business reviews

• Provide clear performance outlooks, risks and mitigation plans to the local and regional LT, and other regional internal stakeholders

Cross-functional leadership and governance:

• Act as a core member of the Benelux LT, actively contributing to overall business strategy, culture and decision making

• Drive strong cross-functional collaboration with Marketing, Medical, Market Access and Finance

• Ensure all activities are conducted in full compliance with internal BeOne policies, the Code of Conduct, local regulations and industry codes. Ensure the team is in full compliance with all 

• Foster a ‘One Team winning mindset’ focused on patients, customers and sustainable and continuous business growth

Compliance, quality, safety and business conduct:

• Act as a role model and accountable leader for full compliance with all applicable laws, regulations, industry codes and BeOne company policies, including but not limited to pharmacovigilance, adverse event and product complaint reporting, quality systems and data privacy

• Ensure all customer interactions, calls and activities are documented in a timely and compliant manner in the CRL system, in line with data quality and audit requirements

• Proactively monitor, address and escalate compliance risks, audit findings and process deviations, and rive corrective and preventive actions where required

• Partner closely with the Country Manager, Medical, Quality, Legal and Compliance functions to ensure consistent governance, inspection readiness and a ‘right first time’ mindset when it comes to compliance across all commercial activities

Education and Experience required:

• Master Degree (i.e. business economics/management, pharmacology, biomedical sciences, etc.)

• Min of 10 years experience in pharma/biotech, including sales, key account management / sales management, and marketing management

• Broad knowledge of therapeutic context (oncology/hematology) in Belux and/or Netherlands

• Min of 5 years experience in specialty care in the hospital setting

• Min of 3 years experience in people management

Computer skills:

Proficiency in all MS Office Programs (especially Excel and PPT), Outlook, WorkDay and CRM tools. Comfortable and frequent user of AI-tools provided by the company

Other qualifications:

• Fluent in Dutch, French and English (written and spoken)

• A very good understanding of the Benelux oncology and hematology treatment and hospital landscape

• Excellent interpersonal, oral, and written communication skills, including ability to synthesize data and deliver a clear overview of commercial strategy, opportunities, and risks

• Experienced and skilled in omnichannel management, in creating and implementing successful strategies and initiatives to increase both the SOV and impact of customer touchpoints

• Proven track record in change management and challenging the status quo

• Mindset of the candidate: agile, entrepreneurial, collaborative and solution oriented. Have the ability to navigate in a rapidly changing internal and external environment, leading both directly and indirectly in a cross-functional context (both within the country cluster and the region

• Ability to prioritise, ensuring the KAM-team focuses on what matters most

• Multiplier skills: skilled to establish and entrench a winning mindset in her/his team, with the right belief, focus and accountability

• Experienced in interacting with buying groups and managing tenders

• Skilled in managing potential conflicts in a constructive and solution-oriented way

• Agility, good judgment, and decision making, external focus, problem solving, positive attitude and curiosity, driven by innovation and excellence, creative, professional with high integrity, attracted to diversity and international multi-cultural working environment

Travel:

The Sales Director Benelux is based in Belgium, Luxembourg or the Netherlands, traveling weekly within and between the 3 countries. Willingness to travel frequently abroad (congresses and internal meetings), mainly in Europe

Global Competencies

When we exhibit our values of Patients First, Driving Excellence, Bold Ingenuity, and Collaborative Spirit, through our twelve global competencies below, we help get more affordable medicines to more patients around the world.

• Fosters Teamwork
• Provides and Solicits Honest and Actionable Feedback
• Self-Awareness
• Acts Inclusively
• Demonstrates Initiative
• Entrepreneurial Mindset
• Continuous Learning
• Embraces Change
• Results-Oriented
• Analytical Thinking/Data Analysis
• Financial Excellence
• Communicates with Clarity

We are proud to be an equal opportunity employer. BeOne does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.