Title:
Sales Manager, Oncology
Company:
Ipsen Pty Ltd
About Ipsen:
Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.
Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!
For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.
Job Description:
To lead the commercial field activities of promoted oncology brands in Australia. Effectively managing the oncology sales team day to day operations to ensure optimal performance and develop untapped business opportunities for growth.
Set and achieve sales and expenditure objectives
- Forecast state and territory sales targets and expenditure budgets.
- Develop and administer incentive scheme and incentive targets for each cycle for team.
- Monitor state and territory performance against sales and expenditure targets and identify opportunities for growth or corrective action.
- Proactively generate initiatives to create access to key customers and/or accounts
- Support team to oversee, develop, and execute key account strategies to drive growth and pre-empt challenges.
- Identify and execute new key opportunities to drive sales growth on each territory and for own defined customer base.
- Identify business development opportunities to help grow the business on a national level and increase customer advocacy.
- Transition opportunities to a customer strategy and being responsible for the outcome including excellence in field execution.
- Through collaboration with Brand Teams, the sales manager is responsible for the development and implementation of business plans to drive strategic initiatives and achieve organizational goals and growth targets.
- Ensure strong relationship management with identified key accounts.
- Ensure in-depth knowledge of promoted brands and their value propositions across the sales team.
Lead and develop a high performing sales team
- Inspire, lead and motivate sales team, creating a positive team environment
- Foster a culture of high performance and continuous improvement.
- Identify training needs of the sales team and effectively work with L&D to deliver appropriate training programs.
- Recruit, induct and coordinate training of Key Account Managers.
- Set and facilitate achievement of individual Key Account Manager objectives, tracking progress and supporting any adjustments as appropriate cycle by cycle.
- Ensure face to face coaching of Key Account Managers.
- Sales Managers should spend approximately 70% of their time in the field with their Key Account Managers and customers. It is expected that each Sales Manager will conduct a minimum of one field visit per month, during which they will coach their team members on ADAPT selling skills and competencies according to the Ipsen Key Account Manager Competency Framework.
- For each field visit, a field coaching form should be completed in Veeva, documenting the mutually agreed development objectives for the Key Account Manager.
- Sales Managers are expected to monitor and encourage their Key Account Managers to meet the expectations of the Operational Standards and ensure that appropriate corrective plans are in place for any non-adherence.
- Assist team to unlock key accounts by a strategic and executable approach.
- Ensure retention strategies are implemented for key personnel.
- Lead by example by sharing successes of own customer base identified as key to the business.
Drive analysis, planning and sales force execution
- Contribute to annual budget, strategic plan and operating plan.
- Lead development of aligned, insight-driven Territory Business Plans.
- Submit an informative monthly report that captures key market and competitive insights and highlights territory successes and challenges.
Ensure high-quality monthly reports demonstrating solid territory, business and brand strategy understanding are submitted by Key Account Managers each month. - Conduct ongoing monthly analysis of sales and activity data to identify trends, diagnose challenges and highlight opportunities for growth.
- Drive Key Account Manager territory analysis.
- Leverage the Key Account Management Plans to optimise field activity.
- Drive sales force segmentation, targeting and profiling activities.
- Set and achieve sales activity targets.
- Ensure optimal usage and adherence to CRM systems and processes.
Develop sales strategy and tactics
- Translate annual Country Brand Operational Plans into specific sales action items.
- Translate brand strategy and messaging into a compelling sales call flow.
- Be an active member of relevant Cross Functional Brand Teams.
- Ensure sales activities are focused on targeted business opportunities
- Ensure representative activities are aligned to brand strategy and positioning.
- Contribute to Ipsen understanding of customer needs, key account management process as well as development and delivery of a compelling value proposition.
Stakeholder Engagement and Influence
- Deliver a superior customer experience by optimising Key Account Manager knowledge and skills.
- Engage and leverage cross functional stakeholders to support customer education and relationship with Ipsen.
- Engage key stakeholders across functions to ensure knowledge and insights are shared and reflected in sales strategy and tactics.
- Partner with marketing and medical counterparts to ensure delivery of Country Brand Operational Plan deliverables and any identified new opportunities.
- Manage relationships with own key customer base and have a strong knowledge of team’s customer base to add value.
Knowledge, Abilities & Experience
Education / Certifications:
- Science/Medical related or Business/Marketing related tertiary qualifications
Experience:
- Experience in sales management and/or sales coaching
- Leadership, people management and strong communication, coaching/mentoring skills
- Extensive experience in successfully selling PBS Authority listed pharmaceuticals or similar products
- A successful track record and experience in pharmaceutical sales (predominantly in the specialty and hospital setting), preferably within the Australian market
Preferred:
- Experience across oncology as a therapeutic area
- Analytic and insight generation ability
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We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application.