About the job

Avec un portefeuille de plus de 150 produits et un pipeline en pleine expansion, Knight crée des occasions stimulantes dans de nombreux domaines thérapeutiques.

Dans ce contexte, nous sommes actuellement à la recherche d’un(e) Gestionnaire de territoire spécialisé(e), ventes hospitalières possédant une expertise en transplantation, oncologie ou épilepsie afin de soutenir notre croissance continue. Ce poste couvre les territoires du Québec : Montreal-Est & Rive-Sud.

Si vous êtes motivé(e) par l’innovation, passionné(e) par la commercialisation et désireux(se) d’avoir un impact significatif sur la vie des patients, tout en évoluant dans un environnement dynamique et entrepreneurial, cette opportunité est pour vous!

À propos du poste

Le ou la gestionnaire de territoire spécialisé(e) sera responsable de la promotion d’un portefeuille de thérapies novatrices dans les domaines de la transplantation rénale et hépatique, de l’oncologie et de l’épilepsie auprès des professionnels de la santé, y compris, sans s’y limiter, les chirurgiens, néphrologues, hépatologues, oncologues, épileptologues, neurologues généralistes, ainsi que les pharmaciens et infirmier(ère)s en milieu hospitalier.

Le ou la titulaire du poste sera responsable de l’identification et de la gestion des comptes clés de son territoire ainsi que de la planification et de la mise en œuvre des stratégies et tactiques nécessaires pour stimuler les ventes et dépasser les objectifs corporatifs.

Principales responsabilités

• Établir et maintenir de solides relations avec les professionnels de la santé ciblés sur le territoire en communiquant efficacement et en démontrant une maîtrise technique permettant de positionner l’utilisation sécuritaire et efficace des produits de Knight, créant ainsi de la valeur pour les professionnels de la santé et leurs patients.
• Élaborer et mettre en œuvre des plans stratégiques pour les comptes afin de maximiser les ventes, en cartographiant chaque compte clé, en analysant la dynamique du marché et en utilisant les informations disponibles pour développer, planifier, suivre et ajuster les stratégies afin d’atteindre les objectifs de vente à court et à long terme.
• Identifier les occasions d’inscription aux formulaires, d’optimisation des protocoles et des ordonnances permanentes, puis mettre en œuvre des plans d’action en collaboration avec les équipes interfonctionnelles afin d’assurer une mise en place rapide.
• Accélérer la croissance des ventes en combinant l’analyse des données à des approches centrées sur le client et axées sur les solutions afin de tirer parti des occasions à forte valeur ajoutée.
• Utiliser les ressources disponibles (activités de visite, programmes de conférenciers, outils marketing approuvés), mesurer leur impact et ajuster les actions en conséquence.
• Communiquer et collaborer avec tous les membres des équipes interfonctionnelles (y compris, sans s’y limiter, les équipes marketing, médicales et d’accès au marché) afin d’assurer un alignement optimal sur les occasions d’affaires et les priorités.
• Participer et contribuer aux réunions des ventes, congrès médicaux, tournées hospitalières et activités de formation médicale.
• Effectuer toutes les tâches administratives, la documentation des comptes et les rapports de dépenses dans les délais requis.
• Identifier et signaler tout effet indésirable ou toute situation particulière liée aux produits de Knight dans les 24 heures suivant la prise de connaissance, conformément aux procédures de l’entreprise, au département de pharmacovigilance, d’information médicale et de soutien aux patients.
• Respecter toutes les lois, réglementations, politiques, procédures applicables ainsi que les pratiques éthiques de l’industrie.

Profil recherché

• Baccalauréat minimum et plus de 5 ans d’expérience en ventes pharmaceutiques spécialisées, idéalement dans un contexte de gestion de comptes clés.
• Compréhension approfondie de la dynamique des comptes clés hospitaliers, des inscriptions aux formulaires et de la gestion stratégique des parties prenantes.
• Axé(e) sur les résultats et capable de performer sous pression.
• Autonome et fortement motivé(e), avec un esprit entrepreneurial.
• Excellentes compétences en communication orale et écrite.
• Capacité à analyser les données, à en tirer des recommandations concrètes et à mettre en valeur les bénéfices des produits.
• Solides compétences en organisation et en gestion du temps.
• Excellentes capacités d’analyse et de résolution de problèmes.
• Bonne compréhension des données de ventes et de marketing (Xponent, ventes par établissement, etc.).
• Excellente maîtrise des outils informatiques de la suite Microsoft Office (Excel, PowerPoint).

Atouts

• Expérience de vente dans l’un des domaines thérapeutiques suivants : oncologie, épilepsie ou transplantation.
• Expérience en gestion de comptes clés.
• Diplômes ou certifications avancés en médecine, biosciences ou industrie pharmaceutique (p. ex., MBA, M. Sc., CCPE).

Autres exigences

• Déplacements : environ 25 % de déplacements avec nuitées pour les réunions et congrès.
• Présence sur le terrain 5 jours par semaine afin d’effectuer des visites en personne auprès des professionnels de la santé.

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Knight Therapeutics continues to grow and is hiring!

With a portfolio of over 150 products and a rapidly expanding pipeline, Knight is creating exciting opportunities across multiple therapeutic areas. In this context, we are currently seeking Specialty Territory Business Manager, Hospital Sales with expertise in transplant, oncology or epilepsy to support our continued growth. This role covers Quebec: Montreal-East and South-Shore.

If you are driven by innovation, passionate about commercialization, and motivated to make a meaningful impact on patients’ lives, while thriving in a fast-paced, entrepreneurial environment, this opportunity is for you!

About the role

The Specialty Territory Business Manager will be responsible for promoting a portfolio of innovative therapies in the fields of kidney and liver transplantation, in oncology and in epilepsy to healthcare professionals: including but not limited to Surgeons, nephrologists, hepatologists, oncologist, epileptologist and general neurologist, as well as hospital pharmacists and nurses. The TBM has the responsibility of mapping and managing key accounts within their area and planning and implementing key strategies and tactics to grow sales and exceed corporate objectives.

Key Responsibilities

• Build and maintain strong relationships with identified HCPs in territory by effectively communicating and demonstrating technical mastery for positioning the safe and effective use of Knight’s brands that creates value for HCPs and their patients
• Build & execute strategic account plans to maximize sales, mapping each key account, analyzing market dynamics and utilizing available information to develop, plan, track and adjust appropriately to achieve short and long-term sales goals.
• Identify opportunities for formulary listings, protocol optimizations and standing orders and implement action plans in collaboration with cross-functional team for timely implementation.
• Accelerate sales growth by coupling data with customer-centric, solution-focused approaches to leverage high-value opportunities
• Applies resources (call activity, speaker programs, approved marketing tools) tracks impact and adjust accordingly
• Communicate and collaborate with all cross functional team members (including but not limited to marketing, medical, market access) to ensure optimal alignment on business opportunities and priorities
• Attend/support sales meetings, medical conferences, rounds and medical educational forums
• Fulfill all administrative duties, account documentation and expense reporting in a timely manner
• Identify and report any adverse event or special situation related with Knight products within 24 hours of awareness, per the company procedures, to the Pharmacovigilance-Medical Information-Patient Support department.
• Adhere to all applicable laws, regulations, policies, procedures and ethical industry practices.

Characteristics of a Good Candidate

• Minimum Bachelor’s degree and 5+ years specialty pharmaceutical selling experience, preferably in a key account setting
• Deep understanding of Hospital Key account dynamics, formulary listings and strategic stakeholder management
• Results-oriented and thrives under pressure
• Autonomous and highly self-motivated, with an entrepreneurial spirit
• Excellent verbal and written communication skills
• Can synthesize data, derive actionable insights and position benefits
• Strong organizational and time management skills
• Excellent analytical and problem-solving skills
• Deep understanding of sales and marketing data (Xponent, outlet sales, etc.)
• Sound computer proficiency (MS Office Excel, PowerPoint)

Assets

• Preferred experience selling one of the following therapeutic areas: oncology, epilepsy, transplant
• Key Account Management experience
• Advanced medical, biosciences, industry degrees or certifications (e.g. MBA, MSc, CCPE)

Other expectations

• Travel – approx. 25% overnight travel for meetings and conferences
• 5 days per week in field executing face-to-face visits

About the job

Value Proposition

As a leading partner in healthcare, Medline Canada's sole purpose is to make healthcare run better – this means being deeply committed to the health and well-being of our customers, employees, partners and our communities. We employ a diverse group of top talent focused on growing and making a difference in the lives of Canadians, coast-to-coast.

Compensation Is Only One Part Of The Employee Value Proposition That Medline Canada Offers Our Employees. As Part Of Our Mission, We Offer One Of The Most Competitive And Engaging Employee Experience Programs In Canada, Which Includes

• Collaborative work environment with highly engaged employees
• RRSP with a company match
• Annual Employee Appreciation Week
• Paid vacation and personal days
• Employee Assistance Program (EAP) Resources supporting mental, physical, family and financial well-being
• Career growth and training programs
• Open communication with Senior Leaders
• Employee referral program
• Recognition programs
• Social activities
• And much more...
• 
  

Job Description Summary

In partnership with the Sales Team, the Spec Sales - Equipment is responsible to close equipment sales and to identify and develop new business opportunities within the assigned territory by prospecting and qualifying potential equipment sale customers.

Job Description

Closes equipment sales by;

• Partnering with Sales Team members in their accounts
• Conducting demonstrations and presentations for Clients
• Responding to Client inquiries
• 
  

Grows Equipment Sales through;

• Establishing relationships with Manufacturers and Sales Team members to develop and implement strategies to achieve targeted sales growth
• Working closely with Sales Team members to increase equipment sales, and create strategies for promotions and marketing
• 
  

Participates in trade shows, customer nights and other marketing events;

• Keeps management informed by submitting activity and results reports, such as customer prospects, sales records and other customer information
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Educates sales force, and customers on equipment knowledge
• 
  

Ensures Customer Satisfaction by;

• Preparing complete order documents
• Ensuring that all requirements for equipment purchases have been completed
• Following up with Clients and Sales Team members during and after the sales process to ensure high customer satisfaction
• Collaborating with the Equipment and Service Advisor, in coordinating new equipment installations
• Assisting with site assessments prior to finalizing leases or purchases of units
• Assisting the Design department with creating accurate new equipment blocks for new products
• Working with Clients to ensure deposits are collected and managing any outstanding receivables
• Maintaining professional and technical knowledge by attending educational workshops
• Ensuring a safe work environment by understanding and following safety procedures and reporting injuries or unsafe acts
• 
  

Required Experience

• Minimum of 3 years work experience as a Sales representative
• Experience in the dental industry a definite asset
• Effective consultative, conceptual and negotiation skills with demonstrated ability to establish influential relationship with customers
• Strong organizational, presentation and communication skills
• Excellent interpersonal, problem solving and analytical skills
• Ability to work independently and perform with little or no supervision
• Valid driver’s license
• Proficient in Microsoft Word, Excel, PowerPoint, and Outlook
• Act as a Sales representative during trade shows and conventions
• Must be able to travel at least 50% of the time
• Available to work weekends and evenings, as required
• 
  

The Anticipated Salary Range For This Position

$78,400.00 - $117,600.00 Annual

This job description is not intended to be all-inclusive. Employee may perform other related duties as required to meet the ongoing needs of the organization.

Medline Canada, Corporation is proud to be an equal opportunity employer.

About Medline Canada

Medline Canada stands at the forefront of healthcare, providing expertise and a breadth of solutions for every care setting. With 550+ employees, including 100 dedicated sales and clinical professionals and eight distribution centres located coast-to-coast, Medline Canada is proud to serve the entire continuum of care.

Our Commitment to Diversity and Inclusivity

Medline Canada is committed to diversity and inclusivity and we encourage applications from members of groups that have been historically disadvantaged and marginalized, including First Nations, Metis and Inuit peoples, Indigenous peoples of North America, racialized persons/persons of colour and those who identify as women, persons with disabilities and LGBTQ+ persons.

Our commitment to Accessibility

Medline Canada is committed to the principles of the accessibility in Canada. We endeavor to make our recruitment, assessment and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. If you require any accommodations at any point during the application and hiring process, please contact HRCanada@medline.com.

All qualified candidates are encouraged to apply; however, Canadians and permanent residents will be given priority.