THIS IS WHAT YOU WILL DO:

The Associate Director Sales Metabolics will be in charge of effectively managing the team of Key Account Managers and drive key account management, sales performance and flawless execution within the assigned area. Also, the candidate will coach the team members according to their individual needs, will monitor sales effectiveness indicators as well as drive the implementation of marketing initiatives to achieve his/her commercial goals.
The Associate Director Sales Metabolics is furthermore responsible to maintain a high level of disease specific scientific knowledge and understanding in the relevant therapeutic field. The candidate needs to be able to effectively coach and develop their team on scientific as much as sales-related skills and will need to engage in complex discussions with health care professionals about our rare orphan indications and our products respecting local regulations, company values and guidelines.

YOU WILL BE RESPONSIBLE FOR:

• Hire, develop and lead a high-performing Hypophosphatasia (HPP) sales team
• Achieve or exceed sales objectives in his/her region
• Coach, lead, motivate and inspire a team of 5 Key Account Managers (KAM): conduct regular field coaching days and KPI assessments with KAMs to ensure proper program implementation and message delivery
• Provide input in the development of local marketing strategies and tactics with the local Metabolics Brand Team
• Lead KAMs in the development of cross-functional, tactical account plans with marketing, promotional, and educational resources and ensure their execution
• Lead the implementation of a multi-channel account management approach in HPP in order to develop commercial relationships with key customer groups through different communication channels, incl. face-to-face, telephone, virtual and email
• Provide regular written and verbal feedback following customer visits that address and support both business development and career development needs of KAMs – use coaching forms to identify gaps and for follow-ups
• Create, build and maintain relationships and regular communication with physicians and Key Thought Leaders
• Ensure that a high level of expertise and excellence in customer service is delivered to all customers
• Ensure cooperative and collaborative communication and execution between KAM and all other relevant field based functions as well as cross-functional collaboration
• Develop and mentor high potential KAMs
• Conduct annual performance reviews of their territories and their region to provide accurate and timely feedback regarding sales goal attainment and professional development. Support KAMs in presenting back their territories in bi-annual territory reviews following a cross-functional approach
• Show high expertise in corrective counseling and performance improvement management
• Ensure that all KAM activities are in accordance with Alexions SOPs, compliance policy and data protection laws