GENERAL SUMMARY:

The Associate Director, Sales is responsible for leading the Country’s key account team and for improving all commercial processes and tools, in particular launch and key account excellence. The role will lead a team of experienced, high performing Key Account Managers dedicated to bringing a pipeline of new medicines to CF. This is a hybrid role, with both in office and field requirements.

KNOWLEDGE AND SKILLS:

• High level of analytical skills including experience in development of dashboards, KPIs and measurements
• Strong project management and organisational skills required; ability to work cross-functionally and a strong team worker
• Strong interpersonal communication skills to persuade others to take action, including coaching and developing team
• Comprehensive understanding of pharmaceutical markets, trends, regulatory and legal environment
• Strong IT capabilities including CRM system knowledge, Excel and/or database management
• Demonstrates an in-depth knowledge of company operations, policies and procedures

EDUCATION AND EXPERIENCE:

• Bachelor’s degree in life science, business or marketing
• Typically requires significant experience in the pharmaceutical industry in sales, marketing or commercial excellence roles, including 2 years or more of experience in sales management and/or sales learning and development/coaching roles, and 2 years of supervisory/management experience, or the equivalent combination of education and experience
  

  LI-SG1

LI-Hybrid

• Optimizes launch readiness for new products and new indications: key partner of decision-making process by identifying knowledge gaps and providing guidance/ recommendations to the Country Manager.
• Ensures launch and execution excellence in Sales by designing and implementing processes and programs to ensure best in class launch planning and execution in alignment with international and global teams.
• Defines, develops and runs insightful reports and dashboards for KAM plan implementation pre & post-reimbursement; develops and follows up on KAM incentive scheme proposals.
• Drives a market insight driven mindset to planning including market studies/analyses e.g. local insights generation, corporate research, brand market research, ensures an integrated sales and marketing strategy and explores potential for new commercial opportunities / initiatives.
• Collaborates with Marketing to implement KAM specific marketing programs and analyzes the impact of key marketing programs in the field.
• Enhances CRM system role out and training in close collaboration with Global Information Services; ensures accurate data collection; optimizes the support tool for KAMs and business reports ensuring account plans to reflect agreed strategies.
• Leads the KAM team to maintain a highly motivated and effective field sales operation including leading KAM learning and development programs with close alignment and support from Director, International Commercial Learning & Development, including setting priorities and allocating resources to align with objectives
• Ensures excellence in Key Account Management including improvement of account planning processes and management; support for KAMs with face to face coaching; improves KOL management plan implementation and tracking; and drives tactical implementation of relevant marketing goals to meet aligned SMART outcomes
• Implements company policies and procedures ensuring 100% compliance at all times.
• As a people manager within the organization, may have financial accountabilities and human resource responsibilities for assigned staff.