MAIN PURPOSE :
Responsible for development & implementation of the sales strategy and for achieving sales targets within the allocated market / country.
Responsible for the sales team in the allocated market / country. Engages with BI to drive effective CRM, including through the available sales force effectiveness tools.
KEY RESPONSIBILITIES & ACCOUNTABILITIES : Grow the sales of assigned products in Norgine Alps according to agreed sales targets Develop & implement national sales strategies for all product portfolio & launch products for Austria and Switzerland, respectively Participate in the development and implementation of the Alps total product portfolio Analyze sales channels, major account dynamics, the markets and the potential of our products as well as the competitors on a regular basis Define customer segmentation per brand.
Decide customer targeting per brand with product managers and other stakeholders. Implement call plans by target with sales team.
Develop & monitor suitable KPIs for tracking on a regular basis using Veeva CRM. Develop, implement & track Key Account plans per brand with sales team.
Contribution to marketing strategies per brand. Contribution to development of promotional material through the CORE Brand Teams Develop & implement congress / round table / CME plans for ALPS with sales team and attend as needed Champion product demand planning in logility and all other Norgine systems.
Input to pricing strategies Contribution to the management regarding third-party commercial partners, eg. warehouses, distribution partners, in-licensing & out-licensing partners Champion the Veeva CRM system.
Serve as 1st level support for Veeva to sales and brand managers. Train sales team on updates. Make sure with sales team that there is an opt-in for electronic communication by the majority of customers.
Develop and track customer surveys in Veeva with brand managers. Roll-out with sales team. Track usage of promo material and approved emails in Veeva and feedback to brand managers on a regular basis.
Plan & set-up regular cycle meetings with stakeholders. Develop & implement training agenda for remote sales calls capabilities of sales team.
Refresh remote sales call capabilities of sales team on a regular basis. Lead sales team in ALPS. Coach where needed and possible.
Transform sales team to a continuously learning & improving organization. Manage sales team spirit and create a productive and positive working environment for AMs.
Manage all relevant AM admin processes (internal approvals, route planning, sales budgets per person, etc). Involve BU Managers and HR Manager as needed.
Support the sales team for long term business relationships through regular contact with key clinical and non-clinical stakeholders, including medical professionals, to maximise business opportunities in the secondary care sector.
Ensure the implementation of Norgine quality practices (e.g. Veeva system, territory business plans, daily journey plans, product knowledge assessments etc.
Secure and manage cross functional work / relationship between sales manager and sales team (matrix organisation, incl.
provision of information to patients and the public and relationships with patient groups and health care providers, individually or as institutions.
ACCOUNTABILITY Achievement of sales, contribution and profit targets in accordance with annual budgets and the rolling 5-year plan.
Performance & team spirit of sales team As you represent Norgine, act with highest level of integrity in all business dealing and lead by example.
RequirementsKNOWLEDGE AND SKILLS Educated to degree level, preferably in a life sciences subject. A post-graduate qualification in Business, Management or Marketing desirable but not essential.
At least 5 years of experience in the pharmaceutical industry in Switzerland and / or Austria of which three 3 years in a sales management positions.
Career history with proven track record of success in marketing management is a plus, Excellent communication and presentation skills, both verbal and written in German and English.
French is a plus. Proven ability to lead, manage and coach the staff to exceed targets and to drive the business. Ability to establish a positive team climate.
Willingness to travel A reasonable level of creativity is needed for imaginative solutions to business problems and product opportunities.
Knowledge of the market access environment. Capable of managing complex situations Strong communication and influencing skills Ability to work effectively as part of a successful and highly motivated Management team Excellent leadership and managerial Skills Administration and organisational skills to manage time Analytical skills Problem solving Good computer working skills