Head of Sales

To be read by candidates: a head of sales role focusing on NSW territory with responsibilities across sales targets, KAM leadership, and cross-functional collaboration within Sobi.

Company Description

Sobi offers the opportunity to work at an international pharmaceutical company focused on specialty pharmaceuticals meeting the high medical needs of rare disease patients and providing treatment and services to them. Our employees come from a variety of backgrounds within research, healthcare, industry and the academic sphere.

Purpose

• To deliver sales targets for the assigned product(s) by ensuring execution of brand strategy and activation plans.
• To lead and motivate a team of KAMs including recruitment, development/training and management performance to ensure that they are equipped with the knowledge, skills and support to execute effectively.
• To shape a culture of performance, empowerment, innovation, and collaboration with the Medical and Marketing functions.
• To oversee and maintain relationships with customers and relevant Key Opinion Leaders.

Job Description

• To deliver sales targets for the assigned product(s) by ensuring execution of brand strategy and activation plans.
• To lead and motivate a team of KAMs including recruitment, development/training and management performance to ensure that they are equipped with the knowledge, skills and support to execute effectively.
• To shape a culture of performance, empowerment, innovation, and collaboration with the Medical and Marketing functions.
• To oversee and maintain relationships with customers and relevant Key Opinion Leaders.
• The Head of Sales is also responsible for driving results on a specific territory in NSW: visiting targeted customers, delivering medical education, allowing for quality use of Sobi products and maximizing local sponsorship opportunities.

ResponsibilitiesSales results

• Deliver Commercial Outcomes Nationally For Assigned Products
• Sales versus targets
• Growth
• Market shares
• Coverage of relevant customers

Team leadership & development

• Attract, develop/train, and retain talents within KAM team.
• Lead the team in a way that builds a positive team attitude, fosters healthy collaboration and a growth mindset.
• Develop the KAMs via regular coaching sessions, with post verbal/written feedback and completion of action plans that optimizes their individual and ongoing career development.
• Track and present sales performance to internal stakeholders highlighting areas of success and challenges.
• Work cross functionally to address areas that require focus and/or change.
• Take the lead in managing performance issues.
• Maintain knowledge of products and relevant markets at a high standard for self and team.

Leadership team

• Be an active contributor to the Leadership Team (LT) reporting to the General Manager.
• Contribute to building a high-performance culture, with a nurturing & safe environment.
• Ensure rewards and recognitions are leveraged to acknowledge high achievers.
• Embed feedback in ways of working, with a caring attitude.

Planning

• Coach and support the KAMs in managing their customer accounts, so that they can develop productive relationships with HCPs (and multi-disciplinary teams), by bringing expertise related to Sobi's products and disease areas.
• Coordinate business planning for each state, through detailed analysis of sales data and other sources of insights.
• Develop tactical sales plan, together with the KAMs, in line with brand strategies, in order to achieve sales targets.
• Track and manage sales budget (customer activities) at both territory and national level.
• Ensure utilization of Veeva CRM including Cycle Plans, digital channels (e.g. Approved Emails) and Consent capture.
• Plan and prepare materials for annual and midcycle sales meetings.

Sales execution

• Empower the team to achieve excellent Key Account Management based on value adding customer engagement.
• Coach the team to deliver activity KPIs, focusing on quality interactions (including through the orchestration of multi-channel digital communication).
• Ensure the KAMs are leveraging the Marketing and Medical strategies and messaging for the Sobi products.
• Develop & maintain productive relationships with Industry bodies, KOLs and allied-health personnel.
• Be entrepreneur, identify and realize opportunities, as appropriate: in particular, explore potential for Sobi in New Zealand and contribute to establish operations in this country.
• Facilitate sales events and execution of sponsorships that are aligned with the business strategy (compliantly).
• Contribute to the design and management of the sales incentive plan.

Compliance

• Ensure sales activities comply with the Medicines Australia Code of Conduct, Sobi's Policies and SOPs.
• Ensure the KAM team is up to date with their internal Sobi training and is willing & able to comply.

Qualifications

• Degree in science, medicine, nursing, pharmacy, business, or a similar relevant discipline.
• 7+ year's sales management experience in the AU Pharmaceutical Industry, preferably in the specialist medicine area.
• Preferred: knowledge of haematology, immunology, oncology.
• Excellent people leadership skills, including coaching & development of employees.
• Ability to motivate a team to drive results and achieve sales success.
• Effective and persuasive communicator with strong presentation skills.
• Excellent planning, organisational skills with demonstrated ability to handle competing priorities effectively.
• Ability to work successfully as a team, and with numerous interfaces.
• Embrace innovation, digital technologies, problem solving, show curiosity and learning mindset.
• Perseverance and entrepreneurial drive to pursue ideas and projects that ensure sustainable long term success.
• Passionate about rare disease and making a positive contribution to life science.
• Understanding of the compliance and regulatory environment.
• Proficient IT skills in all business-related packages including MS Office, Veeva-CRM.
• Valid / Unrestricted Australian driver's licence.
• Completed Medicines Australia CEP program.
• Capacity to travel up to 30% of time.

Additional Information

Recruitment agencies – please refrain from reaching out regarding this position, as it is managed internally.

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development
• Industries
• Pharmaceutical Manufacturing

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