In this newly created role, you are to lead the commercial field activities for Iqirvo and other promoted rare diseases brands in Australia by effectively managing the sales team day‐to‐day operations to ensure optimal performance and develop untapped business opportunities for growth.
Main Responsibilities
* Set and achieve sales and expenditure objectives
* Forecast state and territory sales targets and expenditure budgets.
* Develop and administer incentive scheme and incentive targets for each cycle for team.
* Monitor state and territory performance against sales and expenditure targets and identify opportunities for growth or corrective action.
* Proactively generate initiatives to create access to key customers and/or accounts
* Support team to oversee, develop, and execute key account strategies to drive growth and pre‐empt challenges.
* Identify and execute new key opportunities to drive sales growth on each territory and for own defined customer base.
* Identify business development opportunities to help grow the business on a national level and increase customer advocacy.
* Transition these opportunities to a customer strategy and be responsible for the outcome including excellence in field execution.
* Through collaboration with Brand Teams, the sales manager is responsible for the development and implementation of business plans to drive strategic initiatives and achieve organizational goals and growth targets.
* Ensure strong relationship management with identified key accounts.
* Ensure in‐depth knowledge of Iqirvo and promoted rare diseases brands and its value proposition across sales team.
Lead and develop a high performing sales team
* Inspire, lead and motivate sales team, creating a positive team environment
* Foster a culture of high performance and continuous improvement
* Identify training needs of the sales team and effectively work with L&D to deliver an appropriate training program
* Recruit, induct and coordinate training of new sales representatives.
* Set and facilitate achievement of individual representative objectives, tracking progress and supporting any adjustments as appropriate cycle by cycle.
* Ensure face‐to‐face coaching of representatives.
* Sales Managers should spend approximately 70% of their time in the field with their representatives and customers. It is expected that each Sales Manager will conduct a minimum of one field visit per month, during which they will coach their team members on ADAPT selling skills and competencies according to the Ipsen KAM Competency Framework.
* For each field visit, a field coaching form should be completed in Veeva, documenting the mutually agreed development objectives for the representative.
* Sales Managers are expected to monitor and encourage their KAMs to meet the expectations of the Operational Standard and ensure that appropriate corrective plans are in place for any non‐adherence.
* Assist team to unlock key accounts by a strategic and executable approach.
* Ensure retention strategies are implemented for key personnel
* Lead by example by sharing successes of own customer base identified as key to the business
Drive analysis, planning and sales force execution
* Contribute to annual budget, strategic plan and operating plan.
* Lead development of aligned, insight‐driven Territory Business Plans.
* Submit an informative monthly report that captures key market and competitive insights and highlights territory successes and challenges.
* Ensure high quality monthly reports demonstrating solid territory, business and brand strategy understanding are submitted by sales representatives each month.
* Conduct ongoing monthly analysis of sales and activity data to identify trends, diagnose challenges and highlight opportunities for growth.
* Drive representative territory analysis.
* Leverage the Key Account Management Plans to optimise field activity.
* Drive sales force segmentation, targeting and profiling activities.
* Set and achieve sales activity targets.
* Ensure optimal usage and adherence to CRM systems and processes.
Develop sales strategy and tactics
* Translate annual operating plan into specific sales action items.
* Translate brand strategy and messaging into a compelling sales call flow.
* Be an active member of relevant Cross Functional Brand Teams.
* Ensure sales activities are focused on targeted business opportunities.
* Ensure representative activities are aligned to brand strategy and positioning.
* Contribute to Ipsen understanding of customer needs, key account management process as well as development and delivery of a compelling value proposition.
Stakeholder Engagement and Influence
* Deliver a superior customer experience by optimising representative knowledge and skills.
* Engage and leverage cross‐functional stakeholders to support customer education and relationship with Ipsen.
* Engage key stakeholders across functions to ensure knowledge and insights are shared and reflected in sales strategy and tactics.
* Partner with marketing and medical counterparts to ensure delivery of operating plan deliverables and any identified new opportunities.
* Manage relationships with own key customer base and have a strong knowledge of team's customer base to add value.
Exemplify One Ipsen Way of Being
* Ensure One Ipsen Way of Being is embedded and adhered to by the sales team.
* Ensure compliance with MA Code of Conduct and all applicable laws and compliance codes.
* Exhibit One Ipsen Way of Being in all individual and group engagements.
Knowledge, Abilities & Experience
Education / Certifications
* Science/Medical related or Business/Marketing related tertiary qualifications
Experience
* Extensive experience in successfully selling PBS Authority listed pharmaceuticals or similar products.
* A successful track record and experience in pharmaceutical sales (predominantly in the specialty and hospital setting), preferably within the Australian market and or New Zealand.
* Specialist therapeutic area knowledge and experience across Neurology.
Preferred
* Experience in sales management and/or sales coaching and key account management.
* Experience across Neurology as a therapeutic area.
* Analytic and insights generation ability.
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