National Sales Manager

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Job Function:

Pharmaceutical Sales

Job Sub Function:

Sales – Oncology/Hematology (Commission)

Job Category:

People Leader

All Job Posting Locations:

Warsaw, Masovian, Poland

Job Description:

National Sales ManagerLocation.: PolandFull time job

The National Sales Manager (NSM) is responsible for leading a sales team (TAAs) in executing the approved marketing strategy at customer level, in order to achieve the allocated qualitative and quantitative objectives (e.g. sales, market share, execution KPIs etc). Furthermore, the National Sales Manager has to ensure Execution Excellence when rolling out commercial strategy and tactics for the allocated products.

The NSM leads, coordinates and coaches his/her team of direct reports towards achievement of individual objectives and provides constant monitoring of results and performance management. Also, he/she coaches and supports the team in achieving their development plan objectives.

The NSM collaborates cross-functionally in the CVT, with business enable functions and other stakeholders in order to maximize the performance objectives for the allocated products in a compliant manner.

The NSM is a field-based role.

Responsibilities:

• Execution of marketing strategy implementation to achieve both quantitative and qualitative sales targets in the allocated territory

• Sales Force Efficiency - planning, deployment and analyzing of field activities, based on the CRM system and available data

• Allocated territory management in collaboration with BI and CRM team

• Current, deepened analysis of sales results (effects) and activities related to sales representative's work – threats identification and proposing solutions to achieve both quantitative and qualitative targets.

• The Field Force team management, including coaching (frequent field visits), motivating, and preparing development & training plans.

• Providing constructive feedback and development of the team's sales skills, required to achieve set targets

• Building partnership relations with local KOLs and hospital decision-makers (hospital directors, medical directors, public orders departments)

• Co-creating marketing strategy for all products belonging to the Therapeutic Area

• Bottom-up business and financial planning for the products in scope, in partnership with Brand Manager

• Maintains in the highest standards of ethics, quality, compliance and accountability for self and for the direct reports: compulsory training must be completed on time, she/he should act in accordance with the Quality & Compliance Core Objective, and ensures his/her team follows same rules and objectives

• Cooperation with Brand Manager to deliver real data from the market to optimize marketing strategy

• Cooperation with Medical Affairs Managers to have aligned understanding about medical education needs from the market

• Capturing Competitive Intelligence (CI) data and preparing monthly CI's reports

• Stays up to date with the latest knowledge and scientific data and product information. Creates together with Medical department and Brand Manager the product and scientific knowledge training plan for the TAA team;

• Planning, monitoring, and realization of an operational budget

• Member of Country Value Team – actively contributes to cross-functional projects and aligned with other functions

Requirements:

• Proven experience in the pharmaceutical industry (sales or marketing), min. 6 years

• Willingness to travel (all over the country) and valid driver's license (category B)

• Experience in sales team management on the hospital market will be an advantage

• Knowledge of tender procedures and rules for the implementation of drug programs

• Experience in partnership with the Medical Department, Business Intelligence and Digital/CRM teams

• Education: University / Bachelor's Degree or Equivalent, preferably in a relevant business-related discipline

• Strong leadership skills, ability to structure and further develop a team of people, retain motivation, and infuse spirit relevant to the company culture, vision and business strategy

• Ability to challenge the "status quo" and recognize internal and external market complexity to act with courage promoting compliance to drive business

• Excellent communication skills (oral, business writing, presenting and listening)

• Native Polish speaker and good command of English (both, spoken and written)

• High level of ethical standards in business

• Strong customer focus and service orientation

• Pro-active and goal-oriented thinking

• Very good knowledge of MS Office applications

• Location and mobility: 60-80% -of time is spent travelling across the territory of Poland

Required Skills:

Preferred Skills:

Competitive Landscape Analysis, Customer Centricity, Developing Others, Hematology, Inclusive Leadership, Industry Analysis, Leadership, Market Knowledge, Oncology, Performance Measurement, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Product Knowledge, Revenue Management, Sales, Sales Enablement, Sales Trend Analysis, Strategic Sales Planning, Team Management

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