Head of Sales, Germany

Overview

Head of Sales, Germany

Reports to General Manager, DACH

The Opportunity

The Sales Director has full responsibility for Sales and Commercial Excellence; i.e. driving the build-up of the business in the country, successfully bringing Menarini Stemline’s products to the market and ensuring continuous growth in line with ethical and regulatory standards. He/she oversees the Sales Force lines (Haematology and Oncology) as well as Sales Excellence in Germany with the respective National Sales Leads and the Commercial Excellence function reporting to him/her. The Sales Director exists to ensure a positive and innovative impact on the organisational financial results.

Responsibilities

• Lead the strategic planning and tactical implementation of all aspects of the launch and subsequent management of the three oncology portfolios in Haematology and Breast Cancer.
• Actively represent the Country at pan-European commercial decision-making forums and ensure agreed strategies and tactics can be applied locally.
• Responsible for the commercial functions, including Sales (Management and TAM team), and Sales Excellence, including responsibility for recruitment, retention and development programs for the commercial team.
• Lead all field-directed commercial activities for Menarini Stemline in line with:
• The strategy of Menarini Stemline.
• Quality policies of the company, local-specific regulations, and both local and global regulatory matters.
• Ensure all promotional operations comply with company standards and the Prescription Medicine Code of Practice.
• Assumes and accepts signatory responsibility where appropriate.
• Act as the point of contact for distribution, liaising and/or managing local providers to ensure sufficient stock and supply for Menarini Stemline.
• Provide leadership, management, motivation and development to the commercial team, achieving sales targets and related KPIs.
• Business planning analysis of territory structures, key accounts and target customers.
• Responsibility for maximising sales force effectiveness analysing all aspects related to commercial operational excellence.
• Provide commercial insights to sales strategy and tactical deliverables.
• Developing and maintaining an excellent understanding of the key physicians, KOLs, payers, patient associations and government audience to ensure that their needs are being met and that their business is retained.
• Support sharing best practice across the sales teams and responsible for upholding the professional image of the organisation at all times.
• Support and co-present the country brand plans.
• Work with the Global Sales Excellence team & Business Intelligence team to identify needs for field-based research.
• Provide immediate and high-quality support to requests from the field force.
• Plan and control an agreed promotional budget. Liaise with other stakeholders (e.g. finance) as necessary.
• Ensure budget allocation, expenses and expenditures are managed in accordance with agreed SOPs.
• Monitor market trends, competitor products and customers need to identify new business opportunities and provide timely feedback to all relevant internal stakeholders.
• Maintaining an awareness of external factors (including competitors, government business initiatives, current and proposed legislation in relation to commercial activities) which impact the Oncology business.
• Travel for business: min. 30%

Qualifications

Experience / Aptitude

• Ability to foster relationships, build alignment, negotiate and collaborate with internal and external stakeholders.
• High energy, creativity, and aptitude for handling multiple tasks concurrently.
• Team player.
• Comfortable working in a matrix environment and closely with the medical department.
• Strong communication and presentation skills.
• You will be comfortable conversing with the leading experts within Oncology.
• Competent in critical appraisal of data & evidence-based medicine.
• Experience building and leading marketing, sales and commercial teams.
• Demonstrated success in business planning, launching products and lifecycle management.
• Results-driven and passionate about achieving high levels of excellence.
• Strong learning agility, negotiation and influencing skills.
• Excellent project management skills with strong ability to prioritise.
• Hands-on style, willing to do what’s necessary to get things done.

Education & Experience

• University Degree in business or life sciences.
• 12+ years pharma / biotech experience (brand marketing, sales, access, etc.).
• Breast Cancer experience preferred, Multiple Myeloma experience would be a plus.
• Significant proven Oncology experience.
• Experience in launching oncology products at a country level (regional experience desirable).
• Sales management and Brand management experience are essential.
• Knowledge about local & regional market access activities including HTA submissions and a good knowledge base for local healthcare systems (patient flow, protocols and reimbursement channels).
• Interaction with and ability to work with Senior Leadership.
• Experience managing outside vendors and budgets.
• Experience leading large, cross-functional teams.

Menarini Stemline is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.