Sales Manager, Oncology

Title

Sales Manager, Oncology

Ipsen Pty Ltd

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

For more information, visit us at https://www.ipsen.com/and follow our latest news on LinkedIn and Instagram.

Job Description

To lead the commercial field activities of promoted oncology brands in Australia. Effectively managing the oncology salesteam day to day operationstoensureoptimalperformance anddevelopuntappedbusinessopportunities forgrowth.

Set and achieve sales and expenditure objectives

• Forecaststateandterritorysalestargetsandexpenditurebudgets.
• Developandadministerincentiveschemeandincentivetargetsforeachcycleforteam.
• Monitorstateandterritoryperformanceagainstsalesandexpendituretargetsandidentify opportunities for growth or corrective action.
• Proactivelygenerateinitiativestocreateaccesstokeycustomersand/oraccounts
• Supportteamtooversee,develop,andexecutekeyaccountstrategiestodrivegrowthand pre-empt challenges.
• Identifyandexecutenewkeyopportunitiestodrivesalesgrowthoneachterritoryandfor own defined customer base.
• Identifybusinessdevelopmentopportunitiestohelpgrowthebusinessonanationallevel and increase customer advocacy.
• Transitionopportunitiestoacustomerstrategyandbeingresponsibleforthe 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.
• Ensurestrongrelationshipmanagementwithidentifiedkeyaccounts.
• Ensurein-depthknowledgeof promoted brandsandtheirvaluepropositions across the sales team.

Lead and develop a high performing sales team

• Inspire,leadandmotivatesalesteam,creatingapositiveteamenvironment
• Fosteracultureofhighperformanceandcontinuousimprovement.
• Identifytrainingneedsofthesalesteamand effectivelyworkwithL&Dtodeliverappropriate training programs.
• Recruit,inductandcoordinatetrainingof Key Account Managers.
• SetandfacilitateachievementofindividualKey Account Managerobjectives, tracking progress and supporting any adjustments as appropriate cycle by cycle.
• EnsurefacetofacecoachingofKey Account Managers.
• Sales Managers should spend approximately 70% of their time in the field with their Key Account Managers 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 Key Account Manager Competency Framework.
• For each field visit, a field coaching form should be completed in Veeva, documenting the mutually agreed development objectives for the Key Account Manager.
• Sales Managers are expected to monitor and encourage their Key Account Managers to meet the expectations of the Operational Standards and ensure that appropriate corrective plans are in place for any non-adherence.
• Assistteamtounlockkeyaccountsbyastrategicandexecutableapproach.
• Ensureretentionstrategiesareimplementedforkeypersonnel.
• Leadbyexamplebysharingsuccessesofowncustomerbaseidentifiedaskeyto the business.

Drive analysis, planning and sales force execution

• Contributetoannualbudget,strategicplanandoperatingplan.
• Leaddevelopmentofaligned,insight-drivenTerritoryBusinessPlans.
• Submitaninformativemonthlyreportthatcaptureskeymarketandcompetitiveinsights and highlights territory successes and challenges.
  Ensurehigh-qualitymonthlyreportsdemonstratingsolidterritory,businessandbrand strategy understanding are submitted by Key Account Managers each month.
• Conductongoingmonthlyanalysisofsalesandactivitydatatoidentifytrends,diagnose challenges and highlight opportunities for growth.
• DriveKey Account Managerterritoryanalysis.
• LeveragetheKeyAccount Management Planstooptimisefieldactivity.
• Drivesalesforcesegmentation,targetingandprofilingactivities.
• Setandachievesalesactivitytargets.
• EnsureoptimalusageandadherencetoCRMsystemsandprocesses.

Develop sales strategy and tactics

• Translateannual Country Brand Operational Plansintospecificsalesactionitems.
• Translatebrandstrategyandmessagingintoacompellingsalescall flow.
• Beanactivememberofrelevant Cross Functional Brand Teams.
• Ensuresalesactivitiesarefocusedontargetedbusinessopportunities
• Ensurerepresentativeactivitiesarealignedtobrandstrategyandpositioning.
• ContributetoIpsenunderstandingofcustomerneeds, key account management processaswellasdevelopmentanddelivery of a compelling value proposition.

Stakeholder Engagement and Influence

• DeliverasuperiorcustomerexperiencebyoptimisingKey Account Managerknowledgeandskills.
• Engageandleveragecrossfunctionalstakeholderstosupportcustomereducationand relationship with Ipsen.
• Engagekeystakeholdersacrossfunctionstoensureknowledgeandinsightsaresharedand reflected in sales strategy and tactics.
• Partnerwithmarketingandmedicalcounterpartstoensure deliveryof Country Brand Operational Plan deliverables and any identified new opportunities.
• Managerelationshipswithownkeycustomerbaseandhaveastrongknowledgeofteam’s customerbasetoaddvalue.

Knowledge, Abilities & Experience

Education / Certifications

• Science/MedicalrelatedorBusiness/Marketingrelatedtertiaryqualifications

Experience

• Experienceinsalesmanagementand/orsalescoaching
• Leadership,peoplemanagementandstrongcommunication,coaching/mentoringskills
• ExtensiveexperienceinsuccessfullysellingPBSAuthoritylistedpharmaceuticalsorsimilarproducts
• Asuccessfultrackrecordandexperienceinpharmaceuticalsales(predominantlyinthespecialtyandhospital setting), preferably within the Australian market

Preferred

• Experienceacrossoncology asatherapeuticarea
• Analyticandinsightgenerationability

We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application.