National Sales Manager UK Ireland

Recruiter
Tesaro
Location
Gerrards Cross
Salary
Competitive
Posted
09 Aug 2017
Expires
31 Aug 2017
Sector
Sales
Contract Type
Permanent
Position

National Sales Manager UKINOR
Location

Field-based
Reporting Relationship

Commercial Director
TESARO is an oncology-focused biopharmaceutical company dedicated to
improving the lives of patients with cancer. Our team of passionate associates
develops and commercialize safer and more effective oncology supportive care
agents and oncology and immune-oncology therapeutics. We take our responsibility
to patients seriously.

Reporting to the Commercial Director, the National Sales Manager UKINOR will performance manage,
lead and coach a national team of 8 Regional Business Managers across the UK
and Ireland. The NSM will ensure team members (individually and collectively)
achieve budgeted revenue targets whilst developing the annual sales strategy
and setting the KPIs for the sales team.
Key Responsibilities
Job description

Key Accountabilities Include
  • Achievement
    of the annual sales target for all Tesaro products
  • Achievement
    of any other agreed national financial KPIs
  • Management
    of the annual budgeting for sales activities and delivery of expenditure within agreed
    levels
  • Leadership,
    coaching and professional development of approx. 8-14 Regional Business Managers (RBMs) within
    the Tesaro franchise to ensure optimal performance, inclusive of defined monthly
    in-field coaching days
  • Set
    the annual Key Performance Indicators (KPIs) for the sales team and ensure
    these are achieved
  • Formulate
    and gain approval of the annual territory level sales incentives for the
    team and monitor monthly performance to targets
  • Review
    business and adapt territory geographies in line with potential, business
    requirements or new indications
    resulting in changes to RBM FTE's
  • Drive
    account management excellence, review/ approve key account plans and ensure
    completion of Key account activity across functions
  • Ensure
    drive and follow up on cross-functional account planning
  • Work
    with other relevant functional teams to ensure alignment of account
    activities relating to shared HCP relationships and coordinate the
    management of these customers for the mutual benefit of all functions
  • Work
    closely with international HR colleagues to ensure key talent acquisition and
    retention
  • Utilise
    performance management within company guidelines to ensure any identified
    performance issues are dealt with effectively with best outcome for the
    business and in line with Tesaro SOPs
  • Ensure
    the team are fully trained on desired selling model and adhere to the
    model in aspects of their sales calls and activities
  • Drive
    full utilisation of all promotional tools by the RBM's and provide
    training on the effective use of these tools where required
  • Train
    and develop team members in all aspects of territory and account
    management
  • Development
    of the annual sales strategy and in-field tactics in collaboration with
    the Senior Franchise and Customer Manager and medical teams and in
    alignment with the annual marketing plan
??

Drive sales volume by
negotiating, executing and managing commercial contracts within agreed National
Key Accounts and commercial deals with National/regional procurement groups

??

Manage centralised
approval of all product within the top 5 Private providers and insurers
nationally

??

Develop all
relevant national key accounts via
strong relationships, targeting key customers in line with company strategy and
individual customer needs.
  • Ensure
    all team and individual sales activities and interactions with Healthcare
    Professionals (HCPs) are compliant with the country relevant code of
    conduct and relevant internal SOPs are followed
  • Provide
    inspirational leadership to a top performing team
aBILITIES Needed
for Success
??

Excellent leadership
coaching and performance management ability with clear track record of managing
teams in a complex environment

??

Ability to work
effectively both autonomously and within a cross functional team

??

Flexibility and
ability to adapt to continuously changing environment.

??

Robust analytical and
problem solving skills

??

Clear demonstration of
strong commercial acumen and drive to achieve commercial success both within a
team and individually

??

Skilled in
identifying opportunities and threats it business.

??

Proven ability in creating
solutions to benefit from opportunities and mitigate barriers to business.

??

Able to prioritize,
keeping focus and developing actions plans to deliver results in showing
persistence and following up on key activities.

??

Excellent
interpersonal skill with the ability to build good working relations both
internally and externally.

??

Successful track
record of identifying and influencing key decision makers at a national account
level.

??

Results-orientated
with a sense of urgency and customer focus, resilient when overcoming
obstacles.
Minimum Qualifications & EXPERIENCE:??

5 years in a KAM role in the pharmaceutical industry
and hospital sales management in the
specialty care setting

??

Clear demonstration of leading with passion to
build and develop a top performing team

??

Successful expertise in managing accounts and deep
insight into Regional and local healthcare system structures, patient pathways
and the requirements to make TESARO's products available

??

In depth
understanding of key stakeholders for the assigned region and products.

??

Oncology Background
with established KOL Network

??

Demonstrated
successful coaching and mentoring of sales representatives within the
pharmaceutical industry

??

Strong communication
and presentation skills

??

Demonstrated
Negotiation skills

??

Ability to build
strong business relationships internally within the team and externally with
stakeholders

??

Ability to forge
strong customer focus and clear business acumen

??

Demonstrated ability
to achieve professional and business goals

??

Proven experience of
working in a compliant manner and always acting in accordance with relevant
regulations and applicable laws.
Preferred Qualifications and Experience:??

Previous experience
in a commercial role with clear successful outputs in managing national key
accounts and tenders

??

Significant
selling/KAM or commercial experience in the Oncology environment

??

Experience with
product launches in the hospital specialty market (preferably in oncology).

??

Successful experience
of working in a biotech start-up organisation.

??

University degree in
life sciences (Medicine, Biology, Biochemistry, etc.).

??

Good understanding of
the science of oncology products.

??

Further formal
education in business/economics and negotiations.

??

Entrepreneurial
spirit and the ability to foster relationships and effectively represent TESARO
to relevant external stakeholders

??

Proven leadership

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