Area Business Director, Central
EMD Serono

Job Info

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A career with EMD Serono is an ongoing journey of discovery: our 57,000 people are shaping how the world lives, works and plays through next generation advancements in healthcare, life science and performance materials. For more than 350 years and across the world we have passionately pursued our curiosity to find novel and vibrant ways of enhancing the lives of others. EMD Serono is a business of Merck KGaA, Darmstadt, Germany.

Your Role:

You will drive revenues via innovative strategies and tactics: including excellence in customer engagement and account planning. You'll be a market expert having deep market, customer, product and competitive insights. Understand the changing healthcare landscape and strategically adapt to succeed in this ever-changing environment. You will lead the critical charge to ensure the understanding and implementation of the company direction at the area and territory levels. You'll develop and maintain relationships with multiple stakeholders, including physicians, nurses, and practice managers across various practice settings, including major cancer centers. Hire and develop each Oncology Territory Manager (OTM) to achieve maximum individual potential, including excellence in product and disease state understanding, alignment with brand strategy, selling skills coaching, account plan tracking, resource optimization and effective collaboration with co-promotion and alliance partners. Develop Area Business Plans consistent with the business unit strategy. Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing Interactions with Healthcare Professionals, Compliance, Business Conduct and PhRMA. Ensure compliance with all Company, industry and government laws or guidelines regarding ethical standards. You'll be accountable for overall area profit and loss. Assign territory budgets and monitor all area expenditures to ensure optimal ROI, and review and approve all area OTM expenses. Implement annual salary/merit direction according to company compensation guidelines. Conduct field coaching sessions with agreed frequency, including guidance, positive reinforcement, and corrective action where needed. Average three to four days a week in field in line with guidance and expectations with a focus on the execution of accounts plans and competency development to ensure sales growth. Set goals and conduct appraisals to ensure the maximum success for each individual OTM. Establish written objectives that focus on behaviors and competencies that increase territory sales and potential. Plan and execute on a quarterly basis, a strategic area-based plan which serves as the basis for OTM activity and tactics aligned with co-promotion partner. Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans. Identify and assess business and/or personnel related problems which affect an OTM's performance and provide appropriate coaching and corrective action to resolve the problems in a timely fashion. Demonstrates ability to have difficult conversations and holding direct reports accountability including ability to performance manage direct reports. Coordinate training efforts with the Training Manager. Deliver ongoing training and development of OTM to include product knowledge, selling skills, goal setting, planning and analysis, use of marketing tools and clinical information and sales competencies. Maintain a high level of product knowledge and selling skills to assist with team selling on field visits with OTM's. Work collaboratively and manage ongoing communication and tactical coordination with EMD Serono field and headquarters colleagues as well as alliance partners. Demonstrate competency and fluency in business plan writing, team/management communications and presentations. Maintain frequent communication with the National Head of Sales/Senior Business Director. Demonstrate leadership with peer groups and Sr. Management helping to propagate a one team approach to the business. Maintain a high level of communication with external alliance partners. Ability to communicate a vision and expectations to direct reports.

Who you are:

Required:

• B.S., B.A. Degree
• English fluency
• Minimum 10-12 years pharmaceutical experience required healthcare industry with demonstration of successful results
• 3-5 years of experience managing a sales force, preferably in specialty/oncology sales is required
• Experience selling and leading teams with multiple product portfolios
• Success record for building high performance teams and consistently driving and maintaining strong results
• Strong expertise in reimbursement and managed care knowledge
• Ability to quickly grasp and implement business objectives and manage resource allocation
• Experience managing a budget
• Current understanding of pharmaceutical and promotional compliance guidelines and regulations required
• Proficient with Word, Excel & PowerPoint
• Candidate must live in territory: ND, SD, NE, KS, MN, IA, MO, WI, MI, IL, IN, KY, WV

Preferred:

• Advanced degree a plus
• Language skills other than English may be considered a plus
• Launch experience a strong plus
• Management of a co-promote partnership/alliance is highly desirable
• Experience in Oncology Sales/Management is preferred and specialty biologics markets highly desirable
• In-depth understanding of the oncology landscape and market dynamics is highly desirable
• Pharmaceutical marketing experience developing marketing programs and materials for healthcare professionals and patients a plus

What we offer: With us, there are always opportunities to break new ground. We empower you to fulfil your ambitions, and our diverse businesses offer various career moves to seek new horizons. We trust you with responsibility early on and support you to draw your own career map that is responsive to your aspirations and priorities in life. Join us and bring your curiosity to life!

Curious? Apply and find more information at https://jobs.vibrantm.com

The Company is an Equal Employment Opportunity employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law. This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment. Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to their Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because they made a good faith report of discrimination.

Job Requisition ID: 215935

Location: Rockland

Career Level: E - Professional (10+ years)

Working time model: full-time

This job has expired.