罕见病事业部全国销售总监

Title:

罕见病事业部全国销售总监

Company:

Ipsen (Shanghai) Trade Co., Ltd

 

About Ipsen:

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:

Business Leadership:

-Provide clear and timely direction on broad business objectives and sales strategies to facilitate alignment of individual goals;

- Collect, analyze, interpret and share relevant market information, including competitor

and sales data to support the identification of sales and customer opportunities;

- Monitor performance against agreed sales; expenses; ROI; business/account plan

execution; contact plan; customer satisfaction metrics – highlighting issues and taking appropriate actions;

- Regularly review and update business/account/ customer plans;

- Participate and contribute to cross functional work.

- Sell BU products within a territory

- Understand customers' needs and market potential, and set direction, strategies

and plans to expand market and realize market potential

- Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements

- Analyze sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities

- Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products

- Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments

Customer Relationship Management:

Develop customer value propositions;

- Identify and build meaningful business relationships with key customers throughout the distribution chain;

- Sets clear expectations for the team to own their customer database;

- Review customer database to ensure duplications are eliminated and new customers are included;

- Plan resources and activities on accurate and up to date databases;

- Set clear expectations on what is the minimum information required on the customer;

- Regularly review customer profiles and information to help build stronger customer relationships.

- Help identify and target resources / activity on high potential customers in a given geography / account.

- Develop comprehensive working knowledge of market drivers and key stakeholders

– identify customer and business opportunities / threats;

- Ensure representatives are trained on all business systems used in the day to day running of their business;

- Ensure representatives are trained and buy-in to Customer Targeting process;

- Individual demonstrates knowledge and understanding of current issues and trends / implications

- Appropriate customer information is identified, collected, analyzed and shared with relevant stakeholders across the business.

- Develop and maintain strong relationships with all levels of customers to achieve high levels of customer satisfaction

- Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes

- Direct the development/implementation of strategies and plans to increase

customer satisfaction, confidence and loyalty

- Design innovative customer support services/tender arrangements including initiatives and optimal use of company value-added services

- Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve

performance

- Ensure compliance: customer issues/complaints are attended to promptly and professionally to customer's satisfaction

- Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties Effective performance management of individual direct reports tackling performance cases early to avoid problems occurring;

- Objective setting of direct reports with regular reviews and appropriate development plans in place;

- Talent management

- Coaching representatives around specified development areas particularly associated with selling skills, access, customer and brand knowledge;

- Management of poor performance;

- Absence management;

- Recruitment and development of colleagues with appropriate skills, knowledge and experience particularly around brand, customer knowledge and excellence in selling skills;

- Leading by example and demonstrating key values at all times;

- Regular feedback on performance.

- Ensure team consists of an appropriate mix of skills and abilities to optimize team performance

- Ensure an appropriate succession plan is in place; ensure we have adequate supply of talent to both the sales and marketing organization

- Develop strong teamwork, and cooperation in the team and with other functions

through effective leadership

- Develop employees to build confidence and empowerment in dealing with

customers issues; establish clearly defined boundaries for resolving issues

Performance Measures:

Delivers against National Portfolio plan objectives, contributing to total affiliate plan delivery.

- Contributes towards Gross to Net deliverables i.e. trade deductions

- Monthly FF Management report on national review and trend analysis

- Ensuring adherence to IPSEN policy and compliance requirements in the execution of all tasks

-Market access, Patient safety, Marketing, PT&E, other SOPs

- Sell franchise products within a territory

- Understand customers' needs and market potential, and set direction, strategies

and plans to expand market and realize market potential

- Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements

- Analyze sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities

- Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products

- Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments

​

Requirement:

Education / Certifications:

Preferably Life Science graduates, e.g. clinical medicine, pharmacy, + Post-graduation Degree in Business Management from premier institutes.

Experience :

· Minimum10+ years of work experience in sales, from Pharma, Healthcare & Life Science industry,out of which 3+ years as a people manager/supervisor.

· Candidate should be with good performance track record, good in people management, interpersonal & leadership skills, ability to manage multiple stakeholders, strategic thinking and good execution skills

Languages:

• Mandarin, English

Technical Competency:

• Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.

• Strong interpersonal skills with an understanding of people management – motivation, coaching and development

• Commercially astute with strong business acumen

• Computer literate including manipulating Excel spreadsheets, PowerPoint, Word,

• Risk taking / Judgement / Innovation

• Change Leadership

• Implementation/execution skills

• Strong Performance Management capability

• Metric development, monitoring and control - preferred

• Negotiation skills – internal and external

• An understanding of how to develop and use customer insight – preferred

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.