Regional Sales Manager Biologics

Job purpose

To achieve and exceed sales performance, objectives and operating profit for improved patient outcomes through a highly skilled, high performing team of people meeting the business demands and living the Sun Pharma Canada Inc. values

Duties and responsibilities

Financial Planning & Control

• Annually prepare budget proposals for Biologics Sales Division promotional spend. Support forecasting activities to ensure alignment on revenue objectives
• Control expenditure against budget in line with P&L responsibility
• Justify budget proposals, project expenditure and ROI on Regional plans and working with Director, provide input into the annual Sales incentive plan in order to drive the right behaviours and recognize strong performance against established targets
• Lead the cross-functional process of developing regional business plans to make sound and differentiated business decisions while aligning and sharing best practices across the regions ensuring alignment with the Marketing plan of action
• Execute and follow up on regional plans and allocate costs and resources effectively. The RSM must understand and shape market opportunities for future growth and performance

Data and Analytics

• Provide monthly updates on sales, growth, and other key performance metrics for the Biologics team across Canada including nationally, provincially, regionally and territory
• Work closely with Commercial Operations to assess sales data (Patient Benefit program data, TSA, GPM, X-Ponent, In-Market or X-Factory) and insights to drive initiatives in alignment with marketing plans
• Exercise due diligence and analytical assessment in activity planning based on an ROI driven mindset

Leadership of sales team

• Work with Talent Manager and HR to hire strong, qualified Territory Managers
• Define and develop a high performance team across Canada
• Support Territory Manager with training, onboarding of new hires and management of the selling model
• Define and monitor sales performance across Canada
• Coach and mentor Territory Managers to ensure a highly effective team
• Create conditions/environment so that people deliver results and realize their potential
• Evaluate team member skills, competencies, and engagement in order to optimize performance and build a high performing team
• Lead and involve individuals in the setting, implementation, and follow up of personalized development and performance
• Establish consistent operating norms for the team including but not limited to: communication, collaboration, national and regional meetings

Collaboration

• Work closely with Commercial Operations and Medical teams to ensure alignment of respective plans of action
• Ensure collaboration with MSL team to develop key stakeholder strategies
• Feed into the planning and development of communication and market access strategies to support the promotion of brands, including measurement and definable outcomes
• Responsible for supporting cross-functional plans and progress, addressing key issues as they arise and ensuring integration into overall strategy.

Quality Assurance and Organizational Compliance

• Ensure compliance with, and that Territory Managers are trained on appropriate SOP’s, Sun, & IMC guidelines

General

• Participate in personal development and training sessions
• Work in a safe manner that does not endanger self or co-workers
• Strive to consistently uphold Sun Pharma’s core values
• Directing one-to-one communication with physicians and health care professionals in support of approved product indications
• Contacting medical professionals and competitively explaining features and benefits of products offered; including managing objections
• Planning and organizing speakers’ programs and other peer to peer activities in territory in partnership with Medical
• Leading Territory Manager implementation of Lunch and Learn plans
• Communicating competitive market intelligence to brand teams and management
• Timely and accurate completion of all administrative expectations
• Responsible for complying with Canadian drug regulations (Health Canada. Innovative Medicines Canada regulations and Sun’s Policies) relative to field drug promotion
• Management Region includes Ontario & Quebec, with lower level support of functional duties across country (CRM management, Sales Target projections, OLA management)

Additional responsibility (Only applicable to customer facing roles)

Report any adverse event received from customers for company products to the pharmacovigilance department / Drug Safety on the same day or within 1 business day

Qualifications

• B.Sc. and/or Business degree
• 15+ years pharmaceutical sales / account management experience is required
• Proven track record of sales and/or account management experience
• Marketing experience is an asset
• Successful sales leadership of product launches and strategic planning incorporating broad elements of the promotional mix
• Experience of adaptation and implementation of corporate strategies to best fit local market needs
• Expert in sales resource planning to ensure delivery of commercial goals including targeting, segmentation and positioning
• High level of experience in monitoring performance vs, expectations across a range of KPIs
• Experience of influencing successfully in a complex organization
• Experience in Dermatology is an asset
• Bilingual in English and French is an asset
• Proficiency in working with MS Office in Windows Environment
• Must have a valid driver’s license and be willing to travel

Working conditions

General office conditions.

Ability to travel, with overnight stays as needed

Physical requirements

Field based role

Direct reports

8 Territory Managers