Regional Sales Manager (Central West), Ophthalmics

Sun Pharmaceuticals Industries Inc. is the fifth largest generic pharmaceutical company in the world, and is rapidly building a branded product presence globally and specifically in Canada. Sun Pharma Canada Inc. has a team of 70 plus employees and a portfolio of 5 commercial products in the Innovative Medicines business and a pipeline of molecules in development. Our goal is to continue to develop and market quality products that bring value to our customers and ultimately help patients.

At Sun Pharma Canada Inc. we believe our people are an invaluable asset. Our culturally diverse workforce is one of our biggest strengths, along with the rich experience they bring across varied skill-sets. We are proud that our global workforce is bound by our common values:

Humility. Integrity. Passion. Innovation

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 Ophthalmic 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 Medical Dermatology 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 in all regions across Canada

• Lead Territory Manager training 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, Marketing 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 that Sales Territory Managers understand and are accountable for product sample management including: tracking, storage, inspection, distribution and disposal of in accordance with Sun Pharma Canada SOP standards

• 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

• Region includes Central Western Ontario and Western Canada.

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

Required

• Minimum Bachelor’s degree

• Minimum of 10 years of pharmaceutical sales and/or account management experience, including 3–5 years of people management experience.

• Proven track record of sales and/or account management experience

• 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

• Proficiency in working with MS Office in Windows Environment

• Must have a valid driver’s license and be willing to travel 25-30%

Preferred

• Marketing experience is an asset

• Experience in Ophthalmics is an asset

• Bilingual in English and French is an asset

Top Behavioural Competencies:

• Strong and clear communicator

• Drive for Results

• Consistently achieves results, even under challenging circumstances

• Business Insights

• Applies knowledge of business and the marketplace to advance the organization’s goals

• Action Oriented

• Takes on new opportunities and challenges with a sense of urgency, high energy and enthusiasm

• Decision Quality: Makes good and timely decisions that keep the team and organization moving forward

• Collaborates: Builds partnerships and works collaboratively with others to accomplish shared objectives

• Strategic Mindset: Sees ahead to future possibilities and translates them into breakthrough strategies

• Customer Focus: Builds strong customer relationships and delivers customer centric solutions

Working conditions

• General office conditions.

• Ability to travel, with overnight stays as needed

Physical requirements

Hybrid role

Direct reports

Territory Managers

This posting is for an existing vacancy.

The presently-anticipated base compensation pay range for this position is $170,000 to $208,000. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of the IC Commission Plan and eligible for fleet vehicle. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; RRSP savings plan; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.

The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of the incumbent(s).

We provide equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, ethnic origin, citizenship, ancestry, sex, age, marital status, family status, physical or mental disability, gender identity, gender expression or any other ground protected by applicable human rights legislation.

The Company uses artificial intelligence to screen, assess or select applicants.

Notice to Agency and Search Firm Representatives:   Sun Pharmaceuticals Industries, Inc. (Sun) is not accepting unsolicited resumes from agencies and/or search firms for this job posting.  Resumes submitted to any Sun employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Sun.  No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.