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Sales Manager Dermatology


Aline Vandermeeren
Recruiter
+32 16 30 95 09


Job description

Manage, support and motivate Immunology Product Specialists in the field, with the purpose to execute Immunology sales plan and develop/increase consequently Immunology products market share and sales. He / she operates in full adherence to AbbVie Code of Conduct.

Key interfaces:

  • Internal :  Medical Director, Immunology Medical Advisor, CRA’s.., Immunology Brand Mgrs, Immunology Project Mgrs, Direct reports – Product specialists, Finance Director, HR Director
  • External: KOL’s, Hospital Pharmacists, Any other key stakeholder identified (nurses, …)


In this role you will be accountable for:

People Management

  • Manage Performance: coach, train and manage each representative in order to achieve goals set, reward and recognize high-performing product specialists, manage non-performers appropriatel
  • Define and communicate performance standard and measures to monitor these standard
  • Give honest feedback re the performance of Product Specialists on a regularly basis
  • Support Product Specialists through counselling and coaching to realize objectives, develop people and ensure business success
  • Organize and chair sales team meetings, to support execution of the cycle promotional campaign & Sales Action Plans
  • Achieve all training goals set for each product specialist to achieve high level of expertise re products and market
  • As part of PEx, define growth plan for each Product Specialist & monitor progress
  • Whenever required, hire new Product Specialist and organize appropriate training

Monitoring and reporting of sales activities

  • Complete annual goals review for each product specialist
  • Define and agree actions plan for each product specialist & review progress
  • Monitor activity reports through Teams
  • Report core sales activities and events, market trends, competitors activities, any market intelligence collected
  • Monitor expenses within allocated budget
  • Gives constructive feedback to the marketing management re the acceptance of promotional tools and campaigns.
  • Leads key account mgmt (KAM) process and monitors implementation

 Business Relationships

  • Establish productive business relationships with opinion leaders, key customers decision makers and any other key stakeholder identified
  • Visit customers to understand the market demands, product needs and detect present or future impact on the pharmaceutical market
  • Ensure that all activities are in-line with local business regulations and AbbVie business code of conduct

Sales plan execution

  • Develop yearly Sales Action plan, implement and monitor impact
  • Ensure that yearly and cycle sales plans are fully implemented 
  • Monitor KPI’s and evaluate plan implementation and outcome in order to achieve objectives / or set up corrective action plan
  • Define sales target per territory and communicate these to product specialists
  • Make recommendation re the bonus plan system on a cycle basis.


Profile

  • A minimum of 5-year experience
  • Knowledge of Immunology-Dermatology and / or hospital experience would be a plus
  • Trilingual: French, Dutch and English
  • Strong people management skills: can guide and motivate a team in a way that team members get involved and act with integrity. Experience in recruiting and training a new team, incl fostering a strong culture, is a strong advantage.  
  • Drive for results.
  • Strong understanding of digital sales tools and channels & proven ability to foster digital mindset within team.  
  • Transparency: Able to share information openly and to provide ongoing feedback.
  • Adaptability: Demonstrate flexibility, autonomy and good resistance to stress.
  • Creative and opportunity driven, even in a restrictive and very competitive environment
  • Business sense: Understand relevant market developments, trends in the industry and their impact on the business.
  • Analytical skills: resulting in productive comments, feedback and actions.
  • Strategic thinking and pro-activity: take initiatives without being prompted.

Apply now for Sales Manager Dermatology

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