Area Business Director - Central West-1000042 - EMD Serono

Location: Saint Paul, MN
Categories: Sales
Website: https://merckgroup.taleo.net/careersection/2/jobdetail.ftl?lang=en&job=1000042

Position Description

At EMD Serono, Inc. our strength is our people!

About the Company

EMD Serono, Inc., an affiliate of Merck KGaA, Darmstadt, Germany, is a leader in the US biopharmaceutical arena, integrating cutting-edge science with unparalleled patient support systems to improve people’s lives. The company has strong market positions in neurodegenerative diseases, MS and endocrinology. EMD Serono is also a leader in fertility treatments. With a clear focus on the patient and a leadership presence in the biopharmaceutical industry, EMD Serono’s US footprint continues to grow, with more than 1000 employees around the country and fully integrated commercial, clinical and research operations in the company’s home state of Massachusetts.

Description

Directly responsible for the management and profitability of the area business unit and its Key Account Managers (KAMs) through effective implementation of objectives, strategies and tactics. Participate as a key member of a high performing team including Marketing, Strategic Accounts, Medical Operations, Managed Markets, and Communications to achieve the goals and objectives of individuals and the team. Hire and develop each KAM to achieve his/her maximum individual potential, resulting in the achievement of key results such as an increased prescriber base of physicians, prescription growth, unit growth, and market share advancement of Neurology products. Accountable for people and task management skills for a very diverse field sales force. Lead the critical charge to ensure the understanding and implementation of the company direction at the Area and territory levels. Develop and maintain relationships with key physician practices, hospitals/clinics, and patient advocacy organizations. Ensure compliance with all Company, industry and government laws or guidelines regarding ethical standards.

Sales:

• Achievement of area quarterly and annual sales objectives.
• Implementation of company and NE US sales direction.
• Hire, coach and retain top KAM talent.
• People development and Sales coaching focused on:
• KAM competency development
• Increasing prescription growth with the implementation of sales promotional programs.
• Increasing the number of prescribing physicians.
• Monitoring the development and execution of Key Account Plans and resource deployment to maximize sales results and to ensure unit growth.
• Develop Area Business Plans which incorporate overall strategy of the business unit.
• Lead effective execution of corporate objectives, strategies, and tactics with a multi-product portfolio.
• 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.

Budgeting:

• Assign territory budgets.
• Monitor all area expenditures to ensure optimal ROI.
• Review and approve all area KAM expenses.
• Implement annual salary/merit direction according to company compensation guidelines.
• Accountable for overall area profit and loss.

Performance Management and Planning:

• Conduct field coaching sessions, including guidance, positive reinforcement, and corrective action where needed. Average three to four days a week in field in line guidance and expectations.
• Set goals and conduct appraisals to ensure the maximum development for each individual KAM.
• Establish written objectives that focus on increasing territory sales and potential.
• Plan and execute on a quarterly basis, a strategic area- based plan which serves as the basis for KAM activity and tactics.
• Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans

Training & Development:

• Coordinate training efforts with the Training Manager.
• Deliver ongoing training and development of KAM to include product knowledge, selling skills, goal setting, planning and analysis, use of marketing tools and clinical papers.
• Maintain a high level of product knowledge and selling skills to assist with team selling on field visits with KAMs.

Communication:

• Manage ongoing communication and tactical coordination with Sales Leadership, Marketing, Medical, Managed Markets, Strategic Accounts, Communications, and co-promote partners.
• Demonstrate competency and fluency in business plan writing, team/management communications and presentations.
• Maintain frequent communication with the Executive Business Director.
• Identifying and assessing business and/or personnel related problems which affect a representative’s performance and provide appropriate coaching and corrective action to resolve the problems in a timely fashion.
• Terminating representatives as appropriate and in accordance with Company policy in conjunction with Human Resources, EBD and/or the VP of Sales.
• Demonstrate leadership with peer groups and Sr. Management helping to propagate a single (ONE) team approach to the business.

Qualifications

EDUCATION LEVEL AND LANGUAGES REQUIRED:

• Bachelor’s Degree required. Masters degree desirable but not required.
• A valid and active driver’s license is required for this position.
• English required. Other language skills may be considered a plus.

PROFESSIONAL SKILLS, QUALIFICATIONS AND EXPERIENCE:

• High science orientation.
• Minimum 5-7 years experience in the pharmaceutical/ healthcare industry with demonstration of successful results.
• Minimum of 3-5 years of experience managing sales force, preferably in specialty sales.
• Experience in the Multiple Sclerosis, Neurology, CNS and specialty biologics markets highly desirable.
• Strong expertise in reimbursement and managed care knowledge highly desirable.
• Experience selling and leading teams with multiple product portfolios.
• Launch experience
• Managed a co-promote partnership
• Understand local market conditions
• Home Office/Headquarter experience is a plus

Click the link below and open the door to the future by submitting your resume today!

EMD Serono 1000042