You will be responsible for the commercial strategy, mainly with pharmacist procurement groups and wholesalers, of CSL Seqirus vaccines in France, with the aim of improving sales performance and people leadership, in order to exceed sales, growth and profit targets. Your role ranges from:
- Defining CSL Seqirus' sales strategy in France.
- Executing it by building long-term commercial partnerships with key customers across different market channels
(procurement groups, wholesalers, public and private hospital tenders)
- Overseeing its execution by the sales team
- Working closely with the Seqirus cross-functional team in France.
You will effectively manage a dedicated third-party sales team and a KAM (to be recruited). You will comply with pharmaceutical regulations, the French Public Health Code, legal obligations, company strategy, internal operating rules and procedures and professional ethics. You respect and ensure compliance with the medical sales representatives' charter and current standards.
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Lead Commercial Strategy implementation
- Working with the cross-functional team (marketing, medical, customer operations), you will contribute to the development of long-term, annual and triennial sales strategy and forecasts.
- Build a customized and compelling strategy, as well as a value proposition for each customer segment (buying groups, wholesalers, public and private hospital tenders, individual pharmacists, nursing homes...) to maximize total growth in volume and value.
- You are responsible for recommending and implementing the tendering strategy of the procurement groups and wholesalers, to ensure the development of existing or new accounts, understanding the customer context, identifying development and growth opportunities.
- Develop a budget and implement a resource plan to meet annual and long-term plans.
- Contribute to the customer experience strategy for CSL Seqirus, to be the preferred partner through strong customer relationships and professional, innovative solutions.
- Collaborate cross-functionally to share market intelligence, achieve customer satisfaction and implement brand strategies.
Lead the Third-party Sales Team Performance
- First point of contact for the third-party sales managers, monitoring performance and activity throughout the year and overseeing the team's performance against the contract.
- Develop strong relationships with the third-party sales team to influence sales results, gaining customer insight through the field team, identifying further business or growth opportunities, to ensure the sales team's performance meets and exceeds their sales targets.
- Works closely with regional management to establish sales plans (including customer segmentation, targeting, call plan...) and objectives (incentives plan) by cycle to generate sales growth and team commitment.
- Responsible for the development and flawless execution of the sales plan, considering the multi-
channel landscape and the evolving healthcare environment.
- Seamless communication with sales operations and marketing to ensure total alignment.
- Develop processes and solutions to improve sales team effectiveness and customer experience.
Requirements
-Bachelor's degree in a scientific or business field
-More than 10 years' experience in the pharmaceutical or healthcare industry (including generics or wholesaling) including 5 year of team management
-Experience in negotiations with pharmacy groups and wholesalers.
-Experience in developing annual sales plans • Knowledge of the pharmaceutical market and regulations
-Proven leadership and management experience
-Fluent in French and English both spoken and written
About CSL Vifor
CSL Vifor aims to become the global leader in iron deficiency and nephrology.
The company is a partner of choice for pharmaceuticals and innovative patient-focused solutions across iron, dialysis, nephrology and rare conditions. CSL Vifor strives to help patients around the world with severe, chronic and rare diseases lead better, healthier lives. It specializes in strategic global partnering, in-licensing and developing, manufacturing and marketing pharmaceutical products for precision patient care.
For more information, please visit viforpharma.com
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