Country Manager Italy

CSL Seqirus

The purpouse of the role is to:

lead, manage and develop the commercial function of the business in the country to maximize short- and long- term revenue and profit in line with portfolio strategy and agreed expenditure targets. The country manager leads indirectly all other functions (medical, policy) that contribute together with the commercial functions to fulfill the vision and strategy and leads to superior performance in Italy.

This position reports to the Cluster Head Central and Southern Europe and has P&L responsibility.

Financial success

• Lead, manage and develop the overall performance of the country organisation, collaborating with global and regional offices to set strategy for the current and future product portfolio.
• Deliver sales and profits within agreed budgets, provide effective leadership of its business divisions, functional groups, and cross functional support teams.
• Manage the forecasting and planning process at the country level including product allocation to optimise revenue and price in line with overall portfolio strategy.
• At a country level, manage the cross functional coordinated approach around policy & vaccines recommendations, market access strategy, commercial and tenders strategy excellence
• Develop, implement and measure the strategic and operational plans for the portfolio, including the annual budget cycle.
• Accountable for the country P&L
• Identifies growth opportunities, develops a vision and implements a strategic growth plan

• Lead the sales, marketing, medical, and business operations teams for integrated customer initiatives to maximise product sales potential
• Represent the organization in meeting with the government and key institutions
• Develop and maintain relationships with senior external stakeholders and thought leaders
• Collaboration with the global pandemic preparedness and countermeasures team synergizing the seasonal with the pandemic vaccines strategy at country level.
• Actively participate in global and regional management meetings, input country needs into global and regional strategic decisions, and gather best practices for use by country functions.
• Proactively shape the country market environment, defend and improve the company's market position and depth of market access by developing strong, trust-based relationships with customers and stakeholders (especially healthcare associations, regulators, patient groups, customers, media, key accounts, and KOLs).
• Communicate clear country business vision and strategy (based on global/ regional vision/strategy) and ensure that these are reflected in a focused and responsive country organization.
• Implements and maintains policies and procedures in line with corporate and local requirements assuming the legal entity representation. Hold the representation of Seqirus and CSL in front of any local stakeholder

• Act as head and public face of the company country organization, ensuring legal and ethical conduct, corporate compliance, and adherence to company guidelines and procedures.
• Strengthen country organisation by developing an excellence-oriented and customer-focused culture, fostering innovation, and building best-in-class teams that fully exploit all market opportunities, and internal systems, programs, and tools.
• Drive top-level talent acquisition, succession planning and development of all associates within the country.
• Actively coach and partner with direct reports to build and implement their development plans, conduct their performance appraisal discussions plans and develop appropriate monitor and control mechanisms, rewards and incentives.
• Ensure the organisation is acting in full compliance with all regulations, code of practice and laws, with special attention to laws 231 and 219.
• Ensure smooth collaboration with all enabling functions
• Ensure close and effective collaboration between the commercial and medical team

• 12 years or more commercial experience in the pharmaceutical industry, preferably in the human vaccine market, in a range of sales, marketing and/or business development positions with a proven track record and P&L responsibility.
• Ability to sustain and develop professional networks in related therapeutic fields of activity. Especially within the country of responsibility.
• Extremely well-developed understanding of country health policy, regulatory and market environments including competitors and competitive intelligence.
• Experience in driving and delivering results in a cross functional environment, including dealing with international partners, customers and other major stakeholders.
• Highly developed communication, negotiation, planning, organisational and interpersonal skills.
• A comprehensive understanding of the vaccine/pharmaceutical market.
• Budgeting and financial management experience.
• Skills to lead people and manage processes to achieve bottom line results.
• Excellent Problem Solving capabilities.
• Strong ability to work collaboratively internally and externally
• In terms of competencies:
  • Thinks beyond and incorporates external factors into business strategy
  • Builds bridges and empowers One-CSL teams
  • Unleashes outcomes and creates an environment of decision making and appropriate risk taking
  • Ignites agility and creates a nimble environment
  • Inspires the future and drives the strategy throughout the organization
  • Cultivates talent and takes proactive steps to secure future talent