At EMD Serono, Inc. our strength is our people!About the CompanyEMD 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.
Maintain highest levels of performance in ABD dimensions of success including:- Inspiring and Motivating Others
- Leading and Managing Change
- Team-building and teamwork
- Coaching and Developing Talent
- Business Acumen
- Resource Planning and Decision Making
- Building Relationships and Networking
- Fostering Mutual trust and respect
- Written and Spoken Communication
- Critical Analysis
- Business Oriented Thinking
- Innovation and Creativity
- Self-Motivation
- Self Development
- Flexibility and Resilience
- Living and Leading the Corporate Values
- Optimizing the product portfolio
Education Level & 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 & 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
Competencies (knowledge, skills, abilities, traits)- Demonstration of core competencies in Sales and in leading Sales Teams.
- Ability to quickly grasp and implement business objectives and guide resource allocation
- Excellent at creating a high performance team and maintaining personal effectiveness.
- Strong analytical skills to understand and adjust to trends and market dynamics
- Strong communication, organizational and interpersonal skills
- Self motivated and energetic
- Adaptable and flexible with ability to lead and manage change
- Able to travel up to 80%, may vary based on location.
Click the link below and open the door to the future by submitting your resume today!EMD Serono 0901101
Awards & Recognition
June 2009, The Boston Business Journal recognizes EMD Serono as one of the Best Places to Work! May 2009, The Scientist magazine names EMD Serono one of the best place to work in the life sciences industries! October 2008, EMD Serono Named as a Top Employer by Science Magazine!
