Area Sales Manager, Denmark

Description

Celgene is a global biopharmaceutical company leading the way in medical innovation to help patients live longer, better lives. Our purpose as a company is to discover and develop therapies that will change the course of human health.  We value our passion for patients, ​quest for innovation, spirit of independence and love of challenge. With a presence in more than 70 countries, and growing - we look for talented people to grow our business, advance our science and contribute to our unique culture.

Purpose:

The area sales manager (AM) Denmark has 3 core responsibilities:

• Accountable for the overall sales performance in Denmark of all Celgene haematology products
• Managing the combined Danish haematology sales (KAM) team
• Leading the operational roll out of the market access initiatives in Denmark

Responsibilities include, but are not limited to:

1. Being accountable for the overall sales performance in Denmark of all Celgene haematology products:

• Assisting in the recruitment and training of sales staff
• Having a visceral understanding of all key drivers in the Danish market including KOL influence, market access aspects, regional/local non-clinical stakeholders & competitive activities
• Using this insight to develop & own the Danish strategic & tactical disease plans and updating these twice a year (detailed & quick revision)
• Based on these plans setting annual sales budget and targets in agreement with the Nordic S&M Director and ensure these agreed targets are met
• Overseeing development & implementation of sales and key account management plans (territory plans) by the Danish KAM team
• Managing the operational roll-out of signed market access contracts
• Monitoring team sales performance & actively communicating progress versus plan to KAM team, as well as the Nordic S&M director both on a weekly (summary), as well as a monthly basis (detailed including root-cause-analysis & risk mitigation plan)
• Communicating on a frequent basis with the Nordic head of RMLs to ensure alignment between KAM & RML activities for maximum impact in Denmark
• Setting, monitoring & being accountable for the yearly/quarterly sales forecast of the Danish market and reporting any deviation to the sales & marketing director
• Setting, monitoring & being accountable for the yearly/quarterly expenses budget of the Danish KAM team and reporting any deviation to the sales & marketing director
• Managing the entire sales incentive plan (SIP) process for his/her team
• Being responsible for the relationship & communication with distributor/pharmacies in Denmark ensuring uninterrupted supply & appropriate service levels
• Ensuring all promotional activities and items are in accordance with the Danish pharmaceutical code of conduct and the Celgene code of practice

2. Leading the operational roll out of the market access initiatives in Denmark:

• Roll out the pay for performance agreements signed with the counties together with the KAMs
• Provide strategic input to our market access manager to achieve successful market access of our products in Denmark
• Work in a cross functional matrix with external affairs, medical and marketing colleagues to support the successful commercialisation of Celgene’s products
• Build a network of contacts with all key stakeholders related to market access across Denmark
• Monitor activities in RADS, Amgros and KRIS and act according to their decisions

3. The AM Denmark also has specific governance responsibilities:

• Chairing the monthly Danish country team meetings attended by the Danish KAMs & RMLs, but also invited relevant internal stakeholders (marketing, medical affairs, market access, corporate affairs, …)
• Being a standing member of the extended management team (EMT of the Nordic organisation)
• Reporting to the core management team (CMT of the Nordic organization) the business cases to obtain endorsement for the necessary investments
• Depending on the KAM task distribution he/she could be an active member of one of the Nordic disease teams and/or assigned to European projects

Skills/Knowledge Required:

• University degree in science, medicine or pharmacy or comparable education
• Minimum 5-10 years sales, marketing and management experience within the pharmaceutical industry, preferably in the specialised hospital business (either haematology or oncology is a must)
• Strong language skills in both English and Danish (other Nordic languages are an advantage)
• Network of relevant KOLs in the relevant disease area is an advantage

Core Competencies:

• Proven track record as a self-starter, entrepreneur - seeing opportunity & ready to tackle challenges
• Proven track record of being commercially successful
• Proven track record of field force (sales) management
• Proven track record of effective interpersonal skills, ability to provide performance feedback, strong written and verbal skills, excellent presentation skills, an effective evaluator of performance and analytical ability
• Potential to take on more senior roles in the organisation in the short to medium term
• Team player including proven strength in cross-functional teams (medical affairs, market access & corporate affairs)
• Willingness to travel extensively in Denmark, as well as the other Nordic countries

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