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 performance team including Marketing, Medical, Market Access, National Accounts and Communications to achieve goals. Development of 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, sales dollars and sales growth of Fertility products. Responsible for people and task management skills for a diverse field sales force. Responsible to ensure the understanding and implementation of the company direction at the area and territory levels. Develop and maintain relationships with key physician practices, insurers, pharmacies and specialty providers, hospitals and clinics. Ensure compliance to all Company, industry and government laws or guidelines regarding ethical standards.
KEY TASKS & RESPONSIBILITIES:
Sales
- Responsible for achievement of area quarterly and annual sales objectives for Gonal-f
- Responsible for implementation of company and Endocrinology sales direction.
- Responsible for increasing prescription growth with the implementation of sales promotional programs.
- Responsible for increasing the number of prescribing physicians.
- Responsible for developing and implementing Endocrinology Area/Key Account Plans and properly coordinating resources to maximize sales results and be able to present via the Commercial Business Review process.
- Responsible for implementing, coaching and monitoring Selling Disciplines, including pre-call planning, Field Coaching Reports, Reach and Frequency requirements
- Develop Area Business Plans which incorporate overall strategy of the business unit.
Budgeting- Assign territory budgets.
- Monitor all area expenditures to ensure maximizing results and reporting on a regular basis to the SBD.
- Review and approve all area direct report expenses.
- Review KAM salary increases in coordination with the SBD and Company compensation guidelines.
- Hire representatives in conjunction with the hiring team including of SBD and Human Resources.
Performance Management and Planning- Responsible for in field coaching sessions, including guidance, positive reinforcement, and correction where needed. Four of five days a week in field.
- Responsible for goal setting and an annual review to ensure the maximum development for each individual KAM.
- Establish written objectives that focus on increasing territory sales and potential.
- Demonstrate analytical skills in reviewing data, understanding trends, and being able to communicate and present information.
- Coach and challenge KAM account forecasts and assumptions on quarterly basis.
- Provide strategic direction & coaching to KAMs on how to develop business plans and assist with specific account planning strategies.
- Manage the development and implementation of area cross-functional plans with EMD Serono personnel from functional areas as Medical Affairs, Managed Markets.
- Demonstrate leadership in analyzing customer and market trends, providing appropriate feedback and input into the development of sales and marketing strategies and tactical plans.
- Demonstrate performance in defined core competency areas of resource allocation management including account alignment, headcount, and OPEX.
- Implement customer-focused selling approaches that address customer needs and result in the attainment of EMD Serono results. Establish a customer intimacy selling discipline within the area that presents EMD Serono as the company that offers customers an unmatched total solution in product, practice and patient value added services.
- Personally develop and maintain key customer business relationships with top 10 key accounts/Key Opinion leaders within Area and other as necessary.
Training & Development- Coordinate training efforts with the Training Manager.
- Responsible for coordinating 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- Responsible for ongoing communication and tactical coordination with Marketing, Medical, Market Access, National Accounts and Communications.
- Demonstrate competency in business plan writing.
- Responsible for the recruitment, selection and hiring of KAMs in conjunction with Human Resources and the SBD.
- Responsible for maintaining frequent communication with the SBD.
- Responsible for 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.
- Responsible for terminating representatives as appropriate and in accordance with Company policy in conjunction with Human Resources, and the SBD.
- Comply with all company policies regarding confidentiality, contracting, and purchasing activities.
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
Region covers the following territories: Pacific Coast; Central CA/HI; Los Angeles/Las Vegas; Los Angeles; CO/AZ/NM/UT; MO/KS/NE; DallasQualifications
EDUCATION LEVEL AND LANGUAGES REQUIRED
- Bachelor's Degree required. Masters degree desirable but not required.
- English required.
PROFESSIONAL SKILLS, QUALIFICAITONS AND EXPERIENCE- High science orientation.
- Minimum 5-7 years experience in the pharmaceutical/ healthcare industry with demonstration of successful results.
- Proven success managing sales team
- Strong expertise in reimbursement and managed care knowledge highly desirable.
- Demonstrated Key Account/KO: management in a field management position
- Minimum of 3-5 years field experience in significant controlled managed care environment with demonstrated success with pull through initiatives and programs
- Knowledge and application of industry data sources, reports and tools to apply to area, territory, division and account plan designs as well as measures of results for the strategies and tactics implemented.
COMPETENCIES- Ability to quickly grasp and implement business objectives, resource allocation, creating a high performance team and maintaining personal effectiveness.
- May be required to travel up to 80% of time.
Click the link below and open the door to the future by submitting your resume today!EMD Serono 0901361