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National Sales Manager – IBD

Apply Now Job ID R0000614 Date posted 04/10/2018 Location:Brussels, Belgium

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Job Description

Are you looking for a patient-focused, innovation-driven company that will inspire you and support your career? If so, be empowered to take charge of your future at Takeda. Join us as a National Sales Manager - IBD in our Brussels, Belgium office.

Takeda is a global pharmaceutical leader with more than 30,000 professionals working together across more than 70 countries. We have an unwavering dedication to put people first and we live our values of Takeda-ism: Integrity, Fairness, Honesty, and Perseverance. We are united by our more than 230-year legacy of research-based pharmaceuticals and our mission to strive toward Better Health and a Brighter Future for people worldwide through leading innovation in medicine.

Here, everyone matters and you will be a vital contributor to our inspiring, bold mission. At Takeda, you will make an impact on people’s lives – including your own.

A Typical Day Will Include:

As a National Sales Manager – IBD working on the IBD Team, you will be empowered to lead, manage, coach, support and motivate the KAM team to achieve sales targets, to interact and engage with the stakeholders to create excellent customer experiences. You will also ensure excellence in execution of the national strategy and tactics for promoted brands and give regularly feedback and insight from the field to the relevant internal interfaces. You will be responsible for successful and timely creation and implementation of Key Account Plans within allocated budget and in full adherence to Takeda Code of conduct and values.

Accountabilities

People Management

  • Coaches, trains and develops each KAM in order to achieve quantitative and qualitative objectives, rewards and recognizes high-performing people, develops talents and manages non-performers appropriately
  • Defines and communicates performance standards and measures to monitor those standards
  • Gives honest feedback on the performance of KAM on a regular basis
  • Organizes and leads KAM meetings, to support excellence in execution of the national strategy and tactics and KA plans
  • Achieves all training goals set for each KAM to achieve high level of expertise on brands and market
  • Sets yearly individual objectives for each KAM, continuously monitors (quality conversations) and assesses 2 times a year the achievement in the appropriate tool
  • Develops a coaching plan, development plan and training plan for each KAM
  • Organizes team review meetings with N+1 at least twice a year
  • Whenever required, hire new KAM’s in collaboration with N+1 and HR department

Sales Planning

  • Based on national strategies/tactics, support, review and approve the creation of KA plans for each KAM before the beginning of the new fiscal year
  • Communicates quarterly sales objectives and bonus pay-outs to the KAM

Implementation

  • Ensures excellence in execution of the national strategy and tactics for promoted brands and of the national KA plan at KAM level :
  • Ensures that the right customer is seen at the right frequency with the right brand and the right information in respect of the call plan, the product mix and the priorities defined in each cycle meeting
  • Ensures that the team members interact and engage with the stakeholders to create excellent customer experiences
  • Supports the KAM in the digital transformation and the use of the new cross-channel go-to-market model
  • Monitors and supports the execution in due time and closes follow-up of all actions included in the operational plans for each product in promotion
  • Organizes and leads KA meetings to review regional performance, action plan status and decides corrective actions if needed
  • Focuses energy, time, and resources in function of business priorities and types of customers (KOL, SP, Nurses, Hospital Pharmacist)
  • Resolves differences between individual goals and organizational priorities whenever they occur and manage the exceptions
  • Regularly participates in regional, national and international business events for products in promotion
  • Establishes productive business relationships with opinion leaders, key customers decision makers and any other key stakeholders

Monitoring and reporting of sales activities

  • Ensures that each KAM respect the CRM rules
  • Reviews and monitors progress of agreed KA plans (inclusive respect of the call plan frequency – CFAR)
  • Reports core sales activities and events, market trends, competitor’s activities, any market intelligence collected
  • Monitors expenses within allocated budget
  • Provides market and competitive intelligence to the relevant internal interfaces, based on input from his/her team members and own customer/field contacts
  • Gives constructive feedback to the marketing regarding the acceptance of promotional tools and campaigns. Plays an active role in creating of new marketing material
  • Ensures that all activities are in-line with local business regulations and Takeda business code of conduct and compliance rules

Effective team and cross functional working internally and externally

  • Actively contributes to the brand teams
  • Develops effective and constructive working relationships throughout the Business Unit and Takeda LOC in general and with the IBD Brand Team, Takeda Market Access department and Takeda Medical Department in particular, as with IBD colleagues from EUCAN and Global.
  • Provides sales insights to develop training material, strategy and tactics.

Communication

  • Develops and maintains strong, effective and constructive team relationships and KOL networks by taking a leadership role in the communication and liaison between all pertinent external customers;
  • Ensures effective communication with all relevant internal and external key stakeholders;
  • Identifies and raises relevant issues, and proposes potential solutions, through the appropriate internal and external channels;
  • Achieves best-in-class customer focus with significant dedicated time for regular interactions with customers
  • Implements cross-channel innovative communication approaches to customers

Capabilities:


Technical Expertise:

  • Master (scientific orientation is an asset) or equivalent combination by education and experience
  • At least 5 years of successful experience as FLM or Sales manager, inclusive in Specialty Care.
  • Agile in using social media and new digital technologies (as well as willing/ready to learn new ones)
  • Practical use of CRM system and other dedicated applied software
  • Drivers Licence B
  • Fluent (written and spoken) in Dutch and/or French (depending on the region), capacity to understand the written and oral 2nd national language as well as English
  • Knowledge of the assigned brands, diseases and markets is an asset

Other key capabilities

  • Passion, Personal drive to follow-through plan and excel
  • Business acumen and entrepreneurship to develop a commercially robust plan that exceeds customer expectations, analytical thinking, problem solving, change management skills
  • People management, use of several leadership styles, coaching skills, selling skills (capacity to influence, to engage customer, to sell products and to build business relationship), communication skills (ability to engage both external and internal customers)
  • Outside thinking rather inside focus; advocating patient and HCP perspective into the organization
  • Understanding the IBD environment and business model where the brand/s operate including working with a KAM model
  • Willingness to spend high amount of time with customers
  • Analytical, converts information into insights; monitoring market trends, uncovering unmet needs, identifying risks, barriers and opportunities at national level
  • Innovative, develops new ways of working and uses these to differentiate from competition
  • Desire to put people first and demonstrate the values of Takeda-ism

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