Associate Director, Sales
Vertex Pharmaceuticals
- Sydney, NSW
- Permanent
- Full-time
- Optimises launch readiness for new products and new indications: key partner of decision-making process by identifying knowledge gaps and providing guidance/recommendations to the Country Manager.
- Ensures launch and execution excellence in Sales by designing and implementing processes and programs to ensure best in class launch planning and execution in alignment with international and global teams.
- Defines, develops and runs insightful reports and dashboards for KAM plan implementation pre & post-reimbursement; develops and follows up on KAM incentive scheme proposals.
- Drives a market insight driven mindset to planning including market studies/analyses e.g. local insights generation, corporate research, brand market research, ensures an integrated sales and marketing strategy and explores potential for new commercial opportunities / initiatives.
- Collaborates with Marketing to implement KAM specific marketing programs and analyses the impact of key marketing programs in the field.
- Enhances CRM system rollout and training in close collaboration with Global Information Services; ensures accurate data collection; optimizes the support tool for KAMs and business reports ensuring account plans to reflect agreed strategies.
- Leads the KAM team to maintain a highly motivated and effective field sales operation including leading KAM learning and development programs with close alignment and support from Director, International Learning & Development, including setting priorities and allocating resources to align with objectives
- Ensures excellence in Key Account Management including continuous improvement of account planning processes and management; support for KAMs with face to face coaching; improves KOL management plan implementation and tracking; and drives tactical implementation of relevant marketing goals to meet aligned SMART outcomes
- Implements company policies and procedures ensuring 100% compliance at all times.
- As a people manager within the organization, may have financial accountabilities and human resource responsibilities for assigned staff.
- Ability to develop and execute strategic sales plans aligned with the organisation's goals and objectives
- High level of analytical skills including experience in development of dashboards, KPIs and measurements to optimise sales performance
- Strong leadership skills to inspire, motivate and lead a sales team towards objectives, including coaching, mentoring and performance management
- Strong project management and organisational skills
- Excellent interpersonal communication skills with a proven ability to build and maintain relationships with key stakeholders and customers
- Comprehensive understanding of pharmaceutical markets, trends, regulatory and legal environment
- Proficiency in CRM tools and techniques to effectively manage customer relationships, combined with strong skills in Excel and/or database management
- Bachelor's degree in life science, business or marketing
- Typically requires significant experience in the pharmaceutical industry in sales, marketing or commercial excellence roles, including experience in sales management and/or sales learning and development/coaching roles, supervisory/management experience, or the equivalent combination of education and experience