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Associate Director, Sales BiosimilarsRef: BBBH4582


Added:14 Jan 2019

Region: Germany

Category: Sales and Marketing

The Associate Director Sales provides leadership and direction to the German retail sales force. This role is part of the German Biosimilar leadership team and will include the development of national strategies with the Regional Director and key functions. The effective tracking of defined KPIs and the team´s performance as well as continual capabilities building will be integral to the future success of the Business Unit. In this constantly evolving arena, the Associate Director Sales will be tasked to maintain a dynamic working culture which continually motivates individuals to perform to the best of their ability.

1. Achieving regional & national sales goals

* Manages and supervises retail sales force and drives performance
* Develops national sales strategies and assures strong execution
* Establishes goals and strategies for each territory for the sales forces
* Assures close cooperation btw. Retail sales representatives, retail DMs, Care+ team and KAMs towards strong team deliveries and local results
* Responsible for an effective and on-track use of assigned sales budget
* Defines and tracks all relevant Sales KPIs
* Sets up sales incentive goals in alignment with national goals and strategy
* Responsible for planning and execution of sales meetings

2. Developing staff and assembling effective teams

* Leverages team members' strengths and identifies areas for development of individuals
* Provides coaching, feedback and advice that is separate from tactical support
* Ensures that each AM and DM has an active development plan
* Prepares and presents effective performance reviews
* Closely tracks implementation of goals and drives performances in the regions and territories across Germany

3. Aligning btw. different commercial functions for commercial success

* As part of the German Biosimilar leadership team, develops national strategies with key functions and Regional Director
* Works closely and effectively with core functions such as Marketing, Market Access and Medical for joint deliveries
* Leads assigned sales driven or cross-functional projects that aim at the success of the retail field force
* Contributes expert understanding of competitive landscape to help shape future direction

4. Organizational

* Ensure compliance with Biogen regulations, SOPs, local laws and code of business conduct
* Set up aligned training concepts and ensure internal trainings


* Min. 5 years of pharmaceutical/health care sales / commercial experience
* Min. 3-5 years proven sales leadership experience in the German market is mandatory
* Anti TNF/Biologics and/or Biosimilars experience desirable
* Proven and sustained track record of reaching and exceeding sales goals
* Proven track record of international influencing and exposure in former roles

* University degree or MBA preferred
* Fluent in German (ideally native speaker)
* Proficiency in English required

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