National Sales Manager (NSM) Speciality Care & Retina - Austria
In this role you will lead, motivate and inspire the Sales Force team to maximize it’s contribution, performance and individual development.
You will ensure excellent territory team work; deliver, communicate and support marketing strategies that ensure the short, medium and long-
term success of the Business Unit. You will create learning opportunities and support activities in line with the business focus.
1) Sales Force Management
Effectively recruit, train, motivate and inspire Reps to deliver and exceed set targets.
Work closely with the PRAM / CAM to ensure that service development objectives are met.
Coach and develop effective selling skills in line with company strategy and IIBAC through coordination with the Training Manager.
Monitor and review territory performance regularly, and provide clear direction with regard to under performance or over performance.
Ensure all Reps’ actions / activities meet Code of Practice and Allergan SOPs.
2) Financial Objectives and Drive for Results
Work closely with Product Manager and BUD / BUM to ensure successful planning and implementation of tactical plan.
Assist individual Reps in the development of territory sales and business plans.
Implement and monitor sales force budget spend, exploit all opportunities for efficient and effective spend.
Conduct regular territory business reviews in order to focus activity (call rates) and resource (use of RAM / RSS / BC resources and cash input).
Undertake Market Development activities in association with colleagues.
Lead tenders in the relevant region, if any.
3) Key Account management
Develop operational plans for Key Accounts at hospital / clinic level to ensure assessment of potential and appropriate allocation of resources (e.
g. segmentation, selling effort, education / training, scientific support, funding / reimbursement). All plans will be developed in consultation with the BUD / BUM.
Brief, influence and organize Product Specialists to deliver activity in Key Accounts as per the agreed operational plan.
Monitor and report progress versus the plan in each Key Accounts to ensure management and delivery of contractual commitments and achievement of commercial objectives.
EXPERIENCE and KNOWLEDGE
Degree in Business or Scientific discipline
Masters Degree in Business Administration (preferable)
Relevant experience of selling within the correspondent pharmaceutical / medical device industry
Significant sales or marketing experience
Strong financial knowledge, budget management, knowledge and understanding of SMEs
Management experience including coaching, training and personnel management
Excellent communication skills, fluent in in German and English (written and oral); French would be of advantage.
We are looking for candidates with experience in the Speciality Care and Eye Care Industry with a proactive attitude and willing to be accountable in a fast moving market.
To be successful, you will be an excellent communicator, influencer and coach, with the ability to plan and prioritize : someone who thrives under pressure.
We offer an excellent range of employee benefits with the opportunity to join a fast growing Company that rewards initiative and achievement, while making a meaningful difference in patients’ lives.
Allergan is one of the most respected leaders in healthcare. Our performance and our people are among the best in the world.
Change is constant at Allergan. Every individual can make a change and can make a difference.
Now is a fantastic time to join Allergan!