As the National Account & Business Development Manager for North Region you will have the vision and drive to establish CSL Seqirus as the major player in influenza protection and with the objective to overachieve portfolio sales and profit. You will maximise growth for CSL Seqirus products by developing long-term business partnerships with National Accounts as key customers and increase market share by close collaboration with the Seqirus cross-functional team. You will also know how to build effective relationships with regional stakeholders and national key accounts, work in partnership with market access, marketing, medical and customer services functions to take full advantage of cross-functional activities. This successful candidate will work together with the third-party District Managers and Sales Team.
Field based, located in the North of Germany.
Responsibilities include: -
- Support the enhancing of Seqirus profile and presence in Germany and support the success of Seqirus differentiated portfolio of flu vaccines
- Deliver market share increase with your National Accounts in line with your target settings;
- Focus on assigned national key accounts and customers, i.e. Occupational health customers, wholesalers, purchasing groups and tenders;
- Mapping and prioritisation of key accounts, identification of the influencing circle and key decision makers
- Development of national accounts Flu Proposition to generate a win-win situations and add value to the assigned customers.
- Develop a sales strategy and tactics in alignment with the overall Seqirus Germany strategy; integration of the planned actions within the cross-functional team tactics plan
- Implementation of the tactics plan in line with the defined timelines;
- Leading the negotiations with national key accounts/customers;
- Involvement of required Seqirus cross-functional functions to ensure optimal customer contact, acquisition, and support;
- Close collaboration with market access and policy colleagues to be up to date with any relevant national and regional policy changes (KV letters, payers communication, etc.) and implement accordingly with the assigned accounts
- Collaboration with medical and marketing team to ensure integrated approach to relevant regional events and involvement of KOLs
- Development and regular update of the customer database;
- Target setting and prioritisation in alignment with Head of Sales and cross-functions;
- Maintain and develop existing accounts and customers, understand customers background and strategic objectives, identify opportunities for further development and growth.
- Identify further new business or growth opportunities in your region;
- Identification and support of those who influence the decisions (e.g. B2B, occupational health customers, cluster pharmacies, tenders, etc.);
- Develop new business opportunities in line with the Seqirus Germany strategy
- Provide input and engage in the execution of the cross functional activities (marketing, medical, market access) in order to maximise the impact at regional level;
- Identify key market trends and capture any relevant market information
- Manage projects and processes according to business plan
- Build long term business partnerships with key customers, key opinion leaders, local and regional stakeholders including professional associations in your region;
- Work in partnership with market access, marketing, medical, sales and customer services functions to take full advantage of cross-functional activities;
- Develop innovative concepts and solutions to generate value for customers
- Actively participate at conferences, congresses and meetings building relationships with key customers and stakeholders;
- Flawless communication with sales team, customer services, medical, market access and marketing to ensure full alignment;
- Keep your manager and cross functional team in the loop and provide them with a weekly visit planning & result report.
- Ensure compliance with all Seqirus guidelines;
- Ensure required fully authorised contracts and sales agreements are in place and kept up to date in your region;
- Abide by code or practice code, industry and Seqirus ethical standards;
- Attend head office meetings as required and contribute to build a successful strategy and execution.
- Provide back up for colleagues as needed;
Qualifications, Skills and Experience: -
- Bachelors’ or Masters’ Degree in a scientific or business field;
- Previous experience in similar role in the pharmaceutical Industry.
- At least 5-7 years of professional experience in the pharmaceutical / healthcare industry.
- Knowledge of the German health market and Pharmaceutical industry
- Strategy and planning mindset
- Leverage of policy and market changes to further deliver value
- Understanding of the big picture and business implications
- ‘Can do’ and flexible attitude – versatility, tenacity
- Compliance with SQ SOPs and industry code of practice
- Business partnering and influencing
- Written & verbal Communication in German & English
- Strong interpersonal skills
- Persuasive and authentic communicator
- Selling and negotiation capability
- Customer focus/insights
- Presentation Skills
- Strong team player
- Business/Commercial Acumen
- Result orientation
- Numerical and analytical capability
- Microsoft Office, including strong Word, Excel and PowerPoint skills
- Holds a valid EU driving license.
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About CSL
CSL is a leading global biotechnology company with a dynamic portfolio of life-saving medicines, including those that treat haemophilia and immune deficiencies, as well as vaccines to prevent influenza. Since our start in 1916, we have been driven by our promise to save lives through innovation. Learn more about CSL.
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