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District Sales Manager - United States  

Company managed [?] Still accepting applications

Posted on : 19 June 2017

Project Description

Job ID:1846
Location:Ontario/Atlantic, CA
Category:Job.category
Overview:The District Sales Manager reports to the Director of Sales at Biogen Canada. The position will be responsible to ensure maximum sales success within the portfolio of MS brands in Biogen by identifying accurately the sales potential of customers, both existing and potential by showcasing strong business acumen and utilizing strategic selling skills. This is accomplished through effective coaching, mentoring of the team, utilization of resources and strong collaboration with other divisions or disciplines within Biogen and external business partners.

Responsibilities:Key Responsibilities and Tasks:•Ensure maximum sales success by identifying accurately the sales potential of customers and accounts plus effectively coaching the ABM team to realize the potential in each account•Lead a team of ABMs by inspiring and motivating their team, providing strategic direction and supporting the development of territory plans to maximize business return•Effectively coach all ABMs by providing written feedback that will form part of their review process•Effectively coach all ABMs on Impact Behaviors & Sales Success Profiles to develop and reward good performance and behavior, as well as effectively managing poor performance•Insure flawless execution of brand strategies and tactics as outlined by marketing , within the portfolio of MS brands in Biogen•Spend ~80% of time with the field force•Set agreed sales targets with rationale to back targeting which are realistic and within the business objectives•Work with the Director of Sales to manage and plan sales incentive plans•Lead and Manage effective field meetings and operational budgets•Utilize strong interpersonal skills to establish relationships both internally and externally that allow for directed probing to uncover customers’ key insights and develop mutually aligned value propositions solutions within Biogen’s framework that meet these needs•Represent Biogen and its pharmaceutical products to relevant health care professionals, business managers, service nurses, patient advocacy and support groups, and pharmacists•Develop, coordinate and execute regional business plans that are strategically aligned to regional insights and corporate deliverables •Identify potential key opinion leaders and develop and sustain relationships•Competent and proficient in therapeutic disease state and scientific product knowledge as well as data analytics of the therapeutic area•Ensure effective management of sales team by efficient time management, record keeping, resource utilization•Strong data analytics and critical thinking to provide recommendations and insights to team on gaps and opportunities with regards to performance•Decide direction and appropriate sales metrics and analyze success of these monthly•Contribute to the Director of Sales’ knowledge of product/market status through the regular submission of field intelligence and sales reports•Act as a positive change agent who pro-actively disseminates appropriate information to key stakeholders•Ensure all discretionary expenditure is directed toward the achievement of company commercial objectives Top Leadership Competencies:•Results Orientation: Continuing to set, communicate, and raise expectations of team and individual performance; motivating and supporting efforts to achieve goals while upholding organizational values and standards.•Customer Orientation: Cultivating and supporting team’s development of strategic customer and stakeholder relationships and ensuring their perspective is the driving force behind all value-added business activities.•Commercial Knowledge: Understanding market dynamics, business drivers, and corporate goals and impact on their region and strategy.•Coaching for Performance & Developing Others: Leveraging the Regional Coaching Model through planning and leading the development of individuals' skills and abilities to drive performance. •Personal Drive: Driving high standards for individual, team, and organizational accomplishment; tenaciously working to meet or exceed challenging goals; deriving satisfaction from goal achievement and continuous improvement.


Qualifications:•5 years sales management experience required•5 – 10 years specialty/biologics sales experience •Proven successful track record of consistent high performance•Demonstrated ability to lead and inspire a team towards meeting and exceeding objectives •Strong leadership, planning and organization, analytics, decision making and problem solving skills•Organizational awareness•Strong leadership, coaching, and communication skills•Ability to influence without authority in a matrixed environment•Strong strategic planning and analytical skills•Experience with systematic approach to selling and sales procedures•Cross functional experience in other commercial areas preferred•Neurology Sales Experience or Knowledge of the Neurology Market preferred•Significant travel required•Driving is an essential duty of the job; candidates must have a valid driver’s license to be consideredEducation:BS/BA RequiredMBA Preferred


Job Segment: Sales Management, District Manager, Manager, Pharmaceutical Sales, Sales, Management