Oncology Sales and Account Manager at MSD

About the Job

Summary of Position

• The Sales and Account Manager will be responsible for managing a diverse and experienced team that is responsible for sales activities supporting the Oncology portfolio.
• Externally, the SM will need to focus on strategic key accounts that will drive the Oncology Portfolio.

Primary Responsibilities

People Management

• Leads, motivates, develops, and trains the sales team according to their objectives.
• Guide and manage career progression and development with team
• In close collaboration with the HR department, ensure effective hiring, orientation, training, development, and retention of key talent.
• Communicates and measures the objectives and gives honest feedback on performances on a regular base.
• Manages each team member to achieve the goals rewards and recognizes high-performing team members and manages non-performance appropriately.

Internal and External Collaboration

• Lead and manage National Key Accounts on area of responsibility.
• Develop and manage strategic relationship with key wholesaler customers.
• The ability to liaise with relevant customers on a professional basis is critical (including Specialists, Academia, Scientific Leaders, Pharmacy, Government and Wholesalers).
• Ensures continued collaboration and communication with all internal and cross-functional stakeholders is critical (including the BUD, Brand and Customer Managers, Data and Digital Stakeholders and Medical).
• Builds and maintains business relationships with targeted customers, KOLs and authorities and ensures customer satisfaction, trust and loyalty to the company and its products in order to meet or exceed annual sales objectives.

Development and Implementation of the Sales Plan

• Ensures the development and implementation of the yearly Sales Plan and monitors the impact and comes with actions.
• Manage and co-ordinate the implementation of promotional strategies by the sales force for the Oncology Business Unit.
• Identifies customer needs, segmentation, drivers / barriers, and develops segmentation strategies.
• Measures the team’s performance, supports SFE guidance and guarantees an accurate CRM system data update.
• Analyses and concludes on available customer, market, and competitive data and provides feedback to its team on effectiveness of plan’s implementation.
• Prepares, administers, monitors, calculates, and evaluates customer loyalty programs of the business units.
• Contribute to cycle meeting preparations and the agenda in close collaboration with marketing-technical departments.
• Reports sales activities, market trends, competitor activities and any market intelligence data.
• Stays updated in terms of professional and scientific information and communicates this to the team to stimulate the sales of products and services of the organization for coaching or customer support purpose.
• Has deep understanding of dashboard use and sales data interpretation.

Compliance

• Facilitate and own HCP engagements that require compliance and business approval on behalf of the sales team.
• The SM will be required to adhere to all relevant requirements, policies, procedures and legal regulations pertaining to health, safety, environment and quality, as well as finance, human resources, and any other regulations as required by the company and relevant to the level of the role and responsibilities of the functions.

Other Responsibilities

• Travel within the country is required, as is weekend and evening work when necessary.
• Manage and own company defined Small Meetings for the sales force, example CME’s, and Rep Initiated Meetings.

Education

• The candidate must have accomplished University education degree in a health or biologic, commercial / Business / Management or equivalent.

Experience

• A minimum of at least 10 years in the pharmaceutical industry.
• At least 5 years line management.