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Head of US Rheumatology Sales

3 months ago

Field Based, United States UCB Full time

Make your mark for patients

The Head of Sales Rheumatology will lead the US field-based sales team by developing and implementing strategies that maximize business opportunities and bring value to patients suffering from Rheumatology diseases.

The role will work closely with all US Rheumatology Core and iPVU teams, iPVU Missions, and other teams across the organization to build and deliver differentiated value solutions for patients and stakeholders. The role will ensure strategies and tactics are executed in full compliance of all federal and state laws and UCB policies. As the face of UCB to our key customers and employees, the NSD is expected to fully embrace and live UCB's vision, mission and values and hold their management teams accountable for the same standards of performance and leadership behaviors.

The Head of Sales Rheumatology will be required to demonstrate an excellence in core UCB Stakeholder Facing Competencies that lead to achievement of goals for the Rheumatology Sales Team.

Accountabilities include the implementation of all marketing initiatives, including contributing to brand equity development, annual brand planning, the 10-year plan and forecast; will work closely with the Operational Excellence team with insight gathering and action plans based on fact-based insights (including market research). The Rheumatology Head of Sales will demonstrate personal leadership to fully execute UCB's Patient Value operating model. The position will develop and implement business strategies that maximize exposure, financial impact and opportunities for UCB Immunology products.

This key leadership position will oversee, develop, and employ sales initiatives to achieve our long-and-short-term organizational goals. This individual should have a successful track record of establishing strategy and leading sales operations in a dynamic environment. The ideal candidate has significant expertise in building and leading national sales teams, as well as driving new business development and account management efforts to maximize revenue and deliver impactful results.

  • Recruit, build, train, develop and evaluate a high performing sales management team and sales force
  • Oversee the representation of UCB Rheumatology products & services to our customer base to generate and grow sales to achieve revenue and profitability targets.
  • Define national and regional sales targets and ensure that these objectives are achieved or exceeded in a professional, compliant, ethical, and effective manner, and to the standards of all State and Federal regulations
  • Oversee the application of effective selling techniques to create and expand product understanding as well as appropriate patient identification.
  • Build a competitive advantage by understanding & addressing key customers' needs, and by demonstrating deep understanding of competitors' strategies.
  • Align with cross-functional partners to ensure the development and execution of strategic plans which are consistent with the outlined UCB vision and current market dynamics.
  • Establish productive business relationships with National Thought leaders in Rheumatology
  • Management of the sales force expense budget
  • Collaborate on the development and execute incentive compensation plan for all sales employees.
  • Development and implementation of objectives for regional and national sales meetings
  • Ensure full and complete compliance of all selling activities within the area of responsibility to the standards of all State and Federal regulations.
  • Ensure timely and equitable execution of performance appraisals and salary plans.
  • Leverage team productivity, sales, and product usage metrics to support team attainment of assigned goals and objectives to ensure increased sales and profitability.
  • Demonstrate high ethical and performance standards with all business contacts.
  • Additional duties may be assigned, as needed.

Interested? For this position you'll need the following education, experience and skills:

Minimum Qualifications:

  • Completion of coursework in Life Sciences and/or Business Administration
  • Minimum 8 years pharmaceutical sales management experience including 2 years as a Regional Business Director
  • Minimum 10 years of pharmaceutical or biotechnology experience, with at least 3 of those years in U.S. immunology marketing preferred.
  • Advanced understanding of managed markets in the pharmaceutical/medical industry to include payers, specialty pharmacies, pharmacy benefit managers, Integrated Delivery Networks (IDNs), etc.
  • Proven track record of success in all respects of critical sales capabilities, i.e. technical knowledge, selling techniques, interpreting/analyzing data, business planning, and an in-depth understanding of medical field and pharmaceutical industry.
  • Proven leadership abilities in sales management and demonstrated expertise with building successful teams including hiring, on-boarding / training, and managing multiple levels of personnel; proven success with building and managing national sales teams is a plus.
  • Previous product launch and brand/portfolio growth experience in a highly competitive environment.
  • Track record of successful budget management with an understanding of revenue forecasting and expense budget planning and tracking.
  • Excellent project management skills and ability to work with multiple internal cross-functional teams and successfully manage multiple projects simultaneously.
  • Outstanding relationship-building, influencing and negotiating skills, both internally and externally, with ability to lead, interact with, focus, resolve conflict and drive consensus among individuals from a variety of cultures, and disciplines.
  • Ability to travel domestically (50%). International travel may be required.

Preferred Qualifications:

  • 3 years' experience in U.S. immunology marketing.
  • Master's degree (MBA) preferred.
  • Advanced expertise in Rheumatology is strongly preferred.
  • Experience with advocacy development within a specialty framework highly desired
  • Proven success with building and managing national or regional sales teams.
  • Display solid ethics and a fit for UCB's core values and beliefs.
  • Embraces the ideas of others, nurtures innovation, and manages innovation to reality.
  • Proven ability to demonstrate strict compliance (both in your own behavior and the overall behavior of sales team) with a commercial compliance policy, as well as all applicable federal and state laws and guidance relating to product promotion and information dissemination (e.g. FDA OPDP, etc.).
  • Excellent communication skills (written, verbal and presentation) in English.
  • Creates a learning environment, open to suggestions, and experimentation for improvement.
  • Understanding of organizational behavior, culture and be able to flourish in a complex and rapidly evolving workplace.

Internal applicants should be in their current job for at least 12 months, must meet performance standards and are not on formal corrective/disciplinary process (PIP), warning, final warning, or compliance warning letters within the last 12 months. Please inform your Manager or your Talent Partner before applying to any internal job opportunities.

As an Equal Opportunity Employer, we are open to all talent, and adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

Should you require any adjustments to our process to assist you in demonstrating your strengths and capabilities contact us on US- for application to US based roles. Please note should your enquiry not relate to adjustments; we will not be able to support you through this channel.

Requisition ID: 87349

Recruiter: Kate Broderick

Hiring Manager: Gene Hahn Rhie

Talent Partner: Robert Don Way

Job Level: SM I

Please consult HRAnswers for more information on job levels.

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