Head of Sales, CSL Seqirus Germany

Sales leader with the vision and drive to establish Seqirus as one of the major players in influenza protection in Germany and with the objective to overachieve portfolio sales and profit. Maximise growth for Seqirus products by building long-term business partnerships with key customers across market channels and by close collaboration with the Seqirus cross-functional team. Build effective relationships with national, regional stakeholders and key accounts, build Seqirus position in primary care and launch new products. Work in partnership with market access, marketing, medical and business operations functions to take full advantage of cross-functional activities. Lead the Key Account Managers team, the internal and third-party sales team. Lead on sales team collaborations and alliances. Introduce innovative sales tools.

Develop and execute the Seqirus Germany sales strategy to overachieve sales targets

• Lead the sales team organisation in line with the Seqirus Germany strategy
• Contribute to Seqirus strategy together with the cross-functional team
• Build the sales plan for Germany, considering the multichannel landscape and the evolving health care environment
• Input into new product launches strategy
• Meet or exceed sales target
• Maximise portfolio price per vaccine including new launches
• Build a customised, compelling value proposition for each account in line with sales objectives
• Identify further business or growth opportunities
• With focus on primary care, identify strategy scenarios to achieve sales target given the existing resources
• Maximise Seqirus potential with wholesalers, national accounts (for ex. occupational health) and build the pharmacy channel opportunity
• In close collaboration with market access, build relationships with regional sick funds and professional associations
• 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
• Build a high performing Key Account managers sales team beside leading a successful third party field force
• Key contributor in cross-functional strategic meetings and management meetings

Lead the Key Account Managers team

• Lead the Sales team / Key Account managers team to develop in a high performing team
• Support the key account managers in their negotiations and overall performance with their key customers.
• Support Key Account Managers in building compelling value propositions and business plans
• Lead the team in increasing impact with their channels of responsibilities: Wholesalers, private clinics, Regional authority tenders,
• Engage and motivate team in building effective relationships, identifying KOLs and manage relationships with key regional stakeholders including professional associations (GPs, pharmacies)
• Align team responsibilities to strategic business objectives.
• Supervise key account managers call plans and strive for efficiency and effectiveness
• Provide coaching to support the development and progression of the key account managers
• Conduct mid-year and end-year appraisal reviews
• Support a culture within the sales team of value maximisation with the aim to improve profitability
• Enhance mining of competitive intelligence information and communication to HO
• Lead the monthly Key Account Managers meeting

3. Lead the Sales Team performance (internal and external sales team) and drive internal and external sales team alliances

• Lead the sales team and its regional sales managers
• Supervision of the third party sales team with focus on GP channel and alignment with the internal sales team
• Lead on potential internal and external sales collaboration and Alliances
• Lead targeting and sales team deployment: optimise targeting and regional field force deployment to capture opportunities
• Introduce a mix of F2F and remote sales activities, introduce innovative sales tool as well as increase the quality of F2F calls
• Performance tracking and enhancement via close collaboration, training, coaching
• Identification of challenges and proposal of correcting measures
• Introduction of a multichannel approach: F2F and remote detailing
• First point of contact for flu proposition related questions
• Flawless communication with customer services, medical, market access and marketing to ensure full alignment
• Involvement and support in Customers data base provision
• Targeting setting and prioritisation in alignment with cross-functions
• People performance management and team development

4 . Build long term partnerships with national and regional stakeholders

• Build long terms effective business relationships with key customers, key opinion leaders, local and national health authorities as required. Seqirus to be the preferred partner through strong customer relationships as well as deliver professional and innovative solutions
• Actively participate at conferences, congresses and meetings building relationships with key customers and stakeholders
• Lead/support in the negotiations with national key accounts/customers.
• Maintain and develop existing accounts and customers, understand customers background and strategic objectives, identify opportunities for further development and growth
• Align sales team activities to the strategic business objectives, strive for protecting maximum price achievable

5. Compliant and effective Organisation

• Maintain customer CRM records, track sales team effectiveness, call plan
• Ensure required fully authorised contracts and sales agreements are in place and kept up to date
• Provide back up for colleagues as needed.
• Provide specific project leadership as required
• Abide by code or practice code, industry and Seqirus ethical standards
• Open to review and change of strategy and priorities as per business needs
• Attend head office meetings as required and contribute to build a successful strategy and execution

This role supports the German Commercial Operations results achievement and works closely with all Germany local functions in particular marketing and business operations.

This role has a high impact on the country commercial success with direct responsibility on sales performance.

• Ability to deal with multiple priorities
• At ease with a fast pace and agile organisation
• Embrace change when needed
• Achieve alignment with HO to successful conclude negotiations
• Persuading communicator and decisiveness
• Sense of urgency
• Ability to deliver projects in line with deadlines.

• Striving for operational excellence in the sales team across the assigned responsibilities and processes.
• Contributes to development of new innovative solutions, monitor the market place and identify new patterns in timely manner to propose adequate measures.
• Identify new business opportunities
• Creating and delivering customer benefits and business results

People Skills

• Team leader, motivating, coaching, enhancing team performance
• Business partnering and influencing
• Selling and negotiation capability
• Customer focus/insights
• Presentation Skills

Business/Commercial Acumen

• Result orientation

• Numerical and analytical capability
• Strategy and planning
• Written & verbal Communication

Other relevant experience and knowledge:

• Knowledge of the German health market and Pharmaceutical industry

• ‘Can do’ willing and flexible attitude – versatility, tenacity
• Compliance with SQ SOPs and industry code of practice
• Microsoft Office, including strong Word, Excel and PowerPoint skills

University degree in Science and/or degree in Business, Marketing, or similar qualification. Approved Pharmaceutical Sales Rep Certificate

• Previous experience in similar role in the pharmaceutical Industry.
• Fluent in English
• Holds a valid EU driving license
• Requirement to travel and be away overnight

Our Benefits

CSL Seqirus is committed to attracting and retaining world-class employees who are valued for their contributions to achieving business objectives. Learn more about some of the benefits you can participate in when you join CSL Seqirus.

About CSL Seqirus CSL Seqirus is part of CSL Limited (ASX: CSL). As one of the largest influenza vaccine providers in the world, CSL Seqirus is a major contributor to the prevention of influenza globally and a transcontinental partner in pandemic preparedness. Learn more about CSL Seqirus.

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As a global organisation with employees in 35+ countries, CSL embraces diversity and inclusion. Learn more about Diversity & Inclusion at CSL Seqirus.

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