Sales Director
vor 7 Monaten
**Sales Director**
(Job Number: 230377)
**Work_Category** hybrid
**Overview**
The Sales Director will be responsible for leading and managing a team of Key Account Managers (KAMs) focussing on commercializing Alnylam products for hereditary ATTR amyloidosis (hATTR) to key experts in top tier accounts and to office-based specialists (e.g. Cardiologists, Neurologists). The achievement of objectives will be based on Alnylam values: our Commitment to People, Purposeful Urgency, Passion for Excellence, Open Culture, Fiercely Innovative.
The Sales Director is a field-based role reporting to the Country General Manager.
**Key Responsibilities**
**Team Excellence**
- Lead KAM team in an efficient and productive manner to reach set targets and goals (national & individual).
- Advise the KAM team in complex situations and coach team members in determining efficient sales tactics - customer engagement, stakeholder management and business case definition.
- Lead and enhance team Operational Excellence capabilities including Key Account Planning, Key Productivity Measures and Cycle Planning.
- Ensure annual goals and tertial performance targets are effectively implemented, met and regularly tracked across the team.
- Create clarity and accountability, support the team to improve processes and outputs, foster team health and alignment, and provide meaningful feedback and recognition.
- Ensure focused supervision of direct reports, including development, succession planning, and completion of tactical goals.
- Conduct performance reviews at the end of performance periods, with appropriate supporting documents.
- Performs continuous monitoring to develop selling skills and scientific / product knowledge.
- In partnership with training, develop and execute key development and learning curriculum.
- Ensure that team operates at all times according to both internal Alnylam standards and relevant local laws and regulations, and be a role model.
**Commercial Excellence**
- Drive sales strategy for Germany and Go-to-Market Operating design and structure in partnership with commercial leaders.
- Coordinate and execute tactical plans to drive Commercial success.
- Drive revenue growth through the successful implementation and execution of Key Account and territory plans, secures continuous improvement and excellence in execution.
- Lead the development and implementation of value-adding activities (e.g. HCP events) in top accounts
- Support Business Operations Manager to forecast accurately and with accountability.
- Partner with the Brand team to set operational strategy in alignment with Brand strategy and help interpret market trends and economic drivers.
- Ensure cross-functional communication and alignment with KAMs, Medical, Marketing and Country Management.
- Collaborate with General Manager and Regional Incentive Compensation manager to implement and track IC plans.
- Lead the development and monitoring of agreed metrics for the KAM team, including the adoption and optimal use of the CRM system. Share weekly/monthly reports with GM.
**Qualifications**
- A proven track record of Pharmaceutical Sales Leadership & Management.
- At least 8 years of bio/pharmaceutical commercial experience
- Willing to travel 70% of the time
- Specialty Care & Rare disease experience preferred
- Large and small pharma experience preferred
- Strong business and financial acumen
- Computer skills: MS-Office (Excel, Word, Outlook, PowerPoint)
- Experienced with CRM tools (Veeva experience preferable)
- Very good German and English language skills - written and spoken
- Learning agile - able to adjust mindset and approach in a rapidly changing environment.
- Leadership - able to lead coach and mentor teams and individuals to achieve goals and targets.
- Present & Future Thinker - able to horizon scan and determine key sales strategy to be successful in short and long term.
- Negotiation - able to negotiate discussion and achieve an outcome that is positive while satisfying the customer’s needs and positioning Alnylam as a credible partner.
- Communication skills - able to create and clearly communicate unique valued propositions to the target customers and motivate your direct team.
- Team Player— able to work cross functionally and support personnel to achieve a desired outcome.
- Entrepreneurial Spirit - capable of looking independently and autonomously and direct the team.
- Solution focused - able to follow up and maintain progress despite long lead times of complex projects whose requirements may change over time.
**About Alnylam**
Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfe
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