The role is responsible for leading and developing the national sales team, driving business growth, and executing strategic sales and marketing plans to expand product reach and market share. Key responsibilities include setting performance objectives and KPIs, managing sales budgets and forecasts, analyzing market trends and competitive activity, and optimizing sales processes. The role also focuses on building strategic relationships with key healthcare professionals, opinion leaders, clinical stakeholders, and key accounts to strengthen product advocacy and drive profitable growth. Success requires strong leadership, analytical and communication skills, cross-functional collaboration, and a solid understanding of the healthcare and pharmaceutical or medical device industry. The position is home-office based and requires domestic and international travel.
Responsibilities
- People Management
- Ensure staff have clarity of expectations through the delivery of objectives and understanding key deliverables
- Maintain schedule and established time standard compliance for all staff, i.e. by organizing and directly supervising staff, administering leave, monitoring, responding to staff headcount requirements, etc.
- Treat employees fairly and equitably, have a sense of self-esteem, and are encouraged to develop to their full potential, i.e. by administering workplace policies and programs
- Support employee development, i.e. by evaluating performance, providing feedback, and supporting their growth
- Manage employee issues to enable employees to have a high degree of focus on their jobs, i.e. by resolving employee relations issues, performance problems, and disciplinary issues
- Planning and Implementation
- Drive growth and expansion of existing and future products lines by successfully developing and implementing sales strategies and plans considering sales budgets, improving reach, improving market share, effective resource allocation, etc.
- Establish key performance indicators, measure and track performance and update actions to achieve territorial, customer and product specific objectives
- Develop key account strategy for focused on winning accounts and create engagement and business growth through key stakeholders; systematize learning into sales process enhancements
- Analysis & Market Insights
- Provide timely & accurate sales analysis including region-based product mix analysis, competitive activities, and performance metrics
- Develop sales forecast for your nation and develop insights to capitalize opportunities
- Develop and manage the sales process standardization (SFDC and other tools)
- Relationship Management
- Develop KOL’s and influencers, industry associations and clinical stakeholders to drive advocacy of Trudell products and ensure the profitable partnerships with key stakeholders
- Collaborate effectively with key internal stakeholders in clinical, region and product marketing to develop cohesive plans to capitalize on key actions to drive growth
- Represent Trudell at trade shows and related events as required
- Ability to safely and lawfully operate a motor vehicle
- Working Conditions
- Compensation based on a regular work week of forty (40) working hours; additional hours may be required
- Ineligible for overtime compensation
- Home office based
- International/domestic travel required
Qualifications
- Education and Experience
- Degree in Marketing, Business, or Sciences or a related field of study
- 10 years of experience in a senior sales or marketing position in pharmaceutical products or medical devices, including physician detailing and hospital and / or key account, medical device & pharmacy promotion on a National basis with a proven sales track record.
- 5 years of experience managing a direct sales team
- Sales experience with a respiratory portfolio of products is an asset
Required Skills
- Specialized Skill or Knowledge
- Compliance trained
- Ability to lead and manage a diverse sales team
- Superior written and verbal communication skills, including strong business writing skills
- Clinical and/or respiratory therapy experience is an asset
- Experience building strong relationships with key healthcare professionals, e.g. physicians, pharmacists, respiratory therapists, key opinion leaders, key accounts, etc.
- Deep knowledge of the healthcare structure, dynamics and key relations and links within the main institutions.
- Good understanding of the different contractual forms that are linking all the stakeholders and the flow of funds and outcomes between them.
- Solid understanding of marketing communications and industry trade practices
- Strong analytical skills
- Advanced experience in Microsoft applications
- Ability to operate self-dependent
- Ability to create and maintain effective and collaborative relationships within and outside the organization
- Cross functional team player
Preferred Skills
- Clinical and/or respiratory therapy experience is an asset
- Sales experience with a respiratory portfolio of products is an asset
Pay range and compensation package
- Compensation based on a regular work week of forty (40) working hours; additional hours may be required
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