Sanofi Group Division Sales Manager - Omaha in Omaha, Nebraska

Division Sales Manager - Omaha

Summary of purpose/major responsibilities

The primary goal of the role is to achieve or exceed financial goals and quotas established for the Division. Achieving this goal will be driven by the following key success factors:

-Translate product strategies and tactics into specific division and territory plans and manage the execution of those plans to drive the achievement of the financial goals.

-Provide leadership, vision, direction, and appropriate coaching to all personnel in the division

  • Demonstrate initiative and analytical insight to ensure that divisional market trends, challenges and opportunities are recognized and planned for, and ensure that the Company's response to those trends, challenges and opportunities, are effectively communicated across the division.

Four key accountabilities define how role will achieve the stated goal of the role:

  1. Manage divisional performance to achieve sales results, through a thorough understanding of divisional marketplace issues and opportunities, implementation of marketing plans, and sales execution; proactively provide divisional insights and trends in the development and execution of plans.

  2. Ensure professional and effective people leadership and management through recruiting, training, developing and retaining a highly qualified VS staff.

  3. Continuously support customer relationships so that the VS move from delivering premiums to providing solutions in order to become an indispensable launch powerhouse.

  4. Represent the interest of the home office vis-à-vis the division, and the interest of the region vis-à-vis the home office

Key Accountability

Manage divisional performance to achieve sales results, through a thorough understanding of divisional marketplace issues and opportunities, implementation of marketing plans, and sales execution; proactively provide divisional insights and trends in the development and execution of plans.

-Set appropriate goals and expectations with VSs to ensure achievement of divisional goals.

-Actively review performance data for the division – promptly identify and further explore emerging trends, opportunities and issues. Support all recommendations and feedback with appropriate business cases and supporting facts.

-Conduct regular Field Rides as a primary source of understanding and assessing customer impact and feedback.

-Identify, recommend and implement (as appropriate) divisional business improvement opportunities (e.g. territory management, business process improvement, etc.).

-Manage budget spending while adhering to healthcare compliance regulations and guidelines.

-Proactively support other Commercial Operations functions to achieve company objectives.

-Actively participate through the POA Meeting Process to ensure that divisional issues are identified and appropriately addressed at the strategy formulation stage.

-Ensure excellent implementation of the action plan: Assess, monitor and adjust as necessary.

-Work with Brand Teams and with Managers of Account Management, Public Health, MSLs, and other Com Ops functions to ensure coordination of all resources to meet divisional objectives.

-Managers routinely reinforce Excellent Execution and perform to company expectations for a sales call, during field contacts, in field coaching reports, during POA meetings, and in routine communications.

-Ensure professional and effective people leadership and management through recruiting, training, developing and retaining a highly qualified VS staff.

Recruitment:

-Participate with Commercial Operations and Human Resources to identify and maintain a pool of qualified VS candidates.

-Actively participate in screening and interviewing VSs to ensure that all VS vacancies are filled with minimal time gap.

Training:

-Directly support the design, development and delivery of field training needs.

  • Assist and monitor (where possible) the initial training of new VSs.

-Regularly monitor VSs ongoing training needs and support, and adjust as necessary.

Coaching and Development:

-Serves as a model of professionalism for all VSs in the division.

-Can clearly establish the Why, What and How for a VS to perform to company expectations for a sales call, and can routinely Demonstrate Excellent Execution.

-Using the company’s coaching principles and Coaching Essentials Managers can evaluate and effectively coach their Team Members on Progress toward Excellent Execution and performing to company expectations on a sales call in a constructive manner, which considers the individual’s personal style.

-Can ensure that every possible divisional team member becomes an expert at self-coaching toward excellent execution and performing to company expectations for a sales call.

-Assess VSs effectiveness through Field Rides and through review of performance data.

  • Prepare and implement development plans and ensure timely communication.

-Support and directly input to the Talent Management Processes for VSs.

-Manage and develop people through differentiating and rewarding top performers and addressing performance issues through ongoing coaching.

-Ensure time with individual VS to provide active and timely feedback and coaching pertaining to business and HR processes.

-Work with the SRSD to identify field candidates that can hold other roles (e.g. DM, account management, product management, etc.)

-Manage the annual performance review and performance improvement process in accordance with HR guidelines.

-Collaborate with HR to achieve affirmative action goals.

-Continuously support customer relationships so that the VSs move from delivering premiums to providing solutions in order to become an indispensable partner.

-Conduct prescribed number of Field Rides, following Field Contact Guidelines, as a primary source of customer contact and relationship building.

-Represent the company at all conventions and key customer gatherings in a manner consistent with policy and procedures.

-Act as customer champion across the Company. Identify and communicate additional unmet customer needs and proposed solutions.

-Work with representatives of all other customer facing channels

(THS RAM, etc..) To identify periodic needs for support to regional customers, and identify select opportunities to support customer interactions.

Represent the interest of the home office vis-à-vis the division, and the interest of the region vis-à-vis the home office

-Represent the home office and Marketing - understands, owns, and commits to the direction they receive and can effectively involve the VS Sales Team in owning and committing to that same direction in a way which most professionally represents the Company.

-Represent the division – and, more generally, ‘the field’ – through participation in both field-focused and other task-forces and initiatives.

-Maintain a physical presence and active network in a broad cross section of Moosic functions.

-Responsible for all administrative functions of the division, including business observations, reporting and personnel management.

Safety: Responsible for the personal safety and the achievement of the department and company Health, Safety, and Environment objective. (HSE) This includes but not limited to understanding of the compliance requirements and hazards/environmental impacts associated with the position. Participate proactively in accident prevention and self-inspection programs. Identify unsafe conditions/behaviors and report all concerns.

Context of the job/major challenges

The divisional business environment is increasingly dynamic. In addition to Company-driven changes to organization, territory and new products and customer relationships, we can expect a continually evolving reimbursement environment and a more aggressive competitive terrain.

The key challenges that are anticipated over the next 2-3 years can be summarized as follows:

-Launch of new products: Requiring knowledge of successfully managing product launches.

-New target segments: Requiring expertise in managing a sales organization targeting the Pediatric and primary care physician segments.

-Growth in organization complexity: Requiring increased people and organizational management skills and expertise at finding and developing the talent necessary to meet current and future demands.

Within this environment, the role is pivotal both to the timely and proactive input of data and insight to ensure more effective marketing strategies and to the leadership of their implementation to achieve business objectives.

Dimensions/Scope

  1. Manage and report on assigned marketing and business travel/entertainment budgets. Follow P&P.

  2. Assist Field sales in prioritizing and scheduling sales time to provide coverage of Account Management customers including call frequency, content and product mix.

  3. Determine the sales potential of assigned customers by appropriately working with other partners.

BUDGETARY AUTHORITY:

Responsible for Optimal utilization of resources to include: People and their fully loaded costs, T&E Expenses, and Marketing/Customer Alliances Promotional, Speaker and Project funds.

SCOPE OF MANAGEMENT RESPONSIBILITIES:

Direct Reports: 8-11 individuals

Basic Qualifications:

Education/experience

Minimum: Bachelor degree

-2 years of successful sales experience

A valid driver's license is required along with a record of safe driving and adherence to the Fleet Policy

Preferred Qualifications:

-MBA or other relevant advanced degree

-Experience with any of the following: pharmaceuticals marketing, large account planning, managed care planning, public health management.

Competencies:

Strong demonstrated potential for leadership and management

Strong and demonstrated business planning and analytical skills

Other experience within the pharmaceutical industry in the areas of marketing, account management, public health, product management, etc.

Sanofi US Services, Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Sanofi is a global healthcare leader focused on patients' needs, engaged in the research, development, manufacturing and marketing of therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets and Sanofi Genzyme.

At Sanofi, our ambition is to be an integrated global healthcare company, focused on patients’ needs. Much more than just a leading pharmaceutical company, Sanofi is committed to transforming scientific innovations into solutions and services that protect health, enhance life, and respond to the needs of the 7 billion people in the world. We trust our ambition to guide and inspire us as we work to create a future with optimal health and wellness for everyone.

Sanofi is a global healthcare leader focused on patients' needs, engaged in the research, development, manufacturing and marketing of therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets and Sanofi Genzyme.