Multi-Specialty Area Sales Manager - Pacific Northwest

About the role

The Area Sales Manager (ASM) will lead, develop, and manage a diverse, high-performing sales team to achieve sales goals for promoted products within Lundbeck's psychiatry portfolio. The role involves setting and leading the development of area strategic direction and tactical sales plans, identifying strengths and opportunities, and executing those plans to meet or exceed sales goals.

Responsibilities

• Leading People
• Achieves business objectives and sales results by observing Account Manager interactions with target customers, extended treatment team members, ancillary staff, and providing individual coaching, feedback, and inspiration.
• Establishes a result-driven, highly collaborative team culture by demonstrating personal accountability, teamwork, and collaboration.
• Leads by example and works collaboratively across functional areas by serving as a resource and leveraging the expertise of others.
• Recruits, develops, and retains diverse, high-performing Account Managers to Lundbeck.
• Knowing the Business
• Guides the identification of local market systems of care, patient flow, reimbursement, and provides innovative solutions.
• Identifies strategic relationships that are valuable to the area’s business (e.g., KOLs, advocacy, P&T committee, etc.).
• Actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
• Ensures Account Managers can accurately craft Managed Markets selling messages to effectively position Lundbeck’s products within the context of the provider’s setting and payer mix.
• Managing Execution
• Sets and maintains competent product knowledge and selling skills standards within the team. Directs and monitors the execution of approved marketing plans and promotion campaigns.
• Evaluates and identifies improvement and development opportunities for account managers through performance management process to include clear, timely, and actionable feedback on a regular basis.
• Facilitates local market execution by aligning the sales force and other cross-functional areas (to include alliance partners), persuading, convincing, or motivating a targeted audience through collaboration and direct or indirect influence.
• Analyzes sales reports and develops a plan of action.
• Maintains timely communication with account managers, management, and in-house personnel. Manages multiple priorities and resources related to individual and group efforts. Takes responsibility for redirecting efforts as needed to deliver high productivity and quality of work from self and others.

Requirements

• Required Education, Experience and Skills:
• Bachelor of Arts or Bachelor of Sciences degree from an accredited college or university.
• External Candidates: Minimum of 3+ years sales management experience in Pharmaceutical, Biopharmaceutical’s, Biologics or related experience.
• Internal Candidates must have a minimum of 1 year of Commercial experience in areas such as: Sales Management, Training, Market Access, Sales Operations, or Marketing or a minimum of 2 years consistent sales success within Lundbeck.
• Documented track record of sales success and financial management.
• Demonstrated leadership with the ability to develop, train, and provide feedback to a group of account managers.
• Superior communication skills, both written and oral.
• Valid driver’s license in good standing.
• PREFERRED EDUCATION, EXPERIENCE AND SKILLS:
• Previous CNS sales management experience.
• Previous sales management experience and/or experience in other areas of the business; i.e., marketing, sales training, managed care account manager, sales operations, account management is a plus.
• Previous sales management experience in hospital, IDN and/or other institutional settings.
• Documented successful sales management performance including national sales awards.
• Previous experience in Injectable/Infusion and/or Buy and Bill products.
• Previous experience working with alliance partners (i.e., co-promotions).
• Previous experience partnering with Advocacy groups.
• Previous experience building and developing effective teams.
• Experience in product launch or expansion within sales.

Travel

Willingness/Ability to travel up to 70% domestically to regularly meet/interact with customer base and internal personnel within assigned territory; and attend internal/external conferences and meetings spanning locations within the United States. Travel must be able to be completed in a timely manner.