Head of Sales

• To deliver sales targets for the assigned product(s) by ensuring execution of brand strategy and activation plans.
• To lead and motivate a team of KAMs including recruitment, development/training and management performance to ensure that they are equipped with the knowledge, skills and support to execute effectively.
• To shape a culture of performance, empowerment, innovation, and collaboration with the Medical and Marketing functions.
• To oversee and maintain relationships with customers and relevant Key Opinion Leaders.

• Sales versus targets
• Growth
• Market shares
• Coverage of relevant customers

• Attract, develop/train, and retain talents within KAM team.
• Lead the team in a way that builds a positive team attitude, fosters healthy collaboration and a growth mindset.
• Develop the KAMs via regular coaching sessions, with post verbal/written feedback and completion of action plans that optimizes their individual and ongoing career development.
• Track and present sales performance to internal stakeholders highlighting areas of success and challenges.
• Work cross functionally to address areas that require focus and/or change.
• Take the lead in managing performance issues.
• Maintain knowledge of products and relevant markets at a high standard for self and team.

• Be an active contributor to the Leadership Team (LT) reporting to the General Manager.
• Contribute to building a high-performance culture, with a nurturing & safe environment.
• Ensure rewards and recognitions are leveraged to acknowledge high achievers.
• Embed feedback in ways of working, with a caring attitude.

• Coach and support the KAMs in managing their customer accounts, so that they can develop productive relationships with HCPs (and multi-disciplinary teams), by bringing expertise related to Sobi's products and disease areas.
• Coordinate business planning for each state, through detailed analysis of sales data and other sources of insights.
• Develop tactical sales plan, together with the KAMs, in line with brand strategies, in order to achieve sales targets.
• Track and manage sales budget (customer activities) at both territory and national level.
• Ensure utilization of Veeva CRM including Cycle Plans, digital channels (e.g. Approved Emails) and Consent capture.
• Plan and prepare materials for annual and midcycle sales meetings.

• Empower the team to achieve excellent Key Account Management based on value adding customer engagement.
• Coach the team to deliver activity KPIs, focusing on quality interactions (including through the orchestration of multi-channel digital communication).
• Ensure the KAMs are leveraging the Marketing and Medical strategies and messaging for the Sobi products.
• Develop & maintain productive relationships with Industry bodies, KOLs and allied-health personnel.
• Be entrepreneur, identify and realize opportunities, as appropriate: in particular, explore potential for Sobi in New Zealand and contribute to establish operations in this country.
• Facilitate sales events and execution of sponsorships that are aligned with the business strategy (compliantly).
• Contribute to the design and management of the sales incentive plan.

• Ensure sales activities comply with the Medicines Australia Code of Conduct, Sobi's Policies and SOPs.
• Ensure the KAM team is up to date with their internal Sobi training and is willing & able to comply.

• Degree in science, medicine, nursing, pharmacy, business, or a similar relevant discipline.
• 7+ year's sales management experience in the AU Pharmaceutical Industry, preferably in the specialist medicine area.
• Preferred: knowledge of haematology, immunology, oncology.
• Excellent people leadership skills, including coaching & development of employees.
• Ability to motivate a team to drive results and achieve sales success.
• Effective and persuasive communicator with strong presentation skills.
• Excellent planning, organisational skills with demonstrated ability to handle competing priorities effectively.
• Ability to work successfully as a team, and with numerous interfaces.
• Embrace innovation, digital technologies, problem solving, show curiosity and learning mindset.
• Perseverance and entrepreneurial drive to pursue ideas and projects that ensure sustainable long term success.
• Passionate about rare disease and making a positive contribution to life science.
• Understanding of the compliance and regulatory environment.
• Proficient IT skills in all business-related packages including MS Office, Veeva-CRM.
• Valid / Unrestricted Australian driver's licence.
• Completed Medicines Australia CEP program.
• Capacity to travel up to 30% of time.

Sobi