About the Company

EMD Serono, Inc., an affiliate of Merck KGaA, Darmstadt, Germany, is a leader in the US biopharmaceutical arena, integrating cutting-edge science with unparalleled patient support systems to improve people's lives. The company has strong market positions in neurodegenerative diseases, MS and endocrinology. EMD Serono is also a leader in fertility treatments. With a clear focus on the patient and a leadership presence in the biopharmaceutical industry, EMD Serono's US footprint continues to grow, with more than 1000 employees around the country and fully integrated commercial, clinical and research operations in the company's home state of Massachusetts.

Description

Directly responsible for the management and profitability of the regional business unit from Florida to Chicago to Michigan and its Area Business Directors and Key Account Managers through effective leadership, strategic decision making, and the creation/implementation of objectives, strategies and tactics. Participate as a key member of a high performing team including Marketing, Medical, Communications, and Managed Markets to achieve goals. Recognize and lead the development of each member of his/her team to achieve his/her maximum individual potential, resulting in the achievement of key results. Responsible for people and task management skills for a very diverse field sales management team and field sales force. Ensure the understanding and implementation of the company direction at all levels of the field force. Develop and maintain relationships with selected Key Opinion Leaders and Centers of Excellence. Ensure compliance to all Company, industry and government laws or guidelines regarding ethical standards. Provide inspirational leadership and focus to assure the delivery of key business objectives as related to Neurology USA Balanced Score Card (BSC), and Corporate (Global) objectives. Participate as an adjunct member of the Pfizer co-promote sales team to set sales strategies and objectives for the joint team and ensure execution of the agreed upon initiatives. Ensure strong communication and collaboration with co-promote partners through all levels of the field organization.

Sales

• Achieve and exceed of Regional & National sales objectives
• Achieve and exceed Balanced Score Card (BSC) objectives.
• Implementation of company and NE US sales direction.
• Provide management coaching and leadership focused on:
  • Increasing prescription growth with the implementation of sales promotional programs.
  • Increasing the number of prescribing physicians.
  • Advancing market share.
  • ABD competency and team development.
  • Develop and implement Business Plans for assigned geographical area, which incorporate overall strategy of the business unit to achieve maximum results.
  • Accountable for Regional planning oversight focused on effective plan development and execution at the Territory and Area levels.
  • Hire, coach and retain regional employees.

• Manage overall Region budget and assignment of Area budgets.
• Monitor all regional expenditures to ensure optimal ROI.
• Review and approve all Regional expenses as appropriate.
• Allocate and approve Regional salary increases as appropriate and in accordance with company compensation guidelines.
• Accountable and responsible for overall regional profit and loss.

• Set goals and conduct annual review process to ensure the maximum development for each individual Direct Report.
• Establish written objectives that focus on increasing Area sales and ABD potential.
• Demonstrate strong critical planning and analytical skills. Focused on understanding key metrics and trends, and adjusting plans as appropriate.
• Conduct field coaching sessions with ABDs and KAMs. Guideline: 30% of available time.

• Provide input to training plans and coordinate effectively with the Training Team/Commercial Excellence.
• Maintain solid level of product knowledge and selling skills necessary to maximize coaching value and assist with team selling on field visits as appropriate. Enable high level of ABD product knowledge and selling skills to ensure a strong coaching environment is intact to assist/develop KAMs to their highest potential.
• Maximize front line ABD performance by coaching and developing front line sales leaders.

• Ongoing communication and tactical coordination with Strategic Accounts, Marketing, Medical, Communications, and Managed Markets, as well as appropriate co-promote partners.
• Demonstrate a high level of competency in professional communication, business plan writing and presentation skills.
• Maintain frequent communication with the Executive VP of Neurology and other key stakeholders.
• Exhibit keen judgment and awareness relative to assessing the business and/or personnel related concerns. Provide appropriate coaching and counseling to resolve issues. and performance problems.
• Maintain ongoing knowledge of all Company, industry and government policies/laws and lead sales force in adhering to all applicable policies.
• Demonstrate leadership with peer groups and Sr. Management helping to propagate a single (ONE) team approach to the business.

• Bachelor's Degree required. Masters degree desirable but not required.
• A valid and active driver's license is required for this position.
• English required. Other language skills may be considered a plus.

• Minimum 7-10 years experience in the pharmaceutical/ healthcare/biotech industry with demonstration of successful results.
• Minimum 5 years of previous pharmaceutical sales management experience required.
• Experience in the Multiple Sclerosis, Neurology, CNS and specialty biologics markets highly desirable.
• Demonstrated successful experience in multiple HQ disciplines (ie. Marketing, Managed Markets) required.
• Experience leading teams with multiple product portfolios.
• Previous 1st line people management experience required and 2nd line leadership experience desired.
• Previous experience managing the co-promotion of product(s) or service(s) desired.
• Home Office/Headquarter experience a plus.
• Previous experience in the launching of product(s), service(s) highly desirable.

• Excellent leadership skills with ability to lead and manage diverse team.
• Demonstration of core competencies in sales and sales leadership to develop and motivate a high performing team.
• Strong analytical, strategic, and decision making skills to create, review, and/or revise business plans and sales organization direction to achieve objectives.
• Ability to lead and manage change.
• Strong knowledge of managed care and reimbursement systems and strategies.
• Ability to effectively collaborate with multiple departments to achieve goals and objectives, both within the corporation as well as externally with co-promote partnering companies.
• Excellent communication, organizational, and interpersonal skills.
• Energetic, enthusiastic, flexible, adaptable and highly motivated.
• Able to travel up to 80% of time, may vary based on location.