Celltrion Group provides biosimilar and innovative biopharmaceutical medications to help increase patient access to advanced therapies around the world.
Celltrion Group offers biologics to about 110 countries, along with more than 30 global partners around the world. With hands-on experience and knowledge accumulated through years of working in the advanced pharmaceutical markets around the world, Celltrion Group has been securing distribution channels and providing patients with biosimilars at affordable prices.
1.POSITION SUMMARY
The Business Development Manager is an important, externally focused position, within Celltrion Healthcare in Canada (CHC). The Business Development Manager (BDM) will be responsible for driving incremental sales and market share growth through direct selling efforts in Quebec for our Hospital Channel; including but not limited to large regional Hospital Networks, Group Purchasing Organizations and provincial health authorities. By creating strategic dialogue with decision makers/ influencers you will work to make Celltrion a preferred partner in fulfilling your customersâ healthcare needs.
BDM develop and execute strategic and tactical account plans that are aligned with Celltrionâs portfolio in order to achieve assigned performance targets, and participate in regular business reviews to ensure optimal implementation and execution of contracts/agreements. BDM will need to show a successful commercial track record of managing RFPs and contract cycles, projects in Health Care sales, and influencing without authority.
2.KEY ROLES AND RESPONSIBILITIES
Achieve KPIs, sales targets and quotas for the assigned products through continuously monitoring account performance and redirect efforts when goals are not being met
Coordinate with KAM team and create synergies developing and building relationships with HCPs in Hospital setting
Identify ways to leverage our portfolio in targeted accounts for higher level access to decision makers; and negotiate with large regional accounts and smaller regional centres
Possesses strong business acumen, analytical thinking, and the use of data to make decisions and has ability to make tough, pragmatic decisions when necessary
Excels at building customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations
Identifies strategic business opportunities within account base and establishes effective relationships with key customer representatives and employees externally and internally
Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Celltrion as a complete solution
Networks within Supply Chain industry to open doors with key decision makers and puts a high priority on both customer and Company interests when making decisions
Leads by example and responds quickly and competently to customer issues, continually searches for ways to improve competitive advantage
Leverages strong account management acumen and deep account understanding to enable higher level strategic conversations
Translates business strategies into clear objectives and tactics to build action plan and bring to closure
Collaborates with cross-functional sales/ marketing/ market access and medical teams effectively
Creates realistic plans taking into consideration institutional constraints regarding biosimilars; plans, prepares and follows up on sales forecasts, budgets
Anticipates problems and develops contingency plans; establishes and implements effective and efficientprocedures for communication across cross-functional teams and getting work done
Works closely with internal personnel to develop contract proposals and contracts, implement those contracts,and develops timely responses to all bid opportunities
Acts as liaison between key customer contacts and other functions in the organization including Marketing,Customer Service, Logistics and Commercial groups in order to develop appropriate product and project support
Influences and shapes the decisions of upper management; provides compelling rationale for ideas; workstoward win/win solutions wherever possible
Candidates must have the ability and willingness to travel, including overnight, up to 50% of the time
3.WORK EXPERIENCE
Minimum 5 years of account management experience calling on GPOs, Hospital Pharmacists, and deepknowledge of hospital drug procurement processes
Successful commercial track record of influencing others, processes and projects in Health Care sales
Track record of consistent, strong sales performance in specialty care
Experience in biologics/biosimilars
Strong understanding of how patient support programs function, with experience in working collaborativelywith different aspects of patient support programs
4.PROFESSIONAL COMPETENCIES AND SKILLS
Ability to build and nurture business partnerships that provide mutual value to all stakeholders involved
High learning agility to adapt and transform within a dynamic, fast-paced environment
Ability to lead and collaborate with cross-functional teams in complex and lengthy sales processes
Strong knowledge of the Supply Chain and Distribution functions in the Canadian healthcare market
Strong strategic planning and project management skills
Excellent written and verbal communication skills with the ability to listen, articulate and advocate
Strong business acumen and analytical skills
Ability to work in a matrix environment
Knowledge of Oncology preferred
Knowledge of current and new industry trends, technologies, competitors and place in the market
Pro-active; high-performance and results orientation
Ability to attend national tradeshows, sales meetings and conferences as needed
Occasional weekend travel and meetings
Ability to consistently work, manage and lead with ethical integrity
5.EDUCATION
