Commercial Lead at LifeScan in Malvern, PA

Job Focus:

Sales Leadership:

• Maintain revenue achievement responsibility, leading Sales Organization in execution against sales targets and oversee sales force efficiency, including meter placement

• Directly manage sales leaders (e.g. Sales Directors, Payer/Channel Director Leads)

• Develop 3-5 year (or other agreed horizon) strategic Sales plans, creating both short- and medium-term growth models in alignment with global LifeScan imperatives and strategy

• Allocate selling spend across stakeholders and channels based on greatest ROI

• Support sales teams on sales activities (e.g. with field sales visits, sales presentations)

• Establish and execute best in class market access strategies, ensuring clear channels to customers and the broader market

• Facilitate monitoring and evaluation of market trends and competitor activities

• Identify, evaluate, and escalate new market and/or business development opportunities

• Cultivate and develop existing and new business relations with key customer groups and KOLs (in compliance with local regulations)

• Negotiate profitable and equitable contracts with key customers (with Regional VP)

• Provide input to Marketing team to ensure brand/messaging consistency and integration of marketing activities

Team Management:

• Lead US Account management and US Sales teams to create a high performing, agile, and customer-focused organization

• Coach Sales teams in execution (e.g. strategies, tactics, best practices) and with a view towards attracting, developing, and retaining exceptional sales professionals

• Evaluate individual and team performance of employees in Business Unit; make professional development recommendations to HR as needed

• Demonstrate and demand adherence to LifeScan’s core values at every level, emphasizing the importance of the LifeScan customer to our business

• Identify key capability gaps in organization, and develop gap closure plans

• Maintain revenue achievement responsibility, leading Sales Organization in execution against sales targets and oversee sales force efficiency, including meter placement

• Allocate selling spend across stakeholders and channels based on greatest ROI

• Support sales teams on sales activities (e.g. with field sales visits, sales presentations)

• Establish and execute best in class market access strategies, ensuring clear channels to customers and the broader market

• Facilitate monitoring and evaluation of market trends and competitor activities

• Identify, evaluate, and escalate new market and/or business development opportunities

• Cultivate and develop existing and new business relations with key customer groups and KOLs (in compliance with local regulations)

• Negotiate profitable and equitable contracts with key customers (with Regional VP)

• Provide input to Marketing team to ensure brand/messaging consistency and integration of marketing activities

• Lead US Account management and US Sales teams to create a high performing, agile, and customer-focused organization

• Coach Sales teams in execution (e.g. strategies, tactics, best practices) and with a view towards attracting, developing, and retaining exceptional sales professionals

• Evaluate individual and team performance of employees in Business Unit; make professional development recommendations to HR as needed

• Demonstrate and demand adherence to LifeScan’s core values at every level, emphasizing the importance of the LifeScan customer to our business

• Identify key capability gaps in organization, and develop gap closure plans

• Provide encouragement to team members, including communicating team goals and identifying areas for new training or skill checks by working with the Sales Training team

Stakeholder Management:

• Engage the Regional leadership team (e.g. RVP, Regional Marketing) – at established forums – on items impacting execution in the US market

• Influence and align activities of partner functions (e.g. Finance, Regulatory, Medical Affairs) in the country against LifeScan’s strategic Commercial goals for the country

• Recommend local product portfolio selection and positioning to the relevant regional and global teams

• Manage other partners who provide selling support or distribution

• Represent LifeScan Global Corporation in official capacity as the Country leader on country-specific issues (e.g. with regulatory bodies, Works Councils, etc.)

• Maintain/extend existing relations with stakeholders (KOL’s, payers, trade partners, government officials, trade associations, patient associations)

Reporting and Analysis:

• Monitor and analyze performance metrics and suggest improvements

• Prepare monthly, quarterly, and annual sales forecasts

• Give input on Analytics, Training, and tools developed and delivered by CommEx

• Work to ensure sales budgets are maintained and deadlines are met

Job Requirements

Successful candidates will possess:

• A track record of demonstrated success in a sales leadership role, including management of selling costs and cost allocation and management of large, diverse teams

• Deep understanding of the stakeholders that drive the ecosystem: US Payers, HCPs, Retailers, Wholesalers, KOLs, as relevant for the US

• Deep understanding of US market consumer and regulatory dynamics, and how changes might impact distribution of our products and delivery against NTS, share, and growth targets

• Leadership presence and experience required to represent LifeScan Global Corporation, its interests and objectives to both internal and external stakeholders as needed

• Ability to influence across a broad stakeholder set is critical

• Field sales management experience is mandatory

• Understanding of the diabetes marketplace BGM, and CGM market – Preferred

• Key success metrics include: sales revenue, net trade sales, market share, gross profit and EBITDA

Requirements for this role include:

• A minimum of 10 years' of experience in a Commercial Management position; preferably US Health Care experience​• A minimum of 5 years' of people management experience required

• Strong knowledge of the US Commercial Payer Market

• In-depth knowledge of managing a high-performance sales team

• Familiarity with sales trends and regulations in the US

• Demonstrated ability to establish and maintain meaningful and profitable relationships with clients, customers, distributors, retailers, and business partners alike

Education:

• A minimum of a Bachelor's Degree is required; Master's Degree preferred