Description SUMMARY:As an Area Sales Manager (ASM) you will be responsible for leading, developing, and managing a diverse, high performing sales team to achieve sales goals for promoted products within our psychiatry portfolio. Set and lead the development of area strategic direction and tactical sales plans using robust analytical skills to identify strengths and opportunities, while minimizing weaknesses and threats to execute those plans and meet or exceed sales goals.
ESSENTIAL FUNCTIONS:Leading People
- Achieves business objectives and sales results by observing Account Manager interactions with target customers, extended treatment team members, ancillary staff and providing them with individual coaching, feedback and inspiration. Helps Account Manager continue to develop for success in current role and for future growth.
- 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 by 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 innovation 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 that 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. Evaluate and identify improvement and development opportunities of 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 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.
- Assures adherence to all standards, policies, procedures and guidelines as set forth by the organization
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
- Must possess superior communication skills, both written and oral
- Driving is an essential duty of this job; must have a valid driver's license with a safe driving record that meets company requirements
- Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck
- Must live within 100 miles of territory boundaries
PREFERRED EDUCATION, EXPERIENCE AND SKILLS:- Previous CNS sales management experience
- Experience in calling on customers at a variety of call points, including offices, community mental health centers and hospitals
- 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 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 (a) regularly meet/interact with customer base and internal personnel within assigned territory; and (b) attend internal/external conferences and meetings spanning locations within the United States. Travel must be able to be completed in a timely manner.
The annual base salary for this position is
$180,000 - $200,000. Actual salary will vary based on various factors such as the candidate's qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include a company car or car allowance and eligibility to earn commissions/bonus based on company and/or individual performance.
Lundbeck offers a robust and comprehensive benefits package to help employees live well and protect their health, family, and everyday life. Information regarding our benefit offering can be found on the U.S. career site .
