Regional Business Manager South

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Date: 18-Feb-2021

Location: Brussels, Belgium, 1420

Company: Daiichi Sankyo Europe

Legal Entity: Daiichi Sankyo Belgium

 

Passion for Innovation. Compassion for Patients.™

 

Daiichi Sankyo and its 15.000 employees in more than 20 countries are dedicated to the creation and supply of innovative pharmaceutical products. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, the Group’s 2025 vision is to become a “Global Pharma Innovator with Competitive Advantage in Oncology”. Our European headquarters are in Munich, Germany and we have affiliates in 12 European countries.

Daiichi Sankyo Belgium is located in Braine-L'Alleud and is in charge of the distribution and the commercialization of product portfolio.

 

People being key for Daiichi Sankyo, we are continuously working on the employee value proposition.

 

If you would like to be an active member of our European family and join us on our mission to deliver the best solutions for our customer’s needs, we highly appreciate your application to: career@daiichi-sankyo.be.

 

 

 

Context

The Regional Business Manager is part of the sales department and manages a regional team consisting of medical representatives. These persons are visiting the medical target group (general practitioners, specialists, hospitals, pharmacists, etc.). The aim of these visits is to inform and promote to the target group the Daiichi Sankyo Belgium products and their merits, including services. By doing so, prescriptions for our products are generated and lead to product orders from wholesalers and hospital pharmacies – the main commercial customers. Product budgets and strategies (e.g. positioning) are agreed upon the national sales director and the managing director.   

 

Purpose of the job

Ensure the strategic business plan implementation to achieve business goals in compliance with law, ethical standards and company procedures.  Regarding to this, coordinating, managing and motivating a regional team of Medical Representatives and Hospital Representatives.    

                                                                                                                     

Roles and Responsibilities

 

Business Planning

Coordinates all sales activities of the geographical area in line with product strategies, discussed and agreed with national business director and managing director, in order to assure product promotion and people continuity.

Based on regional sales and activity data for all products in promotion, establish tactical approach and activities to optimize territory management and return on investment.

 

Core activities

  • Monitor and review the performance against objectives
  • Analyse the sales results and establish action plans
  • Reach defined regional sales objectives
  • Participate to sales meetings ( seminars, national meetings, cycle meetings, etc )
  • Communicate with all team members on aspects of strategy and business decisions
  • Optimize territory management, covering and frequency of visits to core customers
     

People Management

Recruit, lead, motivate and develop, assist and guide, instruct and coordinate a regional team of medical and hospital representatives in line with company strategies, procedures and
specifications in order to enhance individual and team performance and individual- and team spirit.

 

Core activities

  • Guide and motivate team to reach the planned targets
  • Evaluate the competencies of the staff members
  • Evaluate the training and development needs of all the regional team
  • Perform regularly functioning meetings
  • Actively contribute to the design of the individual developments, ensure the follow-up and coordinate their execution.

 

Perform job interviews in line with the established procedure.

 

Budget Management

Coordinate, analyse and control all budget activities of the geographical area: promotional costs
(budget requests), expenses and monthly reports of department members, costs of rented field forces, all external costs aligned to the sales department in order to respect budget and P&L and optimize Return on investment and maximize the efficacy of the sales organization

 

Communication

Communicate on an ongoing basis with all internal (all departments) and external people about the sales activities, implementation of product strategies and field feedback in order to improve product performance and reach sales results.

 

Core activities

  • Regular meetings with all line managers to update plans and objectives
  • Collaborate with the marketing department, medical department, the business planning manager and the sales support
  • Collaborate actively with CFR Training Manager and HRBP to define the development activities and plans.

     

Customers (Doctors, Specialists, others)

Develop and visit a network of regular contacts with opinion leaders, physicians, pharmacists, wholesalers, collaborating companies for Daiichi Sankyo Belgium products and assure appropriate follow-up in order to enhance visibility of the company and realize product acceptance and use.

 

Core activities

  • Develop and maintain a top opinion leader network
  • Regular contacts with key clients – e.g. wholesalers, rental companies
  • Supervise the regional medical sample distribution according the requirements of the Royal Decree of January 11th, 1993.

 

Reporting

Assure correct proper and team/department reporting of all activities about products and team/department in order to stimulate constructive feedback and improve sector/regional performance.

Core activities

  • Monthly reports covering/frequency/activity
  • Individual rep tracking’s

 

Profile

 

  • Master’s degree in Sciences / Economics or equivalent;
  • Experience of successful pharmaceutical sales and coaching;
  • Pro-active and results-driven;
  • Skilled in relationship building and communication both F2F and online; ability to enthuse others;
  • Strong organization; ensure accurate planning, follow-up and progress of actions; correct and timely identification of stakeholders;
  • Strong analytical skills and ability to deal with complex problems;
  • Entrepreneurial yet able to take well-informed and objective decisions; ability to build strong business cases towards both local management and cross functional stakeholders;
  • Team player with hands-on approach in supporting co-workers;
  • Ability to capture the business needs and visualize them in a structured manner; as well as the courage to challenge these needs with the purpose of enhancing efficiency and effectiveness;
  • Mandatory fluent in English; French and Dutch.

What we offer:

We offer an interesting, diversified and challenging position, good contractual conditions, flexible working models, all the social benefits of a modern company and a professional environment where you will have the opportunity for personal growth.