This is a very exciting time at BMS as we move into a new therapeutic area and prepare for the launch of a novel oral treatment for inflammatory skin disease. The National Sales Manager will lead a newly formed team of Specialist Sales Representatives through the pre-launch/launch phase & beyond. With autonomy to build this high performing team, the NSM will lead their team to achieve sales performance goals, manage key accounts and deliver key performance metrics through ethical promotion practices within Dermatology.
BMS Australia is leading biopharmaceutical company dedicated to R&D and commercialization of innovative medicines across Oncology, Haematology, Immunology & Cardiovascular. We're committed to improving patient outcomes and the National Sales Manager, Dermatology will perform a crucial role in enabling patients to access vital medications.
BMS is focused on developing employees. Our leaders work with you to define career development goals and facilitate access to new opportunities to broaden your experience, knowledge & skills.
BMS is committed to rewarding employees for great performance, ensuring you are compensated fairly for your results and how they are delivered.
BMS is proud to welcome new employees into a diverse, inclusive and innovative culture. We are truly diverse in every dimension: from gender to ethnicity, to experiences and skills. We believe inclusivity unlocks the power of diversity, producing innovation that drives better outcomes for patients.
Key Responsibilities and Major Duties
Recruit, coach and develop a high performing Launch team of Specialist Sales Representatives (SSRs)
Engage and motivate team members, managing all aspects of performance & team dynamics
Track individual performance, skills and behaviours to use data to effectively coach ensuring achievement of business objectives and optimising development opportunities.
Take ownership of results to drive business and achieve financial targets
Efficiently manage operational costs and implement organisational strategies to maximize sales effectiveness and deliver BU profit targets
Ensure regular cross-functional reviews (monthly) of account and territory performance/market trends to help identify opportunities that directly shape future business plans and individual account activities
Work with SSRs and cross functional account teams to ensure execution of agreed tactics and strategy evolution
Outstanding account planning/management with a focus on flawless tactical implementation
Constantly improve sales force effectiveness and account planning by analyzing sales performance data, activities data, and market insights to inform & develop strategies
Model and coach effective selling and business planning through field coaching and ongoing team engagement
Build and maintain excellent stakeholder networks and relationships internally and externally to drive the business forward. Place customers at the center in addressing needs and finding business solutions. Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience and insights
Ensure business objectives are met in full compliance with laws, regulations and BMS standards of Business Conduct and Ethics
Ensure alignment of personal, team and department/company goals and objectives, while driving BMSA culture
Qualifications, experience and competencies
Our ideal candidate will have significant (8+ years) experience in a relevant role within the pharmaceutical industry through pre-launch and launch phases within Dermatology with a proven track record in leading a team delivering superior performance
Tertiary or equivalent qualifications in Science, Nursing, Business or a related discipline
Experience in managing sales teams: recruitment, coaching and developing teams to deliver superior performance, ideally through pre-launch and launch product phases within a specialist therapeutic area
Deep understanding of sales force motivational drivers and experience with implementation of reward and recognition strategies/programs.
Sound marketing/business acumen and account planning and management.
Solid track record in successfully managing profitable relationships with key accounts in a specialty environment
Proven track record in building and maintaining relationships with internal and external customers by working cross-functionally to engage an organization around a brand/account strategy/vision.
Strong leadership profile and excellent communication, selling, influencing and negotiation skills.
Deep insight into the hospital environment: customers, networks, access and relevant departments
Sound strategic thinking and understanding of core marketing, account management and selling principles/techniques
Resource prioritization and territory/account planning/ deployment
Ability to analyse, develop and execute business plans according to prioritized growth levers
To protect the safety of our employees, third parties, customers, patients and communities, BMS Australia requires all employees to be fully vaccinated using a locally approved vaccination against COVID-19, unless an exemption is applicable under the State or Federal legislation relevant to you (e.g. your state’s anti-discrimination act). Within our policy an exemption can only be approved by the HR Director. By applying for this role, you understand that you will be asked if you can comply with the Policy
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