Sales Director

Novo Nordisk A/S; Wien; Hybrid; EUR 133,000 - 200,000; Full time

Benefits offered by this job

Incentives and benefits

Job summary

Novo Nordisk A/S in Austria seeks an accomplished sales leader to drive field performance and develop a high-impact team. A pharmaceutical background is not required, but strong commercial judgment and field presence are essential.

You will recruit, coach and empower field managers and Key Account Managers, shape territory and account plans, manage budgets, and collaborate with Medical/Compliance. The role is based in Vienna with national responsibility.

Qualifications

• University degree or equivalent professional experience.
• Fluent German and English with strong communication, negotiation and presentation skills.
• At least eight years of relevant commercial experience, incl. five years of people management.
• Proven track record growing sales through targeting, coaching and disciplined execution.
• Experience recruiting and developing sales talent, setting expectations and addressing underperformance.
• Experience turning strategy into territory and key account plans, managing budgets and forecasts, using CRM and analytics.
• Ability to learn complex products quickly and work with Medical/Compliance in a regulated environment.
• Willingness to travel regularly across Austria (~50%).

Responsibilities

• Deliver agreed sales, market share and budgets by turning affiliate ambitions into annual plans and territory targets.
• Recruit, onboard and coach field managers, sales reps and Key Account Managers.
• Collaborate with Commercial Insights to sharpen segmentation, territory design and call plans.
• Lead regional Key Account Managers to build local accounts and care pathways across clinics and pharmacies.
• Own the sales workstream for upcoming launches, including field capacity and account readiness.
• Manage the sales operating budget and engage Legal/Compliance on partnerships and terms.

Skills

German & English fluency

Communication

Negotiation

Presentation skills

8+ years commercial exp.

5+ years people management

Sales leadership

CRM & sales analytics

Learning new products quickly

Travel readiness 50%

Education

University degree in business/marketing/life sciences or equivalent

Tools

CRM

Sales analytics

Job description

What you’ll bring

We are looking for an accomplished sales leader who combines commercial judgement with a consistent presence in the field. A pharmaceutical background is not required.

• A university degree in business, marketing, life sciences or another relevant discipline, or equivalent professional experience.
• Fluent German and English, with strong communication, negotiation and presentation skills.
• At least eight years of relevant commercial experience, including five years of people management, leading field sales or key account teams to measurable results.
• A record of growing sales through targeting, coaching and disciplined execution, including leading organisational change.
• Strong experience recruiting and developing sales talent, setting clear expectations and addressing underperformance constructively.
• Experience turning strategy into territory and key account plans, managing budgets and forecasts, and using CRM and sales analytics to guide decisions.
• The ability to learn complex products and new markets quickly, and to work with Medical and Legal/Compliance in a regulated environment.
• Willingness to travel regularly across Austria and spend substantial time with the field team and customers (travel will be around 50% of the time, while the remaining time will be office based work)

Useful, but not essential:

• Experience leading field sales managers or several customer-facing teams, building key account capabilities or managing external sales providers.
• Success in markets shaped by consumer choice and repeat purchase, such as FMCG, retail, consumer services, consumer healthcare or out-of-pocket healthcare.
• Experience with product launches and new sales channels, or knowledge of obesity, metabolic disease or Austrian healthcare.

What you’ll do

You will own the field contribution to Novo’s growth in Austria, from the strength of your people to the results they deliver.

• Deliver agreed sales, market share and budget objectives by turning affiliate ambitions into annual plans, quarterly priorities and territory targets, focused on genuine, repeat demand in Austria.
• Recruit, onboard and coach field managers, sales representatives and Key Account Managers through field co-visits, honest feedback and clear expectations, keeping customers well covered as roles and territories change.
• Work with Commercial Insights to sharpen segmentation, territory design and call plans, so teams spend time where engagement makes the most difference.
• Lead regional Key Account Managers to build local accounts and care pathways across clinics, healthcare professionals and pharmacies, and to carry national partnerships into regional execution.
• Own the sales workstream for upcoming launches, from field capacity and training to account readiness, adapting priorities as customer feedback comes in.
• Manage your sales operating budget and act with integrity, following company policies and engaging Legal/Compliance on partnership models and commercial terms.

Who you’ll work with

You will be a member of the Austrian Leadership Team within International Operations, reporting to the General Manager Austria, and will contribute to decisions on strategy, investment and portfolio priorities.

You will lead a planned field organisation of sales representatives, regional Key Account Managers and Haemophilia Key Account Managers. Field Sales Manager capability is still to be established, so you will help shape it and manage directly where needed during the transition.

Your closest internal partners are Commercial Strategy & Partnerships, Marketing, Commercial Insights, Medical, Market Access, Finance, People & Organisation and Legal/Compliance. Externally, you will work with healthcare professionals, dispensing doctors (Hausapotheke), pharmacies, clinics, professional associations and sales-service providers. The role is based in Vienna with national responsibility.

What you can expect here

In your first 90 days, you will assess people, territories and customer opportunities, agree performance baselines and establish coaching routines. You will build your healthcare and product knowledge with Medical and other colleagues, so you do not need to arrive with it.

Success will be measured through delivery against agreed sales and budget objectives, incremental domestic growth, launch execution and the capability and engagement of your team. Targets will be agreed with the General Manager and Finance. You will be trusted to take ownership and supported to grow.

For this role, the Annual Base Salary ranges from133,190.00 to 199,790.00 EUR corresponding to the level of the position.

The placement within the salary range will be assessed during the recruitment process based on the candidate's skills, competencies, knowledge, and relevant experience.

Incentives and Benefits

The salary package may include short-term and/or long-term incentives as well as other employee benefits based on position level, location,