Business Development Manager

Celltrion Healthcare Canada Limited; Montreal (administrative region); On-site; CAD 90,000 - 130,000; Full time

Job summary

Celltrion Healthcare Canada Limited seeks a Business Development Manager to drive incremental sales and market share growth in Quebec’s hospital channel, engaging with regional health authorities, GPOs, and hospital networks to position Celltrion as a preferred partner.

You will develop strategic account plans, manage RFPs and contracts, and collaborate with Sales, Marketing, Market Access and Medical teams to maximize product access and patient outcomes. Travel up to 50% as needed.

Qualifications

• Minimum 5 years of account management experience calling on GPOs, Hospital Pharmacists, and deep knowledge of hospital drug procurement processes
• Successful commercial track record of influencing others, processes and projects in Health Care sales
• Track record of consistent, strong sales performance in specialty care
• Experience in biologics/biosimilars
• Strong understanding of how patient support programs function, with experience in working collaboratively with different aspects of patient support programs

Responsibilities

• Achieve KPIs, sales targets and quotas for the assigned products through monitoring account performance
• Coordinate with the KAM team to build relationships with HCPs in hospital settings
• Identify opportunities to leverage our portfolio within accounts and negotiate with regional centres
• Build loyalty and relationships with senior stakeholders across customer organizations
• Develop strategic dialogue with decision makers to position Celltrion as a complete solutions provider
• Travel up to 50% to cover national hospital networks and customer meetings

Skills

Account management

Healthcare sales

Relationship building

Negotiation

Strategic account planning

Education

Undergraduate degree in business or science

Job description

Celltrion Healthcare provides biosimilars and innovative biopharmaceutical medications to enhance patient access to advanced therapies worldwide.

We supply biologics to approximately 110 countries and collaborate with more than 30 global partners. Leveraging experience and expertise across advanced pharmaceutical markets, Celltrion Healthcare continues to expand its global distribution networks and provide biosimilars at affordable prices.

POSITION SUMMARY

The Business Development Manager (BDM) will be responsible for driving incremental sales and market share growth through direct selling efforts in Quebec for our Hospital Channel; including but not limited to large regional Hospital Networks, Group Purchasing Organizations and provincial health authorities. By creating strategic dialogue with decision makers/ influencers you will work to make Celltrion a preferred partner in fulfilling your customers’ healthcare needs.

The BDM develops and executes strategic and tactical account plans that are aligned with Celltrion’s portfolio in order to achieve assigned performance targets, and participate in regular business reviews to ensure optimal implementation and execution of contracts/agreements.

The BDM will need to show a successful commercial track record of managing RFPs and contract cycles, projects in Health Care sales, and influencing without authority.

KEY ROLES AND RESPONSIBILITIES

• Achieve KPIs, sales targets and quotas for the assigned products through continuously monitoring account performance and redirecting efforts when goals are not being met
• Coordinate with the KAM team to create synergies and developing strong relationships with HCPs in hospital settings
• Identify opportunities to leverage our portfolio within targeted accounts to gain higher-level access to decision makers, and negotiate with both large regional accounts and smaller regional centres
• Excel at builing customer loyalty and fostering relationships with senior stakeholders (Directors and above) across key functional areas within customer organizations
• Identify strategic business opportunities within the account base and establish effective relationships with key customer representatives and employees, both externally and internally
• Create strategic dialogue with high-level decision makers and influencers within targeted accounts to position Celltrion as a complete solutions provider
• Build a network within the supply chain industry to open doors with key decision-makers and balance both customer and company interests when making decisions
• Lead by example and respond quickly and effectively to customer issues, while continuously seeking for ways to strengthen competitive advantage
• Leverage strong account management expertise and deep account understanding to enable higher-level strategic conversations
• Translate business strategies into clear objectives and tactics, developing plans through successful execution
• Collaborate with cross-functional teams, including Sales, Marketing, Market Access and Medical
• Develop realistic plans that consider institutional constraints related to biosimilars - prepare, manage, and follow up on sales forecasts and budgets
• Anticipate problems and develop contingency plans, establishing and implementing effective and efficient procedures for communication across cross-functional teams
• Work closely with internal personnel to develop contract proposals and contracts, implement the contracts, and develop timely responses to all bid opportunities
• Acts as a liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics, and Commercial groups in order to develop appropriate product and project support
• Influence and shape the decisions of upper management; provide compelling rationale for ideas, and work toward win/win solutions
• Candidates must have the ability and willingness to travel, including overnight, up to 50% of the time

WORK EXPERIENCE

• Minimum 5 years of account management experience calling on GPOs, Hospital Pharmacists, and deep knowledge of hospital drug procurement processes
• Successful commercial track record of influencing others, processes and projects in Health Care sales
• Track record of consistent, strong sales performance in specialty care
• Experience in biologics/biosimilars
• Strong understanding of how patient support programs function, with experience in working collaboratively with different aspects of patient support programs

PROFESSIONAL COMPETENCIES AND SKILLS

• Ability to build and nurture business partnerships that provide mutual value to all stakeholders involved
• High learning agility to adapt and transform within a dynamic, fast-paced environment
• Ability to lead and collaborate with cross-functional teams in complex and lengthy sales processes
• Strong knowledge of the Supply Chain and Distribution functions in the Canadian healthcare market
• Strong strategic planning and project management skills
• Excellent written and verbal communication skills with the ability to listen, articulate and advocate
• Strong business acumen, analytical thinking, and the use of data to make decisions and has ability to make tough, pragmatic decisions when necessary
• Ability to work in a matrix environment
• Knowledge of Oncology preferred
• Knowledge of current and new industry trends, technologies, competitors and place in the market
• Pro‑active; high-performance and results orientation
• Ability to attend national tradeshows, sales meetings and conferences as needed
• Ability to occasionally travel on weekends and attend meetings
• Ability to consistently work, manage and lead with ethical integrity

EDUCATION

• Undergraduate degree in business or science is required