Canada_Business Development Manager

CelltrionHealthcare; Montreal (administrative region); Hybrid; CAD 90,000 - 130,000; Full time

Job summary

Celltrion Healthcare Canada recherche un Business Development Manager pour le Québec, axé sur le canal Hospital et les grandes régies régionales. Vous conduirez les ventes directes, gérerez les comptes clés et élaborerez des plans stratégiques alignés sur le portefeuille Celltrion.

Vous aurez une expérience confirmée en cycles RFP/contrats dans les soins de santé. Participation à des déplacements jusqu'à 50% du temps et collaboration avec les équipes internes pour optimiser les accords et les

Qualifications

• Plusieurs années d'expérience en gestion de comptes dans le secteur de la santé.
• Expérience avérée dans les cycles RFP et les contrats dans les ventes des soins de santé.
• Capacité à développer et exécuter des plans stratégiques pour des comptes complexes.

Responsibilities

• Atteindre les KPIs et quotas en visant les comptes hospitaliers et les GPOs.
• Établir et maintenir des relations avec les décideurs et influenceurs.
• Négocier des accords et coordonner avec les équipes internes pour exécution des contrats.

Skills

Account management

Sales strategy

Contract management

Stakeholder influence

Analytical skills

Education

Undergraduate degree in business or science

Job description

Celltrion Group fournit des médicaments biosimilaires et biopharmaceutiques innovants afin d'améliorer l'accès des patients aux thérapies avancées dans le monde entier. Celltrion Group distribue ses produits biologiques à environ 110 pays, ainsi qu'à plus de 30 partenaires internationaux dans le monde entier. Grâce à son expérience et aux connaissances accumulées au fil des années sur les marchés pharmaceutiques de pointe dans le monde entier, Celltrion Group sécurise les canaux de distribution et fournit aux patients des biosimilaires à des prix abordables.

POSITION SUMMARY

The Business Development Manager is an important, externally focused position, within Celltrion Healthcare in Canada (CHC). 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. BDM develop and execute 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. 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 redirect efforts when goals are not being met
• Coordinate with KAM team and create synergies developing and building relationships with HCPs in Hospital setting
• Identify ways to leverage our portfolio in targeted accounts for higher level access to decision makers; and negotiate with large regional accounts and smaller regional centres
• Possesses strong business acumen, analytical thinking, and the use of data to make decisions and has ability to make tough, pragmatic decisions when necessary
• Excels at building customer loyalty and multiple relationships within the highest levels (Directors and above) of key functional areas in customer organizations
• Identifies strategic business opportunities within account base and establishes effective relationships with key customer representatives and employees externally and internally
• Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Celltrion as a complete solution
• Networks within Supply Chain industry to open doors with key decision makers and puts a high priority on both customer and Company interests when making decisions
• Leads by example and responds quickly and competently to customer issues, continually searches for ways to improve competitive advantage
• Leverages strong account management acumen and deep account understanding to enable higher level strategic conversations
• Translates business strategies into clear objectives and tactics to build action plan and bring to closure
• Collaborates with cross-functional sales/ marketing/ market access and medical teams effectively
• Creates realistic plans taking into consideration institutional constraints regarding biosimilaires; plans, prepares and follows up on sales forecasts, budgets
• Anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done
• Works closely with internal personnel to develop contract proposals and contracts, implement those contracts,and develops timely responses to all bid opportunities
• Acts as 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
• Influences and shapes the decisions of upper management; provides compelling rationale for ideas; workstoward win/win solutions wherever possible
• 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 deepknowledge 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 collaborativelywith 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 and analytical skills
• 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
• Occasional weekend travel and meetings
• Ability to consistently work, manage and lead with ethical integrity

EDUCATION

Undergraduate degree in business or science is required

Celltrion Global Website Celltrion Group fournit des médicaments biosimilaires et biopharmaceutiques innovants afin d'améliorer l'accès des patients aux thérapies avancées dans le monde entier. Celltrion Group distribue ses produits biologiques à environ 110 pays, ainsi qu'à plus de 30 partenaires internationaux dans le monde entier. Grâce à son expérience et aux connaissances accumulées au fil des années sur les marchés pharmaceutiques de pointe dans le monde entier, Celltrion Group sécurise les canaux de distribution et fournit aux patients des biosimilaires à des prix abordables.