Head of Sales Prescription & Biologics - Italy

Head of Sales Prescription & Biologics - Italy

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At Galderma we're unique and we embrace difference.

Whether it's the unique breadth of our integrated offering that covers Aesthetics, Consumer, and Prescription products; or our commitment to recognising and rewarding people for the contribution they make - working here isn't like anywhere else.

At Galderma, we actively give our teams reasons to believe in our ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

Job Title: Head of Sales Italy, Prescription & Biologics

Job Scope

National responsibility for Italy, overseeing both Rx (Prescription, Class C products prescribed primarily by private dermatologists) and Bx (Biologic, launching a new biologic drug for atopic dermatitis and prurigo nodularis in 2026) business units.

Job Responsibilities

• Lead the implementation of customer-centric commercial programs for Rx and Bx, designed and prioritized by Marketing with input from Sales, to achieve Italy's business objectives.
• Build and maintain a high-performing, engaged sales team, measured through quantitative and qualitative KPIs, enabled via strong coaching, to ensure individual and team targets are met and exceeded.
• Act as a change agent, guiding the company through its transition to biologics, fostering a culture of innovation and adaptability.
• Contribute to the overall performance of the Italian affiliate as a member of the local Leadership Team.
• Lead the Rx/Bx sales function at the national level, implementing strategies with mid-term (5 years) impact on commercial results, aligned with local objectives and marketing strategies.
• Impact is primarily on Italy's topline/sales results.
• Reports to the General Manager.
• Lead customer-centric commercial programs in alignment with Italian market objectives, executing agreed marketing initiatives to meet and exceed country P&L targets for both Rx and Bx businesses.
• Coordinate sales team efforts and resource allocation, based on segmentation, targeting and key account planning (in line with global guidance and Italian regulations).
• Evaluate, measure, and manage field force activities using CRM KPIs and SIP targets, with clear communication and strong coaching.
• Manage the budget allocated to the field force, ensuring optimal return on investment.
• Develop commercial partnerships, alliances, and networks relevant to Rx and Bx, with a particular focus on hospital centers authorized for biologic drugs and private dermatology practices.
• Build and maintain strong customer relationships and networks, leveraging these for early identification of market trends, regulatory changes, challenges, and opportunities.
• Actively contribute to the Italian strategy and operational execution as a full member of the local Leadership Team.
• Collaborate closely with Market Access to ensure successful launch and commercialization of the new biologic drug, navigating access pathways and reimbursement processes.

Stakeholders

• Build strong relationships across the organisation, especially with GM, Marketing Head, Commercial peers, Medical Affairs, Market Access, and Finance.
• Influence and challenge key stakeholders effectively.
• Develop strong, trusting cross-functional relationships with colleagues in Italy and the cluster.
• Represent the company externally as a recognized thought leader in Rx/Bx sales.
• Foster cooperation and partnership to provide integrated solutions and maximize commercial opportunities.

Management Responsibility

• Lead and develop a sales team currently composed of 2 Area Managers and 13 ISF, with future expansion to 2 Area Managers, 13 ISF dedicated to Bx, and 10 ISF dedicated to Rx.
• Provide operational direction to the Leadership Team, Marketing Head, Commercial Operations Head, and Market Access Head.
• Develop short-term operational plans for optimizing the organization and recruit talents to execute strategies.
• Hold budget accountability for the Rx/Bx sales function.

Typical Education Level & Experience

• Master's degree, MBA, or equivalent.
• At least 10 years of strong sales management experience, ideally in pharmaceutical or healthcare sectors.
• Experience in a senior sales position with team responsibility.
• Proven knowledge of the commercialization dynamics of biologic drugs within authorized hospital centers, preferably in dermatology.
• Deep understanding of the Italian pharmaceutical industry landscape, regulatory environment, and market trends.
• Excellent influencing and collaboration skills to partner with key internal and external stakeholders.
• Expertise in Sales, ideally augmented with Marketing skills.
• Excellent oral and written communication skills in Italian and English.

What we offer in return

You will be working for an organization that embraces diversity & inclusion and believe we will deliver better outcomes by reflecting the perspectives of our diverse customer base. You will also have access to a range of company benefits, including a competitive wage with shift differential, annual bonus opportunities and career advancement and cross-training.

Next Steps

• If your profile is a match, we will invite you for a first virtual conversation with the recruiter.
• The next step is a virtual conversation with the hiring manager.
• final meeting includes you meeting with HR and wider team

Our people make a difference

At Galderma, you'll work with people who are like you. And people that are different. We value what every member of our team brings. Professionalism, collaboration, and a friendly, supportive ethos is the perfect environment for people to thrive and excel in what they do.

Seniority level

Director

Employment type

Full-time

Job function

Pharmaceutical Manufacturing