Title:  Director Sales & Marketing Biologics

Job purpose

This role is responsible for overall management of SUN Pharma Canada’s Biologics portfolio. Ilumya was launched 2022 in Canada and has both public and private funding coverage for patients. This role will lead the co-ordination and inspiration of the cross functional team(s) to drive portfolio sales to achieve patient and market sales results by ensuring excellence in strategic planning and implementation of the tactical plans. 

Duties and responsibilities

Span of Control and Reporting Structure

The Director-Biologics will have financial and strategic decision making for the assigned brand P&L including responsibility for the sales force. In this role, the candidate will contribute to the realization of the SUN vision through the effective management of the assigned brand team, and sales team, which will ultimately result in optimal financial performance and operational support within SUN Brand Canada. The successful candidate will lead the SUN Pharma Canada Biologics marketing and sales team and report directly to our General Manager, Branded Business. 

Responsibilities

• Build and operate the Biologics Business Unit in Canada
• Accountable & responsible for developing & delivering key initiatives and financial results (strategy, resourcing, budget, resources time, compliance – P&L for the BU)
• Responsible for the efficient interface between the US and Canada– and to facilitate efficient implementation
• Responsible for the delivery of specific marketing and sales initiatives to drive business results in market

Marketing

• Design and implement marketing and sales strategy and the launch for brands
• Work with access to create optimal pricing, reimbursement taking into account PMPRB regulations
• Manage and oversight with the Product Manager marketing mix spend and annual planning
• Produce a comprehensive commercial plan for 1, 3 and 5 years.
• Manages all operational aspects of product and clearly understands Biologics environment

Sales Management and Driving Engagement/Inspiration

• Provide leadership in the development of selling strategy including the plan of action, hiring, training, ongoing management, and inspiration/development of the sales manager with 7 person reporting Sales-Force
• Provide leadership to direct reports that support the selling function and lead the cross functional team by regular coaching, feedback and review sessions.

Management

• Manages product life cycle, through collaboration and engagement of other areas such as Sales, Market Access, Regulatory and Medical Affairs
• In conjunction with Access Marketer, secures and maintains reimbursement for assigned product in all provinces and with private and public payers

 Financial Planning & Control

• Annually prepare budget proposals for promotional spend for assigned brands
• Control expenditure against budget
• Justify budget proposals, project expenditure and ROI
• Provide monthly updates to the leadership
• Manage the revenue forecast and the P&L for the BU

Relationship Management

• Co-responsible for selection and management of all agencies including terms and conditions, quality of account handling and service.
• Relationship with internal customers, including exceptional relationship with the sales team.
• Build relationships with key customers and customer groups including: Patient Groups, Opinion Leaders, etc.

Self-Development

• Define personal development needs and gain agreement to implement effective personal development solutions, including relevant external professional qualifications and courses.
• Ensure IT skills and knowledge are of an appropriate level

Strategic Leadership incorporating role

• Ensure SUN continues to develop as an organization to match the needs of stakeholders, including structure, capabilities and culture.
• Engagement in cross functional succession planning and talent management provincially and at a territory level through strong data examination
• Assists in the development and implementation of sales meetings
• Participate in training sessions and take an active role in personal development.

General

• Ensure compliance with appropriate SOP’s, policies and guidelines.
• Complete mandatory training in assigned timelines upon hire as well as when new policies, SOP's, guidance’s are issued.
• Participate in personal development and training sessions as required for the position.
• Work in a safe manner that does not endanger yourself or co-workers. Report any health or safety concerns (internal and external) in compliance with SUN policy and standard procedures.
• Strive to consistently uphold SUN Pharma’s core values.

Qualifications

• Bachelor's Degree required, MBA an asset
• Biologics therapeutic area experience, an asset
• 5 years direct sales and marketing in pharmaceutical industry preferred
• Sales team strategic development planning, hiring and sales force management
• 5 years people management and development
• Minimum 10 years product management experience or equivalent in related area
• Working knowledge of reimbursement on provincial and private payer levels
• Must have digital solutions experience
• Patient driven mentality
• Demonstrated high level of understanding of regulatory guidelines (IMC, PAAB)
• Excellent analytical, communication (oral and written) and organizational/planning skills.
• Demonstrated ability to create Financial and operational objectives
• Bilingualism is considered an asset
• Excellent communication/editing skills, research and teamwork skills, and attention to detail.
• Strong written, verbal and presentation skills; ability to gain confidence from clients during presentations.
• Solid conflict resolution skills
• Role requires: 60% office time, 40% travel time

Personal Skills & Attributes:

• Passion for building breakthrough brands with strategies and tactics that deliver on our customer’s needs.  
• Strong and dependable leader who builds trust with management and across all stakeholders and inspires his tea

Working conditions

Role requires: 60% office time, 40% travel time

Direct reports

7 Sales Territory Managers and 1 National Sales Manager