Business Development Manager

2 weeks ago

Toronto, Canada Celltrion Healthcare Canada Limited Full time

1. 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 Ontario and Atlantic Canada 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.


2. 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 decision
  • 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 biosimilars; 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; works toward win/win solutions wherever possible
  • Candidates must have the ability and willingness to travel, including overnight, up to 50% of the time


3. 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


4. 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


5. EDUCATION

  • Undergraduate degree in business or science is required

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