Regional Business Manager

7 months ago

Montréal, Canada Fresenius Kabi Canada Full time

***
- Reporting to the Head of Commercial
- Biopharma Canada, the (RBM) Regional Business Manager, Biopharma provides inspirational leadership and direction to the Biopharma Sales Representatives within the region to successfully achieve performance objectives.
- The RBM will cover the regions of Quebec, Alberta and British Columbia.
- This role requires strong people leadership acumen to develop a high-performance team through effective coaching and mentoring in a highly competitive environment.
- This person demonstrates strong understanding of the healthcare ecosystem, reimbursement and distribution challenges of a biologics product and leverages understanding to take a strategic approach to capitalize on marketplace opportunities.
- The person will demonstrate strong interpersonal and communication abilities resulting in effective collaboration across functional areas like medical, marketing, PSP, access to drive mutually beneficial situations that align to organizational objectives.
- In addition to people management responsibilities this individual will directly and actively manage select targeted key accounts, HCPs/ Specialty pharmacy/ institutional accounts.
- They will actively seek to discover and meet the needs of internal and external customers by building relationships, identifying strategic business opportunities, and delivering innovative solutions.
- They will manage multiple priorities and resources related to individual and group efforts and will be encouraged to build a motivating team culture which encourages continued growth and provides consistent recognition while challenging self and the team for continuous development in their current role and for future opportunities.
- They will be asked to demonstrate strong business ethics, compliance standards, understand basic business principles, and capitalize on resources available to make sound business decision to help the team achieve standards of business excellence.
- As an RBM in a growing business area, they will also be a proactive talent scout for the organization with proven experience attracting, developing and retain talent.

**PRINCIPAL ACCOUNTABILITIES**
- Commits to being fully engaged, caring, and enthusiastic about the organization and its goals
- Fosters a work environment conducive to an engaged team, leading by example and managing by engagement principles and learnings.
- Commits to living the core Company values of
- Customer Focus - We put customers first.
- Quality - We demand excellence.
- Integrity - We are trustworthy.
- Collaboration - We work well together.
- Creativity - We deliver solutions.
- Passion and Commitment - We care.
- Adheres to corporate, regulatory, and individual responsibilities supporting the Company’s quality management programs, supporting policies, procedures, work instructions, and relevant software (Documentum).
- Adheres to the Company’s commitment to and policy on Code of Conduct.
- Plans staffing levels and further works with Human Resources to recruit, interview, and select employees for the department.
- Provides guidance and direction to the department employees to ensure they are properly trained and further ensures the most efficient and effective use of resources.
- Leads and coaches department employees to meet the Company’s expectations for productivity and quality.
- Ensures that all required training in Kabi LIFT Learning Management System, for employees in the department, is completed on time.
- Prepares and implements regional business plans, in support of the objectives of the company’s products and services.
- Defines sales team objectives, milestones, deliverables, KPIs, priorities and plans.
- Plans and facilitates projects with field team with key accounts and HCPs.
- Prepares sales and expense forecasts for annual and long-range plans.
- Interfaces with cross-functional biopharma team members to assist in developing and implementing strategic plans as related to achieve department sales goals.
- Works with sales team to develop good relationships with customers and key decisions makers within their territories.
- Reviews and approves annual objectives, performance goals, and personal development plans for reporting positions.
- Hires and manages performance of all Biopharma sales representatives as needed.
- Assists in training and development of all BSRs. Analyzes sales data.
- When needed, works with Marketing to adjust sales focus and messages based on exchanges in the marketplace and analysis to attain sales goals.
- Evaluates territory alignments and creates efficient territories.
- Analyzes competitors’ programs and develops rapid, effective response strategies.
- Interfaces with other team members concerning sales data and trends.
- Prepares department expense budgets.
- Monitors and evaluates sales force adherence to expense guidelines.
- Develops and implements sales incentive program (SIP) that enhances sales success.
- Prepares reports as requested

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