National Sales Manager

Purpose of the function

The National Sales Manager (NSM) is responsible for leading, coaching, and developing a national team of oncology key account managers (KAMs) within Canada. The NSM ensures the successful implementation of national brand strategies, drives sales performance, ensures compliance with industry regulations, and fosters strong customer relationships to maximize product uptake and market share.

Roles and Responsibilities

• Team Leadership & Coaching:
• Recruit, train, mentor, and performance-manage a team of oncology KAMs.
• Lead, coach, and line-manage members of the KAM Team to deliver effective Key Account Management.
• Conduct regular in-person field visits with representatives to provide coaching, feedback, and strategic guidance.
• Foster a high-performance sales culture aligned with company values and goals.
• Calculate, monitor, and provide accurate and timely sales performance data to support the administration of the Sales Incentive Plan for their team.
• Design and obtain management approval for the Sales Incentive Model. Calculate, monitor, and provide accurate and timely sales performance data to support the administration of the Sales Incentive Plan for the team.
• Provide high-level coaching on all company systems, product and disease knowledge, selling skills, and ensure the team is adequately trained on policies and procedures.
• Lead and inspire the team towards meeting and exceeding objectives, ensuring development and successful implementation of territory business plans.
• Sales Strategy Execution:
• Translate national and regional strategies into local action plans.
• Support the development of account business plans in collaboration with internal stakeholders and external alliance partners.
• Monitor and analyze territory and team performance metrics to ensure achievement of sales targets.
• Co-develop and support implementation of strategic plans to increase market share and reach sales targets, with a focus on breast cancer.
• Utilize data analytics for customer segmentation, resource allocation, and informed decision making.
• Consistently monitor field key performance indicators (KPIs) and ensure targets are met.
• Customer & Stakeholder Engagement:
• Build strong relationships with key stakeholders, including oncologists, pharmacists, nurses, and other health care professionals.
• Support the KAMs in identifying and leveraging opportunities across their territories.
• Cross-Functional Collaboration:
• Collaborate with marketing, medical affairs, market access, and other functions to ensure integrated customer engagement.
• Effectively identify customer needs, deliver insight summary to Brand Team and Leadership Team members, and adapt plans accordingly.
• Provide field insights to internal stakeholders to inform strategic planning.
• Lead cross-functional initiatives to align on brand strategies and tactical execution.
• Work collaboratively with all cross-functional team members to ensure optimal communication and alignment on opportunities and priorities.
• Compliance & Reporting:
• Ensure all activities comply with company policies, regulatory requirements, and industry codes of conduct (e.g., IMC, PAAB).
• Cascade, support, and respect compliance objectives, processes, and responsibilities in line with company policies.
• Accurately complete and submit reports, forecasts, and expense documentation in a timely manner.
• Monitor market trends, competitive landscapes, and regional reimbursement pathways to adapt strategies accordingly.
• Effectively and responsibly manager operational budgets and relevant field spend.
• Analyze sales data, customer trends, and market dynamics to support strategic decision-making.
• Translate complex data sets into clear, actionable insights for sales teams and leadership.
• Partner with BI/Analytics teams to design dashboards and performance reports that support ongoing sales optimization.
• Evaluate sales programs and incentive structures for ROI and effectiveness.
• Identify emerging market opportunities or risks using a combination of qualitative and quantitative analysis.

Further Roles and Responsibilities

Education & Experience

Education:

• University Degree in Life Science Bachelor's degree in life sciences, business, or related field; advanced degree (MBA, M.Sc.) is an asset. Required

Experience:

• 5 to 8 years 5+ years of pharmaceutical sales experience, with at least 2 years in a leadership or senior representative role in oncology Required

Skills and additional Requirements

• Proven ability to lead and motivate a team in a matrix environment.
• Strong analytical, coaching, and communication skills.
• Valid driver's license and willingness to travel extensively across Canada (up to 80% field time).
• Previous experience managing specialty care, hospital, or biologics portfolios, with a focus in oncology.
• Experience working within CRM systems (e.g., Veeva, Omnipresence).
• Familiarity with Canadian pharmaceutical market dynamics, provincial formularies, and reimbursement pathways.
• Demonstrated success in product launches, especially in oncology.
• Proficiency in data analysis and strategic planning.
• Bilingual (French and English) communication skills is an asset.
• Strong planning, organization, problem-solving, decision-making, and negotiating skills.
• Results-driven and customer-focused mindset.

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