National Sales Director, Kyowa Kirin Canada, Inc

5 months ago

Toronto, Canada Kyowa Kirin Full time

Kyowa Kirin is a fast-growing global specialty pharmaceutical company that applies state-of-the-art biotechnologies to discover and deliver novel medicines in four disease areas: bone and mineral; intractable hematologic; hematology oncology; and rare disease.  A Japan-based company, our goal is to make people smile by delivering breakthroughs where no adequate treatments currently exist, working from drug discovery to product development and commercialization. In North America, we are headquartered in Princeton, NJ, with offices in California, Massachusetts, and Ontario

Job Responsibilities

The National Sales Director will lead a highly effective Canadian commercial team of sales specialists (Rare Disease and Oncology) and provide a strategic vision for managing all aspects of the sales function. The incumbent will lead the efforts to create and drive our Canadian sales strategy, including resource planning and allocation, hiring, training, launch execution, data analysis, and application, overall performance management of the sales force, and effective collaboration across functions to meet the business needs. We are searching for an individual who has demonstrated the ability to lead, inspire, and motivate a Canadian sales team of Rare Disease and Oncology specialist representatives, and consistently deliver results

Essential Functions:

Sales Leadership / Performance Management

  • Fosters a leadership culture, that attracts, develops, and retains high-caliber candidates, and fosters a culture of diversity, innovation, and teamwork that will drive the future success of the organization.
  • Manages the Canadian Sales Specialist Team (Rare Disease and Oncology specialists) and ensures the development of high high-performing team through recruiting, coaching, development, and performance management.
  • Ensures the Canadian Sales Team has an optimal organizational structure, process, training, and communication.

Sales Strategy & Execution

  • Partners with commercial counterparts as well as other functional leaders to effectively align sales objectives with the brands (Crysvita and Poteligeo) and company goals.
  • Provides input into national sales forecast in partnership with commercial team leaders.
  • Analyzes both National and Regional trends; develops and implements strategies that align with a changing marketplace
  • Establish relationships with key Thought Leaders and professional associations.
  • Manages National Sales budget and allocates resources.
  • Develops and executes a comprehensive selling model, sales strategy, and national business plan to support the short and long-term revenue objectives.
  • Coordinates and partners with Market Access to ensure the coordination of compliant field efforts for public and private payers in Canada.
  • Effectively communicates strategic direction to the field and fosters a culture of personal accountability for owning one’s territory/region/area.
  • Works closely with all cross-functional groups, providing input representing the field and ensuring any follow-on execution of sales program implementation.
  • Understands and utilizes business analytics effectively assessing and diagnosing trends and behaviors to develop plans that support strategic sales objectives.
  • In conjunction with Franchise Operations, develop incentive compensation plans that drive performance and effective behaviors. Establish and monitor key performance indicators (KPIs) and ensure regular and consistent distribution to sales teams.
  • Manages and adheres to all company policies and legal, compliance, and regulatory guidelines.
  • Builds current and future competitive advantages by understanding and addressing customer needs and demonstrating a deep understanding of competitors' strategies
  • Ensures their own and their team’s compliance with all applicable federal and provincial regulations, the Innovative Medicines Canada (IMC) Code of Ethical Practices, and KKCA compliance policies.
  • Represents Kyowa Kirin (KKCA) in a professional, compliant, ethical, and effective manner.          

Education

  • Bachelor’s degree and 12+ years of successful experience in the pharmaceutical or biotech industry.

Experience

  • Proven ability to lead a Canadian commercial organization and manage cross-functional teams, with demonstrated success in developing commercialization strategies and managing overall sales cost center budgets. Rare Disease, Oncology, Canadian Access Environment, and understanding of Canadian Distribution Networks (wholesaler, specialty pharmacies, PSP networks/programs). Broad cross-functional experience in additional functional areas such as marketing, market access, sales training, and operations and analytics are preferred. Demonstrated abilities to attract, develop, and retain talent and a motivational leadership style that inspires others. Experience providing inspirational, large team leadership seasoned in managing and developing individuals and teams. Product launch experience, having successfully launched key products/brands and consistently achieving sales growth and market share objectives. Well-established commitment to and proven track record of successful customer interaction and orientation toward customer success. Knowledge of applicable federal and provincial regulations affecting the pharmaceutical industry, as well as the Innovative Medicines Canada (IMC) Code of Ethical Practices

Technical Skills

  • Proficient in MS Office Suite.

Non-Technical Skills

  • Excellent communication and presentation skills with the ability to communicate effectively in a clear and organized manner with all levels of the Company.
  • Strong understanding and knowledge of Sales Operations, Alignments, Software Deployment, and Incentive Compensation Plans
  • Strong analytical and business acumen
  • Strong written and verbal communication skills as well as effective executive presence
  • Experience in managing budgets, field expenses, and activity
  • Ability and willingness to travel up to 60% of the time.

KKNA and all of its employees have an obligation to act in accordance with the law and with integrity in all our operations and interactions

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