National Sales and Customer Network Manager Lead - Munich, GER

Job description

Pleased to meet you, we are Galapagos, a dynamic fast growing Biotech company with offices in Europe in Belgium (Mechelen), France (Romainville & Paris), the Netherlands (Leiden), Switzerland (Basel), Italy (Milano), Spain (Madrid), the UK (London), Germany (München), and in the US (Boston).

We are in the business of changing lives. In our quest to discover and develop life-improving medicines we go where no one has ever gone before. In every challenge we face, we see new opportunities. We want to challenge the impossible. We need thought leaders and rapid thinkers, entrepreneurs in spirit and status quo-fighters. Collaborative innovators and perseverant idealists. We need the best-in-class. In other words, we need you.

We are looking for a  National Sales and Customer Network Manager Lead - Munich, GER

Scope of the job

You are a senior member of the Galapagos (Commercial) Country Leadership team and a lead of nationwide Sales and Customer Network Manager team, with the primary responsibility of driving IBD & RA indications in the German market to maximize business growth.

You are responsible for developing strategies, tactics, and business plans to achieve financial targets. responsibility for building, developing, and managing the sales & CNM team to optimally implement sales and customer engagement strategies and achieve agreed business objectives.

You have 4 Sales Managers and 1 CNM lead as direct reports and is based in Munich. Galapagos supports a flexible work schedule including working from home.

Some key responsibilities

Team Strategic Oversight and Talent Development

Lead and coach a national team of 4 Sales Managers (SMs) and a CNM lead to introduce our first medicine to targeted healthcare providers, accounts, institutions, and academic centers to achieve specific performance goals. Provide leadership for field management to ensure the recruitment, retention and development of a diverse pool of talent at all levels of sales management. Drive mastery of requisite skills (business, selling skills, therapeutic understanding, territory management, etc.) of the sales organization by partnering with Sales Training by identifying key areas for development. Ensure field force has completed appropriate training to ensure compliance to GLPG training standards. Actively participate in customer interactions to foster stronger relationships, greater alignment and drive maximum value proposition.

Sales Strategy Responsibilities

Contribute to the corporate strategy and brand strategies RA & IBD based on the in-depth understanding of the immunology market in Germany (and Europe), key market trends as well as key market drivers and the competitor landscape in RA & IBD. Analyze sales and operations data to monitor sales progress and develop corrective plans to improve sales force effectiveness/efficiency. Communicate to German leadership team key account developments, observed pharma market trends, and team’s progress and collaborate with upper management to recommend and implement necessary changes in processes, policies, and procedures. Support translation of sales strategy into relevant CNM projects and initiatives.

Business Planning

Develop national sales plan in line with agreed business objectives and oversee development of regional plans. Execute national level account targeting strategy to fulfill targeting strategy requirements. Manage critical KOL relationships and set development objectives per key/top account. Monitor progress towards business plan objectives on a regular basis, timely raise performance deviations and develop mitigation options. Review and monitor CNM project plans and budgets.

Team Administration

Be an expert in all technical tools and platforms used by the SM team; provide front-line user support and escalate as appropriate and monitor SM team operations to ensure adherence to service level standards and company/department policies and procedures. Collect, verify, approve and maintain timesheets/invoices from SM to ensure accuracy. Oversee KPIs and metrics to ensure efficiency and adherence to contractual obligations. Monitor and reinforce the use of the Customer Relationship Management system.

Job requirements

Who are you?

  • Undergraduate degree (B.A. /B.S. required); Masters in related field or M.B.A is preferred
  • A proven track record of success with a minimum of 10 years cross functional experience in key commercial and sales leadership roles
  • Demonstrated high level of commercial capabilities and clear cycles of success in prior commercial roles
  • Strong ability to innovate, collaborate and deliver results
  • Proven commercial excellence working in matrix environments
  • Ability to lead, develop, coach and engage high performing, diverse teams
  • Exceptional and advanced computer/technology/CRM skills, reporting, data, metrics and KPIs

What’s in it for you?

You will be part of a fast growing and amazing company. As ‘make-it-happener’ you will get all the support you need to make your job successful. At Galapagos we aim to recruit the best people, who stand out among their peers, with integrity and excellent interpersonal and organizational skills. Our employees are the strength behind Galapagos, a highly motivated team, eager to maintain Galapagos’ leading position and achieve breakthroughs in pharmaceutical research. Galapagos offers a competitive remuneration package and a dynamic work environment.

We are Galapagos : together we can make it happen…!