Area Sales Manager - Germany - North East

- Senior

Remote - Field, KY

Chemical Manufacturing

About the position

The Area Sales Manager (ASM) will be critical in the evaluation and improvement of field and selling processes. ASM will also need to influence commercial strategy, given their proximity to the market, and ultimately meet and exceed performance targets. The achievement of objectives will be based on Alnylam values: our Commitment to People, Sense of Urgency, Passion for Excellence, Open Culture, and Innovation & Discovery. The Area Sales Manager (ASM) reports to the Sales Lead Germany.

Responsibilities

• Lead, develop and mentor a team of Key Account Managers in an efficient and productive manner to reach set targets and goals (national & individual)
• Advise the assigned KAM team in complex situations and coach team members in determining efficient sales tactics incl. customer engagement and stakeholder management
• Carrying out field visits in alignment with the responsible KAM with the aim of driving forward resilient customer relationships, establishing relevant contacts and further developing long-term strategic partnerships.
• Partner with the Sales Director and Brand team to define operational strategy in alignment with Brand strategy and help interpret market trends and economic drivers
• Work with Sales Director, Business Operations and Sales Incentive Compensation teams to establish and monitor metrics for the field team, and to implement and track IC plans
• Ensure cross-functional communication and alignment with Medical and Marketing
• Drive revenue growth through the successful implementation of a territory planning process and grow market share at treatment centers in dedicated territories by focused and detailed account planning
• Ensure annual goals, tactical plans and tertial performance targets are effectively implemented and status regularly tracked across the team
• Sponsor continuous improvement initiatives to enhance operational efficiency and effectiveness.
• Drive HCP education initiatives across the team, using rigor and creativity
• Provide regular reporting and performance updates to Sales Director and Country Management
• Collaborate with Sales Director, Brand Management and Business Operations team to plan and execute conventions, displays, exhibits, and sponsorships in support of commercial products
• Drive adoption and optimal use of the CRM system to build high quality data, creating robust KPIs and forecast accuracy, in collaboration with Business Operations and the CRM & Field Force Technology Lead
• Partner with Talent Management and Brand teams to identify individual development needs, and to develop and provide product/disease education and selling model
• Act as a role model and ensure compliance with local regulatory and legal requirements.

Requirements

• University degree in a business-related field such as health or business management or comparable educational background
• 10+ years of experience in a Commercial department in the pharmaceutical and/or biotechnology industry with experience in Key Account Management
• Certified to promote medicinal products to national code of practice standard in Germany
• Previous leadership experience strongly preferred
• Outstanding leadership skills, including team coaching and creating an environment where people are motivated to perform at their best
• Ability to access high level decision makers, support the team in assessing HCP needs and provide valued propositions and create strong relationships
• Very good negotiation skills and the ability to achieve a positive result, taking into account customer needs and positioning Alnylam as a credible partner
• Ability to create and clearly communicate unique valued propositions to the target customers and motivate the team
• Excellent cross-functional collaboration skills and ability to support teams to achieve the desired outcome
• Strong business and financial acumen combined with a proactive, independent and goal-oriented approach
• Ability to objectively assess and evaluate performances of team members
• Solution Selling - ability to track and maintain progress despite long lead times on complex projects whose requirements may change over time
• Ability to strategically problem solve and think outside the box to achieve goals within the framework of compliance and guidelines
• Goal orientated and solution focused thinking
• Fluent in German and English, both written and verbal
• Willing to travel 80% of the time