Head Self-Dispensing Channel

Job description

Job Description

The Head Self-Dispensing Channel leads the local sales and marketing activities for Sandoz, including development and implementation of marketing strategies, goals and operational plans to drive sales and profitability for the Sandoz range of products in the area of the self-dispensing channel. He/she is accountable for achieving targets on sales, market share growth, profitability and launch of Sandoz products, based on a deep understanding of the customers/market place, key dynamics and policies and current knowledge of key competitors and their likely strategies.

Growth

Develops and growths a self-dispensing channel strategy for Sandoz Switzerland, aligned with the local priorities and Global and Regional requirements
• Builds a strategic vision for the self-dispensing business
• Defines product and brand launch strategies, including portfolio optimization and external growth opportunities, in line with Regional and Global functions
• Determines in conjunction with sales and marketing the appropriate portfolio mix/focus for the business based on optimal resource allocation, internal capability, market fit, competitive dynamics and corporate expectations
• Closely aligns sales and market share targets with the Business Unit and Country Head
• Manages through the marketing/product management team the annual planning processes
• Ensures that plans/strategies accommodate the changes taking place in the market and respond to customer needs
• Communicates the local market strategy to sales and marketing and ensures that the strategy is reflected in marketing and sales planning and is responsible for profitable growth from innovative and established retail products
• Manages local activities to achieve sales, profitability, and market share growth targets for the respective portfolio
• Cooperates with Regional and global units responsible for key retail products
• Builds relationships with key Sandoz and Novartis stakeholders, medical experts and leaders in the health system

Productivity

Drives effective use of resources according to commercial priorities of the self-dispensing business area
• Assesses resource consumption (personnel and operating costs, investments) for brands and initiates counterbalancing initiatives where appropriate
• Forecasts and optimizes the allocation of resources according to strategic priorities and to areas of high impact
• Cooperates and coordinates with other departments of the Sandoz Switzerland
• Drives efficiency for marketing and sales through cost containment initiatives
• Oversees the effective implementation of the key product marketing plans through the marketing team in line with corporate standards and corporate strategy to ensure budgets are managed within agreed limits and plans are effectively implemented
• Drives cost management spend to achieve best-in-class cost structures through structural changes and specific cost containment initiatives, e.g. through targeted marketing initiatives, and support process redesign
• Drives together with sales manager field force effectiveness ('right customer, right message, right frequency') to maximize impact of sales activity
• Drives in-house and third party cost reductions process standardization where appropriate and creation of cost containment awareness among employees

Innovation

Identifies and implements new ways to enhance growth in the self-dispensing business
• Develops together with marketing innovative marketing concepts including e.g. partnerships, customer services and use of new media
• Aligns with Regional and Global branding and marketing initiatives to be aware of new application fields, treatment options, and outcomes results
• Uses marketing material and health economics data to communicate extended value add or innovative characteristics
• Communicates additional sales opportunities for retail products to Regional and Global functions (e.g. specific patient group, product variation, substance dosage)

People

Performs effective leadership and management of the sales and marketing team
• Communicates the strategic vision of self-dispensing business, Sandoz and Novartis to the marketing and sales teams in a way that enhances identification and involvement with the company
• Functions as a role model for Novartis core values
• Actively drives diversity & inclusion across all hierarchy levels
• Is responsible for the effective leadership, management, coaching and counseling of the marketing and sales management teams towards launch excellence, strategic networks and growth
• Is responsible for setting performance management objectives based on relevant marketing plans and assessment for individual performance vs. objectives.
• Is responsible for training needs analysis and personal development of direct reports and for the formulation of the training and development plans for marketing and sales roles.
• Drives the continuous upgrade of commercial capabilities in alignment with regional and global development programs.
Leads talent development according to Sandoz Switzerland needs and global requirements
Executes the Performance Management Process
Position Title

Head Self-Dispensing Channel

Desired profile

Minimum requirements

• University degree in bioscience, medicine, business, and/or economics, MBA or PhD preferred
• Substantial sales & marketing experience within pharma industry, incl. 3-5 years in management position
• Proven track-record of P&L responsibility
• In-depth understanding of the Pharma market place including key dynamics, competitors, regulatory and market
• Proven experience of product launch and product commercialization processes
• Proven Sales & Marketing Management ability
• In-depth understanding of retail products from a scientific and commercial perspective
• Experience in building relationships w key experts/ accounts
• Strong leadership skills and experience in leading, teaming with, and motivation of Marketing & Sales teams
• Change Leadership skills
• Strong communication, presentation, and negotiation skills
• Strong focus on results
• German and English is essential and French is a nice to have
Job Type

Full Time
Country

Switzerland
Work Location

Rotkreuz
Functional Area

Marketing
Division

SANDOZ
Business Unit

COMMERCIAL OPS WE SZ
Employment Type

Regular
Company/Legal Entity

Sandoz Pharmaceuticals AG