This role is accountable for delivering sales results in the Australian state business areas. You will play an integral part in the setting and tracking of both sales targets and budget targets for the state and territory business areas and the development and implementation of robust state and territory business plans to achieve these goals.Reporting to the Global Sales and Marketing Director, you will be responsible for leading, managing, and coaching the Australian MSL team within the defined territory areas with a focus on building brand awareness, HCP education, and driving locally identified sales initiatives that deliver credibility, growth, and profitability. The role will engage with both internal and external stakeholders and will be key to ensuring alignment between the global marketing strategy and its implementation at a state and territory level.More specifically, the role will be responsible for the development and implementation of state and territory business plans that are aligned with the company's strategic goals and managing the implementation of these through the MSL team through effective coaching and team management. Working closely with key internal stakeholders (marketing, medical affairs, commercial sales, legal, and regulatory) to manage all aspects of our Australian sales activities in a compliant and ethical manner. This includes accountability for managing each state's business and coaching and developing a high-performance MSL team in alignment with the company's strategic goals. The role will also be responsible for collating and sharing key market and competitor intel to enable us to maximize market expansion opportunities and sales team focus specific to the Australian market.Key Responsibilities:
Accountable for the development of robust regional and territory business plans aligned to commercial strategy.Accountable for setting and tracking regional and territory sales targets and KPIs that support the delivery of these targets across the primary prescribing channel (GPs) and identified medical cannabis clinics.Identification of business opportunities within their region and presenting robust business cases to support the implementation of these opportunities.Collate and provide insight from competitor activities that informs strategic business decisions on activities.Accountable for the generation and management of the regional budget ensuring that all spend is within budget.Work closely with marketing and sales management to provide key insights into the strategic implementation of marketing strategy and to provide recommendations for performance improvement and competitive advantage.Develop and build a key opinion leader (KOL) plan to identify and build relationships with these KOLs and engage in regional and national activities that support the delivery of the organizational strategic goals.Develop and build a network within the medical cannabis industry to collaborate with and champion strategic objectives.Regional Team Management: Accountable for managing the state and territory sales targets and ensuring that all activities are generating a ROI for the business. Setting and tracking key performance indicators for your team that are aligned to driving the state and territory business plans.Accountable for producing and maintaining monthly reporting of your regional team's performance which provides insight into the current performance and identifies opportunities to improve productivity and sales success.Accountable for developing a high-performance culture within your regional team through robust objective setting, territory KPIs, and individual development plans and ensuring these are reviewed regularly with your direct reports.Regional Team Development: Develop and implement coaching development plans for each of their direct reports which are aligned to the implementation of the marketing strategy and delivery of territory business plans.Accountable for developing and maintaining a high level of clinical, therapeutic, and market knowledge within their team through regular learning and development activities.Accountable for ensuring that their team has a high level of understanding of the relevant codes of conduct, and industry regulations and that all activities undertaken are ethical and compliant.Accountable for ensuring that their team has a high level of understanding of all relevant company SOPs and that all activities are undertaken in compliance with these SOPs.Experience / Education:
Health Science Degree such as nursing, pharmacist, or science.Management Experience.Strong in-field coaching experience.Demonstrated exceptional HCP partnerships that ensure loyalty, respect, and collaboration.Evidence-based experience with the pharmaceutical sector and medicines in a clinical sales environment.Passionate about commercial growth, competitive insights, and market dynamics.Medicines Australia Code of Conduct knowledge and experience.Thrives on owning ambitious sales targets and is motivated to seek out innovative growth initiatives and strategies.Efficient & timely territory management skills ensuring clear objectives & interaction planning.Experienced & confident with IT, CRM, and Virtual detailing.
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