Job Description

The Position

• As Therapeutic Area (TA) Head

CRM / IOM
for the OPU, lead, manage and develop the assigned TA team in the OPU. Drive the overall TA strategy, effective alignment and operation of the TA cross functional team (Marketing, Sales, MAHA, GTM, Medical affairs) in the OPU. * Directly responsible for the development of marketing and sales operational plans for the assigned TA in line with ROPU Strategy and Integrated Brand Plans. Drive implementation with a focus on enabling synergies, execution excellence, patient and customer centricity to ensure sustainable growth and profitability for the assigned TA in the OPU.

• Demonstrate strong and dynamic leadership to drive the right mindsets and behavioral changes for increased collaboration, effectiveness and efficiency. Lead, manage and monitor all OPU TA activities for CRM / IOM.
• Continuously updates and educates the organization on topics relevant to the TA business, supporting the sales functions with updates and training materials for the products.
• Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics/requirements are adhered, understood, monitored and respected within the immediate team.

Duties and Responsibilities1. STRATEGY:

• Provide regular inputs to ROPU Heads and ROPU brand teams on local market, customer and competitor information, as well as TA/brand CSFs and KPI development. Support the development and implementation of ROPU IBP/ICPs
• Develop OPU Operational Plan in alignment with ROPU strategy and plans
• Diligently pave the way and allocate resources for the excellence in launch of our company pipeline assets and indications
• Contribute to ACV preparations as solicited by ROPU

2. DRIVING BUSINESS RESULTS:
2.1 BUSINESS PLANNING (BUDGET, OUTLOOK & LONG-TERM FORECAST)

• Contribute to LTF/Outlook preparation by providing sales and investment planning for the defined brand/TA
• Develop LTF proposals for Sales, Direct Promotion and Field Force FTEs
• Align with MAHA and Medical Affairs on LTF proposal / overall resources and plans for the TA

2.2 BUSINESS PERFORMANCE

• Drive achievement of OPU sales, market share and profit/profitability objectives for the TA in line with ROPU objectives
• Ensure appropriate management of budget and headcount resources at OPU to maintain / develop or optimize brand performance
• Deliver monthly performance summaries and KPI updates in collaboration with Commercial Operations, precisely communicating information to facilitate information sharing, consultation and efficient decision making, and immediately highlighting potential issues to HPLC and proposing solutions and counter measures

3. PROCESSES / CROSS-FUNCTIONAL COLLABORATION:
3.1 PORTFOLIO MANAGEMENT, INTEGRATED BRAND & CUSTOMER PLANS

• Lead the TA team to implement OPU operational plan including OPU customer engagement plan (e.g. advisory boards, standalone meetings, symposia aligned to external society meetings, KOL development plans, etc.)
• Drive internal collaboration and effective operations within the TA team
• Work closely with Medical Affairs to execute medico-marketing initiatives (e.g. Expert Engagement initiatives, CME, multichannel)
• Work closely with MAHA to pursue optimum pricing for new assets and indications, as well as co-develop policy shaping and access local plans
• Collaborate closely with ROPU brand teams to ensure alignment and optimization of synergies

3.2 LAUNCH READINESS

• Lead TA local launch readiness process in close collaboration with Medical Affairs, Sales and MAHA, amongst other areas to ensure achievement of launch readiness milestones
• Ensure preparedness, resources and skills of the team to shape the market, company and product foundations to launch and promote the new assets & indications within the TA

3.3 EXTERNAL CUSTOMER/PARTNER RELATIONSHIPS

• Manage relationships with key individual stakeholders and customer groups in the OPU and develop our company reputation as a patient-centric, and customer focused organization
• Manage relationships with OPU business partners with a focus on continuous improvement, optimization and innovation

3.4 CROSS FUNCTIONAL ALIGNMENT AND ROPU COLLABORATION

• Collaborate with ROPU Commercial Head and the ROPU TA Leads
• Organise and lead cross functional team interactions between the different functions in the OPU (Marketing, Sales, Medical, MAHA, GTM and GF)
• Maintain strong interface with ROPU Commercial Head and ROPU Brand Teams to facilitate growth of sales and market share
• Provide regular feedback and input to ROPU Commercial Teams (marketing/competitor/customer insights) to develop brand strategies
• Ensure local ICP is aligned with key ROPU/OPU strategic direction
• Continuously update and educate the organisation on topics relevant to the TA/brands, supporting the sales functions with updates and training materials

4. PEOPLE:

• Build an effective TA marketing and sales team in the OPU committed to delivering HPBU Intent, ambitious targets and achieving both short-term and long-term business objectives
• Engage the team to the TA strategy and provide clarity on the goals and objectives to be achieved by the team
• Ensure development of skills and abilities through ongoing feedback, coaching and training / development opportunities for Sales and Marketing teams
• Enhance and exemplify team collaboration in building an effective, collaborative, driven and result oriented team.

5. Leadership / Supervision:

• Get the team inspired and engaged to the TA Strategy
• Ensure implementation and compliance to the Performance Management / Talent Management / Compensation Planning /Boehringer Ingelheim People timelines for the year
• Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines
• Ensure that talents are properly identified and that they are discussed in the cross validation and succession plans
• Ensure that proper coaching is provided during the MAG discussions (midyear, yearend, or whenever the need arises)
• Ensure the adequate staffing of the team and the development and movement of talents are properly implemented

6. Analyze, develop, execute, monitor and achieve the Business Plan:

• Analyze the business in the responsible areas for business opportunities based on performance reports, environmental trends and customer needs
• Develop the Business Plans based on the National Plan. Lead the sales team and provide input to the Head of Sales on the alignment of the National plan.
• Lead the sales team and the Head of sales in strategizing and effective execution of the OPU National Plan to meet and exceed its objectives.
• Lead and work with the Head of Sales on the focus of the, Sales Manager coaching days, Medical Representative days in the field, call frequency, target customer reach and coaching the coach days (Sales Manager\'s coaching), SAP execution.
• Regular evaluation of the OPU\'s National Plan (incl. budgets and expenses) and its target achievement, and take appropriate actions to achieve the objectives of the Regional Plan
• Manage vacancies of responsible area by initiating, coordinating and implementing the recruiting of Sales Managers/ Product Specialists in collaboration with HR

7. Coaching Culture

• Lead and work with the Head of Sales in designing, implementation and sustaining a robust coaching culture and coaching strategy that encourages continuous learning, growth and development through effective coaching practices.
• Monitor and lead the sales team in the development of a superior coaching strategy to enhance effectiveness of the Medical Representatives.
• Conduct periodic field visits with the sales managers and medical representatives for on the job observation, to obtain first hand understanding of the coaching skills of the medical representatives, and identify any potential opportunities or enhancements.
• Conduct 1:1 coaching sessions where applicable

Requirements

• Bachelors Degree, major in Business Administration and/or Pharmacy is an added advantage
• Minimum 10 years of marketing and /or sales experience
• Minimum 4 years leadership experience
• Deep knowledge of

TA
; has experience handling product launches is an added advantage * Strong understanding of local market access landscape

• A prior track record of success
• Leadership skills - facilitating discussions and driving team
• Proven track of collaboration across different functions
• Coaching and development of direct team\'s individuals
• Strong interpersonal skill / communication skill
• English proficiency
• Special Skills (with reference to PRIME marketing Competencies Model):

• Business,Sales and Marketing Acumen
• Customer Orientation
• Strategy Development
• Project Management
• Effective Execution
• Relationship Management
• Proficiency in MS Office, Outlook and database application

Note to Recruitment Agencies:Boehringer Ingelheim does not accept candidate submissions from recruitment agencies that our company does not have existing contracts with. Boehringer Ingelheim will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to our employees or offices without our prior permission.

Boehringer Ingelheim