Head of Sales, Elvium

Job Title: Head of Sales, Elvium

Location: Toronto

Job Type: Permanent

Role Summary

Reporting to the General Manager the primary objective is to drive a commercial success, by leading a team of sales managers and 43 sales representatives and successfully delivering on objectives, while fostering excellent collaboration and teamwork. As a member of the Executive Leadership Team, the Head of Sales, Health Solutions will work closely with all functional leaders and groups to develop and execute sales strategies/initiatives to drive the growth of the portfolio and develop and execute plans for future launches.

The Head of Sales is expected to develop and implement a sales plan to accelerate the growth of in-line products; achieve the sales forecast, market share and operating profit objectives; successfully launch products; and integrate and successfully commercialize licensed/acquired products. The candidate will enhance commercial capabilities, develop the team and strengthen the sales organization to achieve high performance, drive growth and consistently achieve business objectives.

As a member of the executive lead team, The Head of Sales, is expected to drive and deliver on all strategic imperatives that impact the broader organization’s goals and priorities, ensuring the long term sustainability, profitability and stability of the business.

Key Responsibilities

• Achieve market share and volume targets for Foquest
• Develops and executes on national sales, strategies/initiatives and be accountable for achieving sales
• Actively reviews performance metrics to ensure that the Health Solutions Team is executing brand strategies and plans optimally to achieve maximum sales results for assigned geographies
• Collaborates closely with marketing to contribute to the execution of marketing plans and programs
• Monitors sales activities and results through comprehensive analytics and takes action and/or communicates to address variances by region/territory level
• Customer engagement and Patient focus
• Establishes, builds and maintains relationships with Key Opinion Leaders KOLs in partnership with Marketing and Medical Affairs.
• Expands relationships with KOLs and customers to identify opportunities to increase advocacy for brands and the company
• Relentlessly pursues understanding of the patient journey, searching for solutions to improve lives of adults with ADHD
• Data driven decision making
• Ensures operational systems and actionable analytics are used to evaluate area, regional, and territory sales activity and results
• Develops overall strategic vision for the sales incentive plan
• Collaborates with Total Rewards and Compensation Committee to ensure sales compensation strategy is aligned with overall company compensation strategy
• People Leadership and high performing team development
• Identifies and provides individualized opportunities to others to capitalize on strengths or for development purposes, establishes development goals and paths for team members
• Clarifies direction and long-term goals of changes; reinforces messages from management to foster understanding and acceptance of change within your own team or department
• Leads by example and assumes personal accountability for management decisions and actions, reporting either to internal or external partners, clients and stakeholders
• Removes obstacles to collaboration; commits to promoting collaboration and resolving cross-business unit conflicts to facilitate win-win resolution of differences
• Defines decision criteria in line with strategic direction, vision and values and ensures consistency among teams so that the entire area moves in the same direction
• Leads, motivates, develops and focuses the team to ensure delivery of the required standards of excellence in service and performance
• Sales team consistently engages is meaningful value-added interactions with customers and is recognized as the #1 team in the ADHD therapeutic area

Skills & Experience

• 15 years of Canadian pharmaceutical industry experience in a variety of sales roles of progressively greater scope and responsibility
• Marketing, commercial operations, business development and/or other related experience will be considered an asset
• 5 years of senior leadership experience - leading teams of at least 50 field-based employees at a National level
• Pain and CNS therapeutic area experience an asset
• Additional therapeutic area experience will be considered an asset
• Product launch experience strongly preferred
• International experience is an asset
• Corporate lead team experience as VP/Lead team member an asset
• Drive for results, insure proper execution of the strategic plan of the organization
• Setting growth goals that are ambitious but realistic for self and team, geared to organizational objectives
• Financially literate with strong business acumen
• Develops and implements successfully sales strategies for each of the company’s Products
• Strong analytical skills using all available data sets to drive business decisions and identify opportunities for continued market share growth
• Ability to lead change initiatives and adapt approach in the market for different products, by leading the team to change how things are being done while creating a team atmosphere in which people work together enthusiastically.
• Adapts own approach to the audience, anticipating impact of words and actions, preparing for possible resistance and responding in an appropriate style, using a range of influencing styles
• Excellent people leadership, coaching and mentoring skills
• Excellent communication, presentation and negotiation skills
• Exceptional relationship skills with ability to persuade and inspire geographically dispersed groups of people

Education

• Undergraduate degree in Business or Science is required
• A post-graduate degree in a related field would be considered an asset

Diversity and inclusion

Building an inclusive environment where people can thrive, grow and achieve their full potential is a priority. We believe this isn’t just the right thing, but also the smart thing to do, as we focus on making a positive difference for our customers and their patients.