Associate Director Sales, UK & Ireland

About Almirall

We care. Through pharmaceutical innovation and a strong commitment to global healthcare partnerships, we are committed to providing tools, knowledge and science to improve the health of patients worldwide. We research, develop, manufacture and commercialize our own medicines as well as a portfolio of licensed products tailored to the needs of different therapeutic areas. Today, our products are available in over 70 countries on 5 continents through 15 subsidiaries.

Almirall is an international biopharmaceutical company based in Barcelona. Our strategic focus is on skin health. In order to achieve our corporate goal "Transform the patients' world by helping them realize their hopes & dreams for a healthy life.", we as a team give our best every day. Because our mission is to improve the quality of life of skin patients, understand their needs and use science to provide innovative medical solutions. The patient is always at the centre of everything we do. To fulfil our mission, we are continuously expanding our portfolio and focusing on promising innovations, particularly in the field of biologics.

Our Culture

At Almirall, our Noble Purpose is at the core of our work: “Transform the patients' world by helping them realize their hopes and dreams for a healthy life”. We invest in differentiated and ground-breaking medical dermatology products to bring our innovative solutions to patients in need. We listen to the patient and physician responding to their needs and helping them get the treatments they need. We are driven by science, diligent by nature. 

We have a successful history in Dermatology space which places us well to create a strong footprint into specialty immuno-dermatology.

You can find more information about Almirall through this link: : EEVP Almirall (publicaciones-digitales.cVP Almirall (publicaciones-digitales.com)

Position Summary/Mission

As Sales, Associate Director, you will be responsible for delivery of national sales targets of our biologic medicines, performance development of the Key Account Manager team and the effective budgeting, resourcing and management of the local account plans. You will need to excel in working collaboratively as a key member of the cross functional brand teams to ensure your team is equipped to successfully engage clinical and payer customers with the brand messages and value proposition.

Focus on:

• Developing Team:
  • Account Management
  • Local Market Access
  • Scientific Sales
  • Customer engagement and experience
  • Exploring new ways of working
  • Performance Focus
• Motivating and value-based leadership
• Active cross-functional working

Core Responsibilities

• Providing leadership to secure strategy & tactical execution for the UK/IE
• Nurture an aspirational high-performance & culture to drive and develop key talents
• Deliver national sales expectations within allocated resources and budgets while capitalizing on opportunities as they arise.
• Provide inspirational and strategic leadership to the KAM team that aligns to the overall Almirall performance and values.
• Develop KAM competencies in all relevant disciplines (Scientific sales, Account Management, Market Access) aligned with global capability plans by securing establishment and execution of individual development plans and continuous on-the-job coaching of the team.
• Secure industry leading account plans and support their implementation.
• Explore and develop closed-loop marketing with effective use of omnichannel communication.
• Engage with Marketing, Value & Access and Medical. Play a leading role in bringing and sharing customer insights internally.
• Engage in targeted customer facing activities.
• Motivate the KAM team to create opportunities for innovative approaches in piloting new initiatives that support our customers and address patients' needs.
• Engage with internal local & global colleagues in order to leverage skills, support development and share insights.
• Expected time allocation:
  • On-site coaching of team/customer engagement etc.      50%
  • In-office - cross functional working/meetings etc.             20%
  • WFH - virtual meetings/planning/development/admin      30%
• Expected travel (estimate)
  • International                10 - 15 days
  • Local w/overnight         30 days (provided in commuting distance from office

Key Performance Metrics

• Sales Delivery Vs Busget
• Account Management KPIs (Plans, Coverage, Execution etc.)
• Advocacy development 
• Market Access (Formularies/Guidelines/Pathways)
• Employee Satisfaction/Engagement
• Talent development and retention

Required Education & Experience

• Educated to degree level or equivalent
• Has led a successful Key Account Manager team as a direct line manager
• Strong insights and successful experience in the NHS clinical and payor environment
• Successful experience from launching and driving growth in secondary care settings
• Account Planning excellence and a proven record of implementation and collaborative working
• ABPI qualified and detailed understanding of the ABPI Code of Practice
• Track-record in inspiring and coaching people to deliver their full potential and in turn deliver national business objectives
• Experience in creating a strong and positive culture which secures outstanding performance together with high employee wellbeing and satisfaction

Preferred Skills

• The ability to make effective decision making in role or as part of a group that may involve negotiating
• Can lead the strategic development of advocacy plans and implementation
• The natural ability to gain insights, analyse data and spot commercial opportunities
• The ability to effectively communicate with all colleagues regardless of role
• The ability to role model Almirall Values and behaviours creating a diverse and inclusive environment
• A digital native, being comfortable with communication and carrying out your role via any medium whether in person or virtually
• Can facilitate innovation and value creation for customers and patients
• Experience from dermatology or other comparable disease areas is preferred.

Values

• Care: we listen & empathize; we value diverse perspectives & backgrounds, and we help each other succeed.
• Courage: we challenge the status quo; we take full ownership, and we learn from our success & failures.
• Innovation: we put the patient and customer at the center, we create novel solutions, and we empower entrepreneurial mindsets.
• Simplicity: we act decisively and avoid over-analysis; we understand why before we act, and we are agile & keep things simple.