Sales Manager, Oncology

Role Overview

Sales Objectives and Growth

• Forecast state and territory sales targets and expenditure budgets.
• Develop and administer incentive schemes and targets for each sales cycle.
• Monitor performance against sales and expenditure targets and identify growth or corrective actions.
• Generate access initiatives for key customers and accounts.
• Develop and execute key account strategies to drive growth.
• Identify territory and national business development opportunities.
• Develop business plans with Brand Teams to deliver strategic initiatives and growth targets.

Team Leadership and Development

• Inspire, lead, and motivate the sales team while fostering high performance and continuous improvement.
• Identify training needs and work with Learning and Development to deliver training programs.
• Recruit, induct, and coordinate training for Key Account Managers.
• Set individual objectives, track progress, and support adjustments for Key Account Managers.
• Conduct face-to-face coaching and field visits with Key Account Managers.
• Document mutually agreed development objectives for field visits in Veeva.
• Monitor operational standards and ensure corrective plans are implemented where needed.

Analysis and Sales Execution

• Contribute to annual budgets, strategic plans, and operating plans.
• Lead development of aligned, insight-driven Territory Business Plans.
• Submit monthly reports covering market and competitive insights, territory successes, and challenges.
• Conduct monthly analysis of sales and activity data to identify trends and opportunities.
• Drive territory analysis, sales-force segmentation, targeting, and profiling.
• Ensure effective use of CRM systems and processes.

Strategy and Stakeholder Engagement

• Translate Country Brand Operational Plans into sales actions and brand strategy into sales call flows.
• Ensure sales activities align with targeted business opportunities and brand positioning.
• Partner with marketing and medical teams to deliver brand plan objectives and opportunities.
• Manage key customer relationships and share customer insights across functions.
• Deliver a superior customer experience through Key Account Manager knowledge and skills.

Knowledge, Abilities and Experience

• Science, medical, business, or marketing-related tertiary qualification.
• Experience in sales management and/or sales coaching.
• Leadership, people management, communication, coaching, and mentoring skills.
• Extensive experience selling PBS Authority listed pharmaceuticals or similar products.
• Successful pharmaceutical sales experience, predominantly in specialty and hospital settings.
• Experience in the Australian market is preferred.
• Oncology therapeutic-area experience is preferred.
• Analytical and insight-generation ability is preferred.

Field Work

• Sales Managers are expected to spend approximately 70% of their time in the field with Key Account Managers and customers.
• Each Sales Manager is expected to conduct at least one field visit per month.