Regional Business Manager- Northern Region

United Kingdom
15 Aug 2019
14 Sep 2019
Full Time
Contract Type
Experience Level
Experienced (non-manager)
Req #: 1902784
Location: Offsite, United Kingdom
Job Category: Sales and Marketing
Work Location: OFFSITE
Organization: Regional Sales
Employee Status: Full-time
Job Type: Regular


  • Lead and inspire Key Account Manager team to deliver excellent performance
  • Accountable for the management and development of a Regional Sales Team, responsible for meeting regional sales targets and the execution of Celgene brand plans.

Role and Responsibilities:

Core Responsibilities:
  • Responsible for meeting regional sales targets for promoted products
  • Proactively Collaborates with Local Healthcare Partners using collaborative mindset and approach Manage and develop Key Account Management team, including recruitment, training, evaluation, motivation, incentives, compensation and performance management.
  • Drive Account Management Excellence, review and approve Account Plans and ensure completion of Account Plan activities
  • Support and implement Celgene corporate initiatives at regional level
  • Ensure the highest standards of quality and compliance are maintained by the KAM team in the field according to the ABPI/IPHA/code and Celgene SOP's and work practices

Business Management
  • Provide a monthly business update reflecting key successes, issues and business drivers
  • Lead regular cross functional account reviews
  • Conduct formal midyear and annual reviews
  • Setting and managing regional and territory objectives in line with the brand imperatives
  • Agree and set KPIs for Account Plans with KAM's
  • Ensure successful delivery of regional meetings
  • Agree regional and set territory sales targets
  • Manage and deploy Regional budget appropriate to the business needs
  • Determine most efficient deployment of KAMs territories, and assist in future sales force expansions or redeployments.

Team Management
  • Development of the KAM team using appropriate resources
  • Support the development and implementation of Individual Development Plans
  • Coach and support the regional and local KAM team through formal field visits and local and regional team meetings
  • Work with HR business partner to ensure vacancies are filled in a timely manner
  • Develop a culture of reward and recognition
  • Own the regional recruitment, talent and succession plan
  • Establish and maintain strong working relationship with HR business partner
  • Ensure successful onboarding for new starters

Supporting our Brands
  • Communicate key insights and information to Product Managers and the brand teams
  • Keep abreast of the Healthcare Environment and actively demonstrate by using that knowledge to identify opportunities in the Market Place
  • Manage implementation of all promotional activities to deliver the strategic imperatives
  • Ensure product knowledge is at industry leading standard
  • Manages the regional Key Opinion Leader plan in order to support our brands
  • Work collaboratively with the brand teams to develop the tactical plans for the delivery of the strategic imperatives and communicate these to the regional teams
  • Input into Strategic Planning process as directed

Skills and Knowledge Requirements:

  • Clear demonstration of ability to lead with passion to build and develop a top performing team
  • Relevant degree in Business or Science; relevant management experience, pharmaceuticals sales
  • Other relevant experience; sales training, marketing, knowledge of NHS or equivalent, sales operations or field based clinical experience.
  • Business Insight - understand the core issues that affect and influence the regional business
  • Ability to create and direct a regional sales team capable of achieving the regional sales target.
  • Demonstrated history of effective interpersonal skills, ability to provide performance feedback, strong written and verbal skills, good presentation skills, an effective evaluator of performance, good analytical ability.
  • Proven track record of coaching and skills development
  • Advanced understanding of principles of key account management and project management.
  • Thorough understanding of the NHS (or equivalent) structure and strategies and how this impacts on the national and regional business
  • Ability to collaborate and work cross-functionally
  • KOL and Advocacy management: Ability to develop effective relationships with customers at all levels
  • Demonstration of ability to coach and understand in a highly complex scientific marketplace
  • Ability to think strategically and develop long-term business plans

About Us


At Celgene, we seek to deliver truly innovative and life-changing drugs for our patients. Our vision as a company is to build a major global biopharmaceutical corporation while focusing on the discovery, the development, and the commercialization of products for the treatment of cancer and other severe, immune, inflammatory conditions.

"At Celgene, we seek to deliver truly innovative and life-changing drugs for our patients."

There are more than 300 clinical trials at major medical centers using compounds from Celgene. Investigational compounds are being studied for patients with incurable hematological and solid tumor cancers, including multiple myeloma, myelodysplastic syndromes, chronic lymphocytic leukemia (CLL), non-Hodgkin's lymphoma (NHL), triple-negative breast cancer and pancreatic cancer. As committed as we are to clinical accomplishment, we are equally committed to patient support, which is a guiding principle at Celgene. We believe all who can benefit from our discoveries should have the opportunity to do so. Celgene puts patients first with industry-leading programs that provide information, support and access to our innovative therapies.

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