Regional Business Manager - West Yorkshire

We have an exciting opportunity for Regional Business Manager to join our Primary Care team based in West Yorkshire. 

At Chiesi it is our people who are at the heart of what we do and achieve. A proud family business we are a Top Employer and a Great Place to Work in the UK.

In the role of Regional Business Manager you will effectively lead, manage and coach a Field Force Team to increase company revenues and profitability by aligning Chiesi’s AIR Portfolio to the needs of NHS customers.   

As Regional Business Manager, you will be responsible for increasing company revenues and market share of the AIR Portfolio through the effective management of a team of field sales personnel. Another key part of the role will be to competently coach, and/or deliver defined programmes of learning in accordance with identified learning needs, to develop job relevant skills, knowledge or abilities of team members.

The successful candidate will have strong line management and performance management skills along with experience in effectively coaching and developing to maximise individual(s) potential in line with the aims of the business and/or individual job role.

You will ideally be experienced as a sales manager with a strong knowledge of the pharmaceutical industry and ideally knowledge of the respiratory therapy area and a good understanding of the NHS / Healthcare Environment.  The successful candidate will have excellent interpersonal and communications skills, including negotiation and presentation skills.  

We also offer a great benefits package including company car/car allowance, Pension, Private Medical and Dental cover, 25 days leave, competitive salary, and an attractive bonus scheme. 

If this sounds like the role for you then apply now following the link. 

We look forward to welcoming you to our team.

Purpose

To effectively lead, manage and coach a field force team to increase company revenues and profitability by aligning Chiesi’s AIR Portfolio to the needs of NHS customers. 
 

Working with their teams to facilitate the creation of solutions that meet the needs of our customers and Chiesi. The RBM will be required to increase company revenues through promotion of Chiesi’s AIR Portfolio, in accordance with the UK marketing plan and locally developed customer plans. 
 

The RBM will take responsibility for selected Health Care Professionals across their locality. 
 

Portfolio Priorities: 

• AIR portfolio 
• Commercial agreements e.g., Rebate Management for key AIR brands 
• B Corp & Sustainability – shared agendas  

Profile

• An experienced Manager with a strong knowledge of the pharmaceutical industry and desirable knowledge of the respiratory therapy area. 
• Exceptional knowledge of the NHS and the NHS agenda. 
• Strong empathy and interpersonal skills, with an ability to develop relationships across key customer groups and influence key NHS personnel at the highest levels in order to drive mutually beneficial agreements (e.g. co-created projects). 
• Commercial acumen with a proven track record in commercialising pharmaceutical products.  
• Excellent planning and organisation skills: including business account management planning, the ability to produce robust business cases; and effective deployment of resource to meet the needs of a region and/or customer.  
• Understands and able to work in a matrix management structure 
• Experienced in effective team development through robust Leadership, Coaching and Management. 
• ABPI Qualified   
• Full UK Driving licence 

Main Responsibilities

• To increase company revenues and market share of the AIR Portfolio through the effective management of a team of field sales employees. 
• Contribute to strategic discussions/marketing planning processes to enhance the effectiveness of implementation of corporate strategies. 
• Direct the team by translating strategic aims into SMART regional objectives through the preparation of a robust regional business plan. Ensure all team members have well developed territory plans aligned to their objectives.     
• Deploy the required resource and skill to meet either the territory/regional plan or the needs of the customers. 
• To identify commercial opportunities for the organisation through effective business planning and the development of financially sound business proposals.
• Deliver KPIs, including (but not limited to) Sales, NPS, Project Delivery, Customer Satisfaction.
• To understand motivational factors impacting on team performance and initiate action to optimise their performance. Develop local incentives and make a contribution to the production of national incentive schemes.   
• To support and manage team members, and develop talent, through regular field visits, in line with objectives, and build strong relationships across the team to promote collaborative working.
• Recruitment and retention of high calibre team members to ensure sales target delivery. 
• To implement company-wide performance management processes, including conducting performance appraisals, to obtain an accurate assessment of learning needs and where necessary develop performance improvement plans.
• To ensure personal development plans are produced for team members and training/development interventions are provided, either directly or through others, to meet identified learning needs of the team. 
• Deliver defined programmes of learning in accordance with identified training needs. 
• Collaborate closely with all relevant key internal stakeholders to ensure the effective functioning of the team. Especially NEMs, MSLs, Cx Leads.
• Develop strategic customer plans to deliver business growth.
• Identify commercial opportunities through effective business planning and the development of financially sound business proposals. 
• Development of customer partnerships, enabling Chiesi to be a respiratory partner of choice. 
• Take responsibility for selected senior Health Care Professionals across the LHE. 
• Identify and develop long term partnerships with key senior customers, to shape the LHE – and facilitate formulary and guideline inclusion at an account level. 
• Pioneer both digital and face to face interactions, embracing new technology and platforms by utilising customer insights. 
• Empathising with our customers and recognising their challenges and work to support appropriate co-created solutions. e.g. collaboration opportunities including service offerings, co-created projects and medical education.  
• Coach and lead customer channel orchestration within the region.
• Adhere to the ABPI Code of Practice and Chiesi’s policies, procedures and Company Values. 
• Contribute and support the UK Affiliate in pursuit of its B Corp credentials. 

Key Competencies and Skills

• Leadership, coaching and management 
• Recognised as a credible Manager that is able to facilitate tailored customer solutions. 
• Recognised by the customer as the respiratory partner of choice. 
• High Level of Disease and Product Knowledge 
• Strategic Thinking 
• Project Management and Account Planning 
• Analytical skills 
• Strong decision making 
• Affinity for digital media 
• High levels of empathy enabling the manager to shape solutions that meet the needs of our customers.