Head of TA Franchise, CRM & EP

The Position

Head of Therapeutic Area (TA) Franchise, CRM & EP

Lead, manage and develop the assigned TA team in the OPU. Drive the overall TA strategy, effective alignment and operation of the TA cross functional team (Marketing, Sales, MAHA, GTM, Medical affairs) in the OPU.

Directly responsible for the development of marketing and sales operational plans for the assigned TA in line with ROPU Strategy and Integrated Brand Plans. Drive implementation with a focus on enabling synergies, execution excellence, patient and customer centricity to ensure sustainable growth and profitability for the assigned TA in the OPU.

Demonstrate strong and dynamic leadership to drive the right mindsets and behavioral changes for increased collaboration, effectiveness and efficiency. Lead, manage and monitor all OPU TA activities for the respective franchise.

Continuously updates and educates the organization on topics relevant to the TA business, supporting the sales functions with updates and training materials for the products.

Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics/requirements are adhered, understood, monitored and respected within the immediate team.

Tasks & Responsibilities

1. Strategy:

• Provide regular inputs to ROPU Heads and ROPU brand teams on local market, customer and competitor information, as well as TA/brand CSFs and KPI development. Support the development and implementation of ROPU IBP/ICPs
• Develop OPU Operational Plan in alignment with ROPU strategy and plans
• Diligently pave the way and allocate resources for the excellence in launch of Boehringer Ingelheim pipeline assets and indications
• Contribute to ACV preparations as solicited by ROPU

2. Driving Business Results:

BUSINESS PLANNING (BUDGET, OUTLOOK & LONG-TERM FORECAST)

• Contribute to LTF/Outlook preparation by providing sales and investment planning for the defined brand/TA
• Develop LTF proposals for Sales, Direct Promotion and Field Force FTEs
• Align with MAHA and Medical Affairs on LTF proposal / overall resources and plans for the TA

BUSINESS PERFORMANCE

• Drive achievement of OPU sales, market share and profit/profitability objectives for the TA in line with ROPU objectives
• Ensure appropriate management of budget and headcount resources at OPU to maintain / develop or optimize brand performance
• Deliver monthly performance summaries and KPI updates in collaboration with Commercial Operations, precisely communicating information to facilitate information sharing, consultation and efficient decision making, and immediately highlighting potential issues to HPLC and proposing solutions and counter measures

3. Processes / Cross-functional Collaboration:

PORTFOLIO MANAGEMENT, INTEGRATED BRAND & CUSTOMER PLANS

• Lead the TA team to implement OPU operational plan including OPU customer engagement plan (e.g. advisory boards, standalone meetings, symposia aligned to external society meetings, KOL development plans, etc.)
• Drive internal collaboration and effective operations within the TA team
• Work closely with Medical Affairs to execute medico-marketing initiatives (e.g. Expert Engagement initiatives, CME, multichannel)
• Work closely with MAHA to pursue optimum pricing for new assets and indications, as well as co-develop policy shaping and access local plans
• Collaborate closely with ROPU brand teams to ensure alignment and optimization of synergies

LAUNCH READINESS

• Lead TA local launch readiness process in close collaboration with Medical Affairs, Sales and MAHA, amongst other areas to ensure achievement of launch readiness milestones
• Ensure preparedness, resources and skills of the team to shape the market, company and product foundations to launch and promote the new assets & indications within the TA

EXTERNAL CUSTOMER/PARTNER RELATIONSHIPS

• Manage relationships with key individual stakeholders and customer groups in the OPU and develop Boehringer Ingelheim's reputation as a patient-centric, and customer focused organization
• Manage relationships with OPU business partners with a focus on continuous improvement, optimization and innovation

4. People:

• Build an effective TA marketing and sales team in the OPU committed to delivering HPBU Intent, ambitious targets and achieving both short-term and long-term business objectives
• Engage the team to the TA strategy and provide clarity on the goals and objectives to be achieved by the team
• Ensure development of skills and abilities through ongoing feedback, coaching and training / development opportunities for Sales and Marketing teams

5. Leadership / Supervision:

• Get the team inspired and engaged to the TA Strategy
• Ensure implementation and compliance to the Performance Management / Talent Management / Compensation Planning / Boehringer Ingelheim People timelines for the year
• Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines
• Ensure that talents are properly identified and that they are discussed in the cross validation and succession plans
• Ensure that proper coaching is provided during the MAG discussions (midyear, yearend, or whenever the need arises)
• Ensure the adequate staffing of the team and the development and movement of talents are properly implemented

6. Analyze, develop, execute, monitor and achieve the Business Plan:

• Analyze the business in the responsible areas for business opportunities based on performance reports, environmental trends and customer needs
• Develop the Business Plans based on the National Plan. Provide input to Sales Manager’s Area Plan aligned with the National Plan
• Execute on the National Plan to meet and exceed its objectives, by focusing on Sales Manager coaching days, Medical Representative days in the field, call frequency, target customer reach and coaching the coach days (Sales Manager's coaching), SAP execution
• Monitor and evaluate regularly the implementation of the National Plan (incl. budgets and expenses) and its target achievement, and take appropriate actions to achieve the objectives of the Regional Plan
• Manage vacancies of responsible area by initiating, coordinating and implementing the recruiting of Sales Managers/ Product Specialists in collaboration with HR.

7. Coach the Coach:

• TA Head to Sales Manager or Medical Representatives (in case there's no Sales Manager) to develop superior coaching skills to enhance in / out clinic effectiveness of BI Medical Representatives
• Plan the coaching session by reviewing Sales Manager's Coaching Forms and progress of the Medical Representative coached by Sales Manager
• Conduct triple visits (accompanied call of the TA Head with the Sales Manager and Medical Representatives) and submit CFE reports. Observe the Sales Managers on the job / in the meetings to identify coaching needs and agree on a coaching plan
• Conduct 1:1 coaching sessions
• Agree a coaching plan

Requirements

Minimum Education/Degree Requirements: University / Bachelor degree, major in Business Administration and/or Pharmacy.

Required competencies:

• Minimum 10 years of marketing and /or sales experience
• Minimum 4 years leadership experience
• Deep knowledge of the respective TA; has experience handling product launches
• Strong understanding of local market access landscape
• A prior track record of success
• Leadership skills – facilitating discussions and driving team
• Proven track of collaboration across different functions
• Coaching and development of direct team’s individuals
• Strong interpersonal skill / communication skill
• English proficiency

Special Skills (with reference to PRIME marketing Competencies Model):

• Business and Marketing Acumen
• Customer Orientation
• Strategy Development
• Project Management
• Effective Execution
• Relationship Management
• Proficiency in MS Office, Outlook and database application

READY TO CONTACT US?

Please contact our Recruiting Team: Ms. Phuong Vo: phuong.vo@boehringer-ingelheim.com