Senior Specialty Sales Representative

COMPANY DESCRIPTION:

Santen is a specialized pharmaceutical company focused exclusively on ophthalmology in global markets around the world with more than 3,500 employees and sales in approximately 60 countries. Santen Inc., located in Emeryville, CA, contributes important ophthalmic research and development efforts worldwide and is home to our regional business teams. This office currently employs about 140 people and will grow by 50%+ in the near future.

With the passionate support of our Japanese parent company and its 125-year heritage, Santen is pursuing intellectually-challenging and stimulating work to deliver game-changing therapies that make hope a reality for people facing vision impairment and loss.

We are driven by and committed to our mission: Delivering Vision, Every Day. Additionally, our Corporate Strategy Policy for FY18-FY20 has provided essential focus for new commercialization efforts that will be fueled through an unprecedented increase in marketing investment and talent acquisition across Marketing, Sales, and R&D teams.

We are in search of top talent to help us meet our aggressive and important goals.

PRIMARY PURPOSE OF POSITION:

Santen has a new ophthalmology product in development for Canada. This position will be supporting the launch of Santen Canada, the new product, and other new products as they are ready to market. This position will be based in one of the following regions:
GTA/Montreal/Calgary/Edmonton/Vancouver.

The Senior Specialty Sales Representative reports to the Senior Director, Sales & Marketing and will be a member of a specialty ophthalmic sales team supporting Santen Canada's commercial products. This position will have responsibility for large, complex, high visibility, and/or strategic accounts.

The Senior Specialty Sales Representative is accountable for achieving territory sales goals within an assigned geography. This role will plan and lead promotional activities with health care professionals within the designated territory. Successful candidates will drive adoption and utilization of the assigned product(s) by maintaining disease/product expertise, developing account and HCP specific plans, strategically deploying messages/resources and understanding local dynamics that influence business in their area. The Senior Specialty Sales Representative will be accountable for abiding by the core values of Santen culture, which is centered on Integrity & Trust, Customer-Orientated Thinking, Expertise, Innovation and Collaboration & Cooperation. Additionally, the successful candidate is accountable for compliance with Canadian law.

MAJOR DUTIES OF POSITION:

• Achieves territory sales by executing Plan of Action (POA) marketing strategies, which includes delivering branded sales messages, executing planned programs, interacting with key stakeholders, and achieving or exceeding sales targets
• Provides feedback on marketing strategy and effectiveness reviews of sales activities and territory analysis, in addition to developing territory plans
• Works collaboratively with cross-functional teams including but not limited to, medical science liaisons, marketing and legal
• Complies with all laws, regulations and policies that govern the conduct of Santen Canada activities
• Creates, builds and maintains relationships with Key Opinion Leaders in partnership with Marketing and Medical Affairs
• Acquires, analyzes and shares market and competitive intelligence with marketing and sales team, as well as with senior leaders to capitalize on market trends and developments
• Executes business plan for assigned geographic area and implements national sales strategies and programs
• Understands market dynamics, business drivers and corporate goals
• Sets short and long-term business objectives
• Leverages targeting data, analytics and insights to determine where and how approved resources and marketing messages should be deployed within territory
• Identifies obstacles and proactively addresses them in creative and effective ways
• Manages budget effectively
• Establishes and maintains effective communication with customers & internal partners
• Shares best practices with peers

KNOWLEDGE AND SKILL REQUIREMENTS:

• Minimum: Bachelor's degree required
• Minimum of 10 years demonstrated successful specialty healthcare sales experience in managing and being accountable for own territory and large geography
• Montreal position requires bilingual candidate
• Ophthalmology experience strongly preferred
• Product launch experience strongly preferred
• Proven track record of success in sales
• Proven track record of ability to influence without authority
• Self-motivated and assertive with the ability to act with urgency
• Understands strategic priorities developed by leadership team
• Is open to and actively solicits feedback on work performance and skill development needs
• Demonstrates respect and appreciation for diversity of perspectives and approaches among peers
• Strong strategic planning and organizational skills
• Ability to understand and articulate clinical concepts, data and conclusions
• Exceptional communication and presentation skills, with the demonstrated ability to communicate effectively with diverse internal and external groups, customers, and key stakeholders