Regional Commercial Lead - Rare Diseases

Lieu: Switzerland - Glattbrugg/Zurich

Fonction: Sales

Compagnie: Vifor Pharma

Niveau de Séniorité: Director

Ramiro Villanueva

Senior Talent Acquisition Manager

Conditions pour les agences de placement

Votre profil

Vifor pharma is experiencing rapid growth due to pipeline acceleration and launch of a rare disease product within vasculitis. As such an opportunity has arisen to take a seat in the global HQ in Glattbrugg as the Regional Commercial Lead  to oversee  overall sales capability and performance for our latest rare disease product.

The Regional Commercial Lead Rare Diseases will be accountable for optimising the treatment pathways for Rare Diseases-Vasculitis patients, by establishing and executing a plan which enables access to Vifor medicines which will significantly improve the lives of patients with this Rare Disease. They are also accountable for meeting  and exceeding sales targets for any future orphan brands .

To do this, the Regional Commercial Lead  – part of business operations and international commercial organization - will play a critical role in shaping the sales function and strategy for a newly created Rare Disease Business Unit (RDBU).  The Regional Commercial Lead - Rare Diseases will hire, develop and lead the dedicated field sales organization consisting of multiple regional RD commercial leads and Key account managers. They will work with the broader commercial operations teams to ensure seamless execution of the RDBU launch plan objectives and sales targets in all relevant affiliates and will lead on the annual tactical planning and continuous KPI and results tracking

Acting as first line manager of the Country Commercial Leads, they will manage day-to-day operations and ensure alignment with Affiliate management teams and key functions.

Main Accountabilities

  • Manage and lead team of RD Snr KAMs/Commercial Leads in all relevant locations
  • Deliver sales budget with focus on top Tier key accounts / centers of expertise (CoEs), tracking and managing performance according to business plan objectives and KPIs
  • Develop, lead and execute a strategic launch plan with specific goals and targets for the sales team
  • Establish sales team launch readiness, and ensure sales force effectiveness
  • Create a high-performance team environment based on alignment with a common values and vision based on a foundation of trust and respect
  • Consistently conduct business analyses, develop and maintain a current business plan, and contribute to the development of international launch business plans. Analyze and assess contract strategy and profitability
  • Develop and roll out key customer engagement concept together with all relevant functions beyond the sales team at local and global levels
  • Maintain exceptional knowledge of the customer, related markets and disease states competitive products and the broader healthcare marketplace. Be the content expert for the Rare renal disease specialty channel
  • Ensure the customer experience is exemplary, where customers seek Vifor out as the partner of choice for creating access to Vifor medicines in those patients who would benefit.


1.            Strategy

  • Translates Organizational Strategy into tangible goals for RD KAM’s and Snr KAM’s/Commercial Leads, providing context for all goals and actions
  • Create excellent business partnerships with affiliate teams, understanding the local strategy and ensuring seamless integration with day to day local operations
  • Enable an exceptional and seamless customer centric experience in line with Vifor’s customer centricity goals, whereby information on Vifor's products, services and relevant disease areas, improve the patient journey within all accounts

2.            Business planning: leveraging and coordinating resources:

  • Define sales KPI and develop dashboard to track progress
  • Monitor, track, adjust and report on programs, partnerships and services in all critical accounts, s necessary,
  • Tailor CRM to RD needs as appropriate
  • Ensures the omnichannel Customer Engagement model is active to deliver the best possible customer experience
  • Exercise fiscal control, manage expenses and allocate resources appropriately and pragmatically, consistent with written business plan to maximize business growth drivers, and return on investment.
  • Implement necessary stop-loss investments and fully leverage and utilize but does not exceed all allocated budgets and allocated resources.
  • Interfaces with Global Brand Team, Medical Leads, Global Market Access, Sales and Marketing Excellence and Affiliate Sales Directors in the analysis and reporting of management performance and KPIs
  • Collaborates with other key players to capture broad perspectives and ensure a cohesive approach
  • Work independently to set own travel schedule to ensure adequate coverage for all key accounts.

3.            Leading teams,

  • Effectively coach competencies of individual team members and apply appropriate coaching styles to develop “industry best in class” selling and account management skills and flawless execution of launch plan
  • Leads the team and individuals according to the situation and objectives. Adjusts approach as required
  • Maintains and builds capability in the team by accessing relevant learning and training solutions, focusing on the 70 20 10 development principle
  • Recruit/build/develop and manage a highly effective and motivated team of sales specialists and ensure that Vifor Pharma is recognized as among the industry’s best rare renal disease player
  • Lead and organize all sales and training meetings and complete all required responsibilities on time and by achieving established standards
  • Recruit/build/develop and manage a highly effective and motivated team of sales specialists and ensure that Vifor Pharma is recognized as among the industry’s best rare renal disease player
  • Execute a coaching continuum plan for every field work session consistently concluding with a written Field Coaching Report which accurately and clearly communicates observed competency strengths and areas of development, business goals, drivers of success, opportunities and risks and an actionable plan to develop and enhance both competency and business growth drivers and holds sales specialist accountable for measurable progress
  • Continuously attract, recruit and maintain top industry talent, minimizes regrettable turnover and ensures all vacancies are promptly filled
  • Engage with top strategic customer accounts

4.            Compliance

  • Performs all Company business in accordance with all regulations and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management.
  • Demonstrates high ethical and performance standards with all business contacts in order to maintain Vifor Pharma’s excellent reputation within the medical and pharmaceutical community

Key Measures of Success

  • A recognizably High Performing Global team in mindset, attitude and ways of collaboration
  • Implementation of services which result in access to Vifor RD medicines for patients who would benefit.
  • Team objectives and Values goals are achieved or exceeded
  • Sales targets are achieved or exceeded in all launch countries
  • A collaborative Way of working with global and local teams is well established and operational

Minimum Requirements

  • Minimum 12 years progressively responsible experience in pharmaceutical sales and/or commercial roles that included sales responsibilities; Min. of 3 -5 years successfully managing 2nd line sales leaders within Rare/Orphan Disease a proven record of success against quantitative and qualitative goals.
  • Strong scientific/medical knowledge at Bachelor’s degree or equivalent
  • Worked in a role with a substantial Sales / District Management and prior  Marketing or, Market Access with field and home office experience
  • Recent in-depth experience with: Orphan Drug launches; Specialty Pharmacy, Regional or sub-regional roles, in the rare disease, immunology,/nephrology markets
  • Successful track record of efficiently and effectively collaborating with other core functions in product (launch) teams
  • Experience in building and scaling Sales teams
  • Experience in building partnerships with internal and external customer remotely, resulting in win-win outcomes
  • Experience in establishing centers of excellence and patient referral networks
  • Key account planning and execution in concentrated markets
  • Has previously been responsible for managing large budgets in a global or international sales organisation
  • Professional presence, self-confidence, self-driven, and a positive attitude
  • Excellent communication skills
  • Has demonstrated success in leading teams to secure funding for RD or Specialty pharmaceutical products and in understanding European healthcare environment processes for primary and secondary care products
  • Currently in rare disease role or specialty experience and established local networks in high unmet need, auto-immune or renal disease areas
  • Command of highly scientific and technical subject matter. Knowledge of relevant health care policies, commercial processes, legal and compliance regulations

A propos de nous

Chez Vifor Pharma, nous utilisons nos compétences, notre dévouement et notre d’esprit entrepreneurial afin d’offrir des solutions innovantes dans les domaines de la carence en fer, de la néphrologie et des traitements cardio-rénaux et d’aider les patients du monde entier à mener une vie meilleure et plus saine. C’est la raison qui nous motive à nous rendre au travail chaque jour.
Vous sentez-vous à même de participer à la création d’un monde meilleur en effectuant un travail qui aura un impact ? En tant qu’entreprise pharmaceutique d’envergure mondiale, nous vous offrons l’opportunité de faire partie d’une équipe internationale dont la passion et l’engagement sont récompensés par des opportunités de développement professionnel et personnel. Pour en savoir plus:

Ce que nous offrons

Nous œuvrons certes dans le but de soutenir les patients, mais nous faisons également en sorte que nos collaborateurs puissent s’épanouir sur le plan professionnel et personnel et veillons à leur bien-être. Nous témoignons notre gratitude et notre reconnaissance par le biais de bénéfices attractifs qui sauront améliorer votre qualité de vie, vous permettront de vous développer, de vous épanouir et de bâtir votre carrière chez nous.

Ces bénéfices comprennent:

  • Une culture d’entreprise ouverte et inclusive encourageant la créativité et permettant d’exprimer son potentiel individuel, en sécurité, que cela soit dans les laboratoires, sur les sites de production, sur le terrain ou dans les bureaux;
  • Des opportunités d’apprentissage qui vous permettront d’étendre l’ensemble de vos compétences en vous concentrant sur l’efficacité de l’entreprise et votre développement personnel, les compétences liées au leadership et au management, et bien plus encore;
  • Un environnement de travail flexible, la possibilité de travailler à domicile et une politique avantageuse concernant les vacances;
  • Des plans attractifs de participation financière, adaptés selon la région, qui offrent une sécurité supplémentaire aux collaborateurs à chaque étape de leur vie, incluant des régimes de retraite, des plans de participation et des plans d’épargne.

Rejoignez la communauté de talents Vifor Pharma

Si le rôle décrit ci-dessus ne semble pas correspondre à votre expérience ou à vos objectifs de carrière mais que vous souhaitez tout de même rester en contact et en apprendre davantage sur Vifor Pharma et vos futures opportunités professionnelles, rejoignez notre communauté de talents Vifor Pharma.

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Conditions pour les agences de placement