Regional Sales Manager Oncology

At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference.

Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact.

We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfill their aspirations. Join Gilead and help create possible, together.

Job Description

Gilead has declared Hematology-Oncology as one of the key therapeutic areas for future growth. Our current focus is in relation to triple negative breast cancer (TNBC) but we are also considering expansion into multiple solid tumours and growing our pipeline in immuno-oncology through internal research, partnerships and acquisitions. We are currently in the process of building a new sales team across Brazil and are looking for a Senior Sales Manager to join our new Oncology Business Unit to lead this team.

In this role you will be one of the key contributors in our new oncology franchise, leading a sales team to provide patients and healthcare professionals access to this innovative treatment. The focus will be on oncology physicians who treat patients with mTNBC and private oncology accounts as well as some specific oncology public accounts too. Our Sales Managers and sales teams across all our existing therapy areas are enthusiastic about our patient-centric approach and expert in discussing and explaining the characteristics and benefits of our treatment(s) in a highly scientific and dynamic healthcare environment.

In this position you will be leading and managing a team of Therapeutic Specialists and will report to the Business Unit Director for Oncology. The position is field-based with preference for Rio de Janeiro, Porto Alegre, Florianópolis or Curitiba.

Specific Job Requirements:

• Build, lead and manage the sales team to ensure they meet the full requirements of their role. Be accountable for the promotional efforts with high level of execution of the activities in the assigned geographic area.
• Exhibit a coaching leadership style, facilitating and developing a team of Therapeutic Specialists.
• Clearly define roles, responsibilities of team and define measurable outcomes (KPIs) for all activities (for the brand and team performance) and be responsible for their follow up.
• Utilise high level of business and strategic acumen in developing and coordinating territory business planning (to HCPs and Accounts) with input and liaison with other relevant managers and functional departments and be accountable for its implementation and follow up.
• Constantly analyse the market and data/practice from competitors as well as analyse and interpret sales data acting on this accordingly and redefining the strategy and/or actions as needed.
• Direct planning, execution and follow up of promotional activities and initiate strategic actions (project, meetings, events, etc) to help the product sales in the specific geographic area.
• Be the product expert acting as an example for the team of knowledge and promotional skills.
• Maximise sales and manage expenses in a strategic way at the assigned geography. Profit and loss responsibility.
• Analyse complex problems and situations and provides strategic and tailored recommendations and lead any required action planning.
• Set priorities in circumstances of continued complex and conflicting requirements.
• Strong teamwork with other internal functional departments, in some circumstances this may include global functional departments.
• Establish strong working relationships with key opinion leaders and main stakeholders locally and nationally.
• Take a lead role in representing the company at professional meetings and events and promote company products at such meetings/events as appropriate.
• Understand and provide guidance on relevant Human Resource management issues (e.g. performance management, salary and compensation planning, incentives and reward, recruiting and hiring procedures, disability provisions etc.).
• Work with the team to recommend training and development solutions and provide mentoring and coaching as appropriate.
• Identify, establish and meet the future developmental needs of the sales team.
• Identify those capable of advancing to more responsible positions and take appropriate action to support this.
• Work accordingly to the Gilead Brazilian Business Conduct Manual and guarantee that the team works following all the compliance rules too.

Knowledge, Experience and Skills

Essentials:

• Previous pharmaceutical sales team management is essential and selling experience in a Specialty Care area.
• Relevant Oncology and/or Breast Cancer therapeutic area knowledge is preferred, but not mandatory.
• Previous experience in a highly competitive pharmaceutical therapy area is required as well as experience in a therapy area with high scientific emphasis.
• Previous experience with product launches and private market products is desired.
• Excellent management skills including training, coaching, performance management, planning, prioritization, objective setting, recruitment and selection, meeting management and plan execution.
• Demonstrated ability to adapt quickly to a changing environment, understanding new business opportunities and challenges and adapting plans accordingly.
• Excellent verbal, written, interpersonal, and negotiation skills are required in order to provide clear and concise analysis of quantitative and qualitative concepts.
• Must have excellent analytical skills and be able to identify and understand complex issues and problems and interpret information in a manner that provides appropriate recommendations to Senior Management and Therapeutic Specialists.
• Very familiar with industry trends and remains current with competitors' resources and practices.
• Demonstrated ability to strategically plan in order to add most value by focusing team efforts effectively.
• Must be able to analyse complex data and put together effective concise reports while meeting all deadlines.
• Has the ability to maintain / develop and utilise a high level of product and therapeutic disease knowledge to promote the appropriate use of Gilead products to Key Opinion Leaders.
• Must have high level of energy and flawless execution to implement the product action plan needed.
• Proven experience in account planning and cross functional account management approach.
• Must be able to travel as dictated by business needs.
• Proficient in working with Microsoft Excel, Power Point and Word.
• Typically requires a BA or BSc degree, preferably in the sciences or business-related disciplines.

Behaviours

• High level of leadership and ability to motivate teams.
• Strong team player and cross functional approach.
• Resilient profile with the ability to deliver in an ambiguous environment.
• Ability to engage and manage multiple stakeholders to achieve the objective.
• Strong commercial acumen with the ability to deliver in a very competitive environment.
• Scientific driven and curious with learning agility.
• Operational excellence.
• Analytical with systematic approach to prioritisation.
• Process orientated to achieve the business objective.
• Compliant to the ethical rules.

Gilead Commercial competencies

• Initiative into Action.
• Strategic approach.
• Communications Impact and influence.
• Customer relationship building.
• Customer and market insights.
• Business analytics.

Gilead Core Values

• Integrity (Doing What’s Right).
• Teamwork (Working Together).
• Excellence (Being Your Best).
• Accountability (Taking Personal Responsibility).
• Inclusion (encouraging diversity).