Pierre Fabre Laboratories · 11 hours ago
Head of Detailing - Dermatology
Parsippany, NJ
Full-time
Remote
Senior Level, Lead/Staff
12+ years exp
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Hiring Manager
Patrick DelleDonna
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Responsibilities
Develop and implement comprehensive strategies for medical detailing to achieve revenue targets within the medical channel, achieving sales and physician recommendations for our skin care products.
Measurably Grow sell-through and HCP recommendations (AWR measured by Provoice).
Build professional knowledgeable high performing detailing team.
Recommend and set plans for territory coverage and growth.
Translate the strategic plan into key initiatives with measurable KPIs; monitor delivery against these initiatives monthly.
Build and maintain strong relationships in partnership with Medical Affairs with key decision-makers, KOLs (Key Opinion Leaders), and stakeholders within the dermatology and medical community.
Proactively identify challenges, engage in root cause analysis, determine long term solutions.
Meet sales, budget and T&E budget targets.
Ensure compliance with industry regulations and company policies, particularly in the medical and healthcare sectors.
Provide competitive intelligence and industry insights to shape strategic plans as well as inform future business decisions.
Directly manage a team of 4 Regional Managers and 35 Territory Managers and attract, recruit, select and develop future employees.
Lead, motivate, and manage a field team, providing guidance, coaching, and performance evaluations to ensure individual and team success.
Identify capabilities needs to deliver sales goals, collaborate on training plan, process & execution, and ensure focus capabilities are adopted by field in their daily activity.
Set the standards for Dermatology Sales Representatives professionalism.
Evolve and sustain positive, productive team morale and culture to retain and attract top talent, minimize turnover.
Responsible for ensuring team members are trained on scientific data to influence dermatologists to sell and / or in referring patients to the products.
Lead the development, alignment, communication, and deployment of flexible Field Incentive Compensation plans and contests; Collaborate with sales analysts on periodic updates to ensure IC is designed to meet targets; All in collaboration with internal stakeholders.
Ensure Field success by supporting them to achieve plan and ensure plans are being executed with excellence; Includes modeling proven capabilities, coaching, and training; Evolves culture to overcome objections and succeed through challenges.
Own the annual review process for total team; Manage annual compensation for team; Performance management as necessary.
Work with marketing, medical marketing scientific communication, to recommend special events such as speaker programs, lunches or dinners to educate and inform dermatologists about products.
Sets detailing performance goals based on aligned forecasts; Ensure field organization meets objectives including existing and new business target. Develop recommend ongoing bonus incentive programs.
Provide direct support for Region Managers; Periodic analysis meetings of business plan updates and store sell-through with each Regional Manager.
Represent company at trade association meetings and shows to promote brands and company and drive incremental recommendation opportunities.
Strong collaboration with Professional Marketing and Activation team to ensure education is executed with excellence and prioritized effectively.
Collaborate with finance, sales analysts, and planners on detail/sales metrics + monthly updates for medical channel.
Analyze and controls expenditures to meet budgetary requirements.
Run effective sales meetings/trainings.
Other duties as requested by the Business.
Qualification
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Required
12+ years management experience in the Aesthetic/Beauty/ Medical Physician Channel
Proven consistent sales results
Business/Financial acumen
Strong clinical knowledge
This position requires significant travel up to 50%
Must have valid Driver’s License
Proficiency in all Microsoft Office programs and other analytical tools
Excellent sales skills + sales training capabilities
Excellent communication skills: written, verbal and presentation
Ability to be organized and prioritize to meet the needs of the organization
Flexibility in scheduling to meet business needs
Ability to follow through, pivot quickly and adapt to a dynamic, ever-changing work environment
Team player and collaborator by nature
Ability to develop and maintain relationships
Ability to exercise discretion and confidentiality
Ability to motivate and encourage team members
Preferred
CRM system (VEEVA) experience preferred
Benefits
Three medical plans
Dental and vision coverage
Voluntary benefits
A 401(k) plan
Hybrid work policy
Generous PTO policy
Company holidays
Paid parental leave
Discounts on our products
Learning and development opportunities
Access to mental health and wellness programs
Company
Pierre Fabre Laboratories
Laboratoires Pierre Fabre held by the Pierre Fabre Foundation, is a worldwide company with a unique positioning : the alliance of pharmaceutical and dermocosmetics expertise.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Lisa Morris
President & CEO Pierre Fabre USA
Mathieu CLEMENT
CFO USA
Recent News
2024-12-11
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2024-04-24
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