Regional Business Director, Nordic

Copenhagen, Denmark

BRIEF COMPANY PROFILE
Our client is a science-driven pharmaceutical company and a global leader within their key therapeutic speciality. The company has a proven history of bringing innovative treatments to patients suffering from severe conditions. Over the years, our client has pioneered the introduction of new therapies and today holds a leadership position in across continents. The company is a fully integrated pharmaceutical business with capabilities in research & development (R&D), manufacturing, and commercial operations.

POSITION PROFILE
Position title:	Regional Business Director, Nordic.

Reporting line:	Cluster Business Unit Head.

Reporting to the position:	Approx. 8 KAMs + 1 Sales and Office Coordinator.

Location:	Copenhagen.

Traveling:	As needed for a cross-Nordic regional management role.

Responsibilities & Tasks:	Developing and leading a high-performing Key Account Manager (KAM) team across the Nordic region through clear objectives, measures and development plans. Collaborating closely with Commercial Excellence (ComEx) and Field Operations Support – hereunder the Field Trainer, to ensure national target management and customer segmentation. Working with and across functions in developing insights that can translate into a successful strategy, further ensuring the adequate targeting of customer segments and identifying any gaps. Directing key customer interaction in NO, SE and FI, and executing KAM activity and key customer interaction in DK. Leading implementation and oversight of cross-functional Key Account Plans, ensuring alignment with the brand strategy and execution excellence. Building and maintaining strong relationships with key external stakeholders, including regulatory agencies, industry associations, and other external partners, to partner for impact. Ensuring execution of omnichannel customer journeys tailored to each market and stakeholder group. Enhancing internal talent, engagement and the empowerment of digital tools and their use. Participating in the Asset Team(s) and congruent communication of the decisions made to own team and organization. Detecting national implementation insights both inside and outside the company. Assuring management of the KAMs according to the code of ethics of the pharmaceutical industry and business strategy. Developing KAMs selling skills, key account management and capability together with Field Trainer and hold team to account for development KPIs.

Key success criteria:	Achieving/exceeding annual and cycle sales targets across the assigned portfolio in the Nordics. Leading cross-border and harmonization of processes within the cluster region. Developing of top KAM talent through structured performance management and in-field coaching. Enhancing customer engagement via omnichannel strategy and account-based planning. Reinforcing the company’s presence and value in Nordic healthcare systems. Ensuring budget discipline while allocating resources efficiently within strategic priorities.

CANDIDATE PROFILE
Educational background:	Preferably a degree in Sciences, Business, or a relevant field. Fully certified under Danish LIF compliance regulations. Full driving license.

Language:	Proficiency in Danish and English (oral and written).

Ideal experience:	Minimum 5 years’ experience in Sales and Sales Team Management in the pharmaceutical industry. Experience in implementing Key Account Management engagement models. Omnichannel customer engagement experience and understanding (marketing experience is a plus). Proven experience in budget and cost management. Experience in hiring, developing and retaining sales/ customer interface teams. Well-versed in developing KAM competency frameworks and executing effectively hereon. Strong understanding of LIF and broader Nordic industry codes and compliance standards.

Personal & leadership competencies:	Take control/responsibility Makes sure employees have a clear understanding of the direction of the tasks; expects employees to offer solutions to problems. Networking Is able to establish and maintain relations with people at all levels internally as well as externally and make people feel at ease. Structure Works systematically; organizes work and effort; is methodical in one's performance; holds on to commenced tasks and projects. Customer focus  Listens and responds to customer needs while giving advice and following up. Inspiration and motivation Inspires others, encourages the achievement of set goals by promoting a sense of purpose, provides inspiration for a positive work attitude, prompts a strong wish to succeed in the team. Analysis Divides problems into relevant parts; sensitively integrates the analytical output into the given context; differentiates between key areas and irrelevant and less important areas; has a logical mind-set; makes sensible decisions on the basis of available information; is able to get an overview of a specific situation and at the same time work detailed with a problem; uses details to gain an overview of a situation. Assertive  Creates followership and makes things happen; willing to make decisions while leading through influence. Sees the big picture while understanding the nuances of local execution. Uses data to inform, adapt and lead while creating high performing teams. Leadership  Performs superior leadership in local/regional and dynamic contexts, with a strong focus on relationship building and management, alongside the attraction, recruitment, and development of people in the team. Communication Communicates the central issues in a discussion in a clear, fluent and precise manner, is able to keep the recipients' attention, attentive to the needs of others when he/she speaks. Produces written material, that is clear, fluent, precise and easy to understand. Cluster orientation Collaborates and works well with cluster colleagues with a view to obtain overall cluster objectives. Is involving and supporting of cluster team members and shares information.

Regional Business Director, Nordic

BRIEF COMPANY PROFILE

POSITION PROFILE

CANDIDATE PROFILE

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