Sr. Director, Sales Lead

This role is considered Hybrid.

Overview

The Senior Sales Director will be responsible for leading and managing the German Sales organization focusing on commercializing Alnylam products for hereditary ATTR amyloidosis (hATTR) to key experts in top tier accounts and to office-based specialists (e.g. Cardiologists, Neurologists).

The achievement of objectives will be based on Alnylam values: our Commitment to People, Purposeful Urgency, Passion for Excellence, Open Culture, Fiercely Innovative.

The Senior Sales Director is a field-based role reporting to the Country General Manager.

Key Responsibilities

Team Excellence

• Member of the German Leadership Team, and International Sales Leader forum
• Ensure annual goals and tertial performance targets are effectively implemented, met and regularly tracked across the team.
• Work with Area Sales Managers to create clarity and accountability, support the team to improve processes and outputs, foster team growth mindset, alignment, and health and wellbeing, by providing meaningful feedback and recognition.
• Efficiently partner with internal and external stakeholders to develop, improve and implement targeted processes, tactics, and tools (national & individual).
• Enable excellent communication across alllevels and functions, incl.:
  • capturing feedback from the field,
  • ensuring clarity for the field teams on the strategy and priorities in each tertial,
  • maintaining an excellent alignment of the sales activities with the marketing messages and initiatives,
  • ensuring compliant collaboration across functions including medico-commercial alignment
  • leveraging and implementing the best practices from other countries by establishing a network of “peers” with other countries’ sales leaders
• Lead and enhance Operational Excellence capabilities including territory and key account planning, key productivity measures and cycle planning.
• Advise the Sales team and Area Sales Managers in complex situations and coach team members in determining efficient sales tactics – customer engagement, stakeholder management and business case definition.
• Ensure focused leadership, including development, succession planning, and completion of tactical goals.
• Continuously monitors and promotes development activities in the area of sales skills and scientific/product knowledge.
• Oversees the development and implementation of training and learning curriculum in partnership with Area Sales Managers and Fieldforce Training team.Ensure that team operates at all times according to both internal Alnylam standards and relevant local laws and regulations, and be a role model.

Commercial Excellence

• Responsible for revenue growth, continuous improvement and excellence in execution.
• Drive sales for Germany and Go-to-Market Operating design and structure in partnership with Area Sales Managers, Country Manager and international Commercial Leaders.
• Development and targeted use of an excellent scientific understanding of the therapeutic area as well as outstanding understanding of the German key centers and territories
• Develop a close partnership with Marketing to develop and ensure execution of tactical plans, driving Commercial success.
• Partner with the Brand team to set operational strategy in alignment with Brand strategy and help interpret market trends and economic drivers.
• Partner with Country Manager, Business Operations and Area Sales Managers to implement an efficient operating model and forecast accurately and with accountability.
• Lead the development and monitoring of agreed metrics for the KAM teams, including the adoption and optimal use of the CRM system. Share weekly/monthly reports with Country Manager.

Qualifications

• At least 10 years of experience in a similar role with a proven track record of Pharmaceutical Sales Leadership & Management.
• Specialty Care experience required, preferably in Cardiology
• Rare disease experience preferred
• Large pharma and small biotech experience preferred
• Strong business and financial acumen with the ability to analyze data
• Agile learning - able to adjust mindset and approach in a rapidly changing environment.
• Leadership – able to lead coach and mentor teams and individuals to achieve goals and targets.
• Present & Future Thinker – able to scan horizon and determine key sales strategy to be successful in short and long term.
• Negotiation - ability to lead discussions and achieve a favorable outcome that meets the customer's needs and positions Alnylam as a credible partner.
• Communication skills - able to create and clearly communicate unique valued propositions to the target customers and motivate the team.
• Team Player— able to work cross functionally and support personnel to achieve a desired outcome.
• Entrepreneurial Spirit - capable of looking independently and autonomously and direct the team.
• Solution focused – able to follow up and maintain progress despite long lead times of complex projects whose requirements may change over time.
• Very good German and English language skills – written and spoken
• Willing to travel 80% of the time

About Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfering” with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.

Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we’ve been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as one of Science Magazine’s Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK – among others.

At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.