Sales Director (Germany) (m/w/d)

The Sales Director (Germany) at Santen is tasked with developing the country performance objectives, crafting sales programs, and setting goals in collaboration with various teams. They lead the sales force recruitment, training, and motivation while implementing efficient sales policies and procedures. This role also requires close cooperation with the marketing team to promote new products effectively and to analyze industry trends, ensuring Santen stays at the forefront of the ophthalmic pharmaceutical market.

To qualify for the Sales Director (Germany) position at Santen, candidates should hold a degree in Business Administration, Sales, Marketing, or a related field. A minimum of 5 years in pharmaceutical sales management, preferably within the ophthalmic sector, is essential. An in-depth understanding of the German ophthalmic market is required, along with a proven track record of leadership in sales. Communication skills in both German and English are also crucial to manage diverse teams and engage clients effectively.

The Sales Director (Germany) role at Santen is hybrid, allowing for flexibility in work arrangements. It promotes a diverse and inclusive work environment, encouraging team members to leverage their talents to drive innovation in the field of eye health. The position also includes a certain amount of travel, providing opportunities to connect with key stakeholders and promote Santen’s mission across various platforms.

As a Sales Director at Santen, there are numerous opportunities for career advancement. The role not only allows you to lead a significant team but also offers the chance to collaborate closely with executives on strategic initiatives. With Santen's commitment to innovation and social impact, successful leaders are often considered for higher-level management positions or differing roles within the evolving structure of the company.

Santen values work-life balance and actively supports its employees by offering flexible working arrangements. The company fosters a culture that prioritizes employee well-being, which includes promoting mental health, providing resources for personal development, and encouraging time away to recharge, ensuring that team members can thrive both professionally and personally.

When developing a sales strategy, I begin with a detailed analysis of market trends and customer segmentation. I assess existing performance metrics to identify areas of growth and improvement. It’s essential to involve team input in the strategy creation phase to ensure buy-in and innovative ideas. Finally, I ensure that the strategy aligns with Santen’s overarching goals, particularly in enhancing patient outcomes in ophthalmology.

I have effectively led sales teams for over five years, focusing on fostering an environment of collaboration and accountability. I prioritize coaching and mentoring to enhance individual team members' skills and align their goals with the company’s objectives. My leadership style emphasizes clear communication and recognizing achievements, which significantly boosts team morale and performance.

Handling underperforming team members requires a tailored approach; I believe in identifying the root causes through open conversations. By setting clear expectations and providing support or further training, I aim to get them back on a productive path. If performance doesn’t improve, I then work on a detailed performance improvement plan to ensure their contributions meet Santen’s standards.

Building relationships with key opinion leaders often involves establishing trust and consistent communication. I focus on understanding their needs and providing valuable insights or resources that align with their work. Regular meetings, invitations to company events, and being responsive to their feedback are vital strategies I apply to foster these key relationships.

I stay informed by subscribing to leading industry publications, attending relevant conferences, and networking with other professionals in the field. I also actively participate in webinars and training sessions focusing on new advancements in ophthalmology. This continuous learning helps me remain competitive and informed about potential impacts on our sales strategies.

Coordinating marketing efforts with sales strategies begins with aligning both teams on shared goals. I advocate for regular collaboration meetings to share insights and update each other on market responses. By leveraging customer data collected by marketing, we can tailor our sales pitches more effectively to address specific client needs and market demands.

What motivates me most as a Sales Director is the impact of our work on patients' lives. Seeing how innovative treatments improve vision and quality of life for individuals drives my passion for leading a high-performing sales team. Additionally, I am energized by challenges and the opportunity to grow our market presence in a competitive landscape.

During a product recall situation, I quickly mobilized my team to communicate transparently with all impacted clients. We developed a comprehensive action plan to manage the crisis effectively and actively worked with our marketing department to ensure that accurate information was disseminated to the public. This approach not only mitigated damages but also reinforced our commitment to integrity and customer service.

I implement techniques like setting clear goals, recognizing achievements publicly, and creating friendly competition among team members. I also like to involve them in the decision-making process and regularly solicit their feedback, which fosters a sense of ownership and reinforces their motivation to reach our sales objectives together.

I assess the success of my sales strategy through a mix of quantitative and qualitative metrics. Regular sales performance reviews, tracking KPIs against established goals, and gathering feedback from the team and clients help me understand the efficacy of the strategy. Continuous analysis allows for timely adjustments and improvements to ensure Santen’s market position remains strong.