Head of Sales & Market Access Ophthalmologie - German (m/w/d)

We’re seeking a driven and strategic Head of Sales & Market Access leader to oversee our sales operations in Germany! Are you ready to take charge of a talented sales force that’s promoting a unique ophthalmic product.

This role offers an opportunity to leverage your leadership skills, industry expertise, and market insights to drive growth and shape market access strategies.

You will lead and inspire our sales team, providing clear direction, coaching, and support to maximize performance and foster a culture of collaboration and success.

Additionally, as the Head of Sales & Market Access, you will oversee the development and execution of our business plan, setting and achieving annual sales targets while fostering close relationships with key opinion leaders, payers, and other stakeholders.

You'll be instrumental in expanding our market presence, negotiating rebate contracts, and ensuring coverage of our products.

Your strategic input will be integral to driving innovation and growth for our company long term.

If you're a results-driven leader with a passion for sales excellence and a keen understanding of the ophthalmologie landscape, we invite you to join us in shaping the future of Alimera's German business.

Apply now to be a key player in our success story!

Summary

• Leadership of the Sales Team (CAS, Clinical Account Specialists / Fachreferenten Ophthalmologie)
• Responsible for the development and execution of a business plan for Alimera’s products in a specific area of coverage, including annual sales targets
• Responsible for the design and implementation of the Market Access Plan for Germany
• Close relationships with important key opinion leader as well as other key market access stakeholders e.g. KVs and payers
• Close collaboration and communication with cross-functional business partners and peers in the German organization as well as in the EU hub and global HQ
• Serving as a member of the German Leadership Team

Grow the German business

• Ensure sales objectives of Alimera assigned products to be reached using all relevant sales and market access tools, in line with the agreed budgets
• Contribute to building a positive, collaborative, pro-active, hungry-to-win -culture in Alimera Sciences Germany
• Develop, negotiate and implement rebate contracts with relevant payers and strategic chains in both DME and NIU-PS indications
• Ensure Alimera assigned products are covered in specific doctor s association s contracts (e.g. BDOC, VOA) by proper stake holder management
• Provide strategic input to annual and long-range company business plans.

Lead the German Sales Team

• Provide clear and motivating leadership to all CAS and coach the team towards maximum performance with the help of regular double visits and F2F meetings
• Ensure appropriate objective setting with all CAS to achieve the best available targets.
• Ensure close collaboration and communication with cross-functional business partners in the German organization, EU hub and global HQ
• Ensure personal conduct is consistent with relevant legal and compliance / Pharma Codex regulations and guidelines and act as an example.

Develop the sales organization with the emphasis on continuous improvement in SFE topics

• Partner effectively with EU Hub, especially VP Sales, counterparts in UK and Portugal and Data Analyst positions
• Ensure effectiveness at the customer interface by coaching SFE topics e.g. proper call planning and documentation and by ensuring OR presence of CAS at 1st injections
• Ensure actual segmentation & targeting in both in DMO and Uveitis for a proper Account Planning / Power BI and incorporate this into the mentality
• Develop and expand the relationships with important key opinion leaders as well as other key stakeholders.

Manage Sales - and Market Access related issues

• Manage the Sales and Market access budget for Germany
• Demonstrate full understanding of the Alimera products, markets, key competitors and commercial strategies as well as the critical success factors.
• Working closely with internal and external stakeholders to develop relevant market access value propositions and materials
• Develop a national price and Market access strategy for existing and new products together with Country Manager
• Manage forecasts / avoid out-of-stock situations in close collaboration with Country Manager, Operations & Supply Chain
• Work with management and the Betriebsrat on sales-related issues (Organization, incentive programs, implementation of technological platforms, safety issues (like COVID), etc.)
• Attend national and international congresses and medical education meetings relating to assigned products.

Qualifications

• At least 10 years Business Experience in a healthcare environment
• At least 5 years pharmaceutical sales experience, with at least two years in a regional sales manager role with a proven track record of meeting and exceeding targets.

National Sales Management a plus.

• Knowledge of Market Access environment in IVOM market in Germany preferred
• University degree in Business or Life Sciences a plus as well as experiences in Ophthalmology
• Familiarity with Sales Force Effectiveness topics

Capabilities & Knowledge

• Team player with the ability to lead sales teams, work cross-functionally with peers in other functions and international functions
• Goal-oriented, flexible, hungry for success, with a high level of personal energy and enthusiasm. Readiness to go the extra mile.
• Exceptional communication and negotiation skills with strong customer orientation
• Self-motivated to search out new opportunities and desire to move the organization forward
• Networking ability across different functions externally (i.e. medical care and involved organizations : physicians, nurses, patient organizations, payer organizations) and internally (Medical, Marketing, etc.).
• Familiarity with MS Office (Word, PowerPoint, Excel) and CRM systems
• Knowledge of and acting in line with the appropriate legislation and guidelines for sales of high value niche specialist products.
• Native German; Fluent English including strong communicational skills on both language
• Readiness to travel daily with assigned territory, with some additional international travels on request.

Alimera Sciences is a global pharmaceutical company whose mission is to be invaluable to patients, physicians and partners concerned with retinal health and maintaining better vision longer.