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Head of Franchise Benelux

ID:  1339
Date of Posting:  Mar 8, 2025
Business Area:  Sales & Marketing
Job Type:  Direct Employee
On site / Remote / Hybrid:  Hybrid
Location: 

Bruxelles, BE

Territory: 
Full-Time or Part-Time:  Full Time
Seniority:  Mid-senior

With its beginnings in a family run pharmacy in Correggio, Italy in the 1920s, Recordati is now a global pharmaceutical company, listed on the Italian stock exchange, with over 4,500 employees and turnover of over Euro 2bn.

We are a group of like-minded, passionate individuals who go to extraordinary lengths for our patients, customers, partners, investors and the people across the globe who we serve. We develop and commercialise medicines to serve people living with common diseases, as well as those living with some of the rarest, in around 150 countries.

At Recordati, our mantra is simple. We’ve always believed that health, and the opportunity to live life to the fullest, is a right, not a privilege. Whether that is for common diseases or the rarest – we want to give people the opportunity to be the best version of themselves.

This drive will never stop. Together, we will always be reimagining tomorrow – with new ideas, new technologies and new innovations to fight diseases.

Recordati. Unlocking the full potential of life.

Job Purpose

The Head of Franchise defines and leads strategy and operations for a portfolio of products. Propose, implement and monitor Franchise sales strategy in order to achieve sales targets assigned on the portfolio. He/she is responsible for the sales organisation development and delivery. Lead and supervise localization of marketing strategy delivered by regional HQ.

Key Responsibilities

Marketing and Commercial Operations

- Propose sales and expenses Budget and annual updates, performance and selling effectiveness KPIs (patients, market share, target reach and frequency, other field activities)

- Generate local market insight and translate into actionable and measurable strategic and operational plans

- Accountable for plan execution, performance delivery, and the selling effectiveness indicators

- Leads the interface with EMEA Region, translates plans and materials for local use

- Work in collaboration with Medical functions at country and region level

- Meet with local health professionals and opinion leaders to promote RRD image and products in compliance with local regulations

- Meet with health authorities when needed within the scope of their activities.

- Work with the General Manager to provide input for reimbursement issues/requirements

- Liaise with Marketing and Medical functions for the execution of the international project, including localisation of KAM promotional tools. Responsible to localize and adapt where necessary marketing strategy and campaigns to local needs and format.

- Budget responsibility: Product promotional expenditure on the field (local initiatives)

- Delivers local market input into regional marketing strategy

Sales Monitoring and data analysis

- Assure accurate budgeting and resource allocation for the assigned portfolio

- Ensure all sales data are accurate and up-dated on a monthly basis, reporting on targets achievement

- Conduct analysis of data to determine trends of usage and potential growth opportunities/issues

- Manage wholesalers ordering activity/hospital procurement tenders (if any)

- Prepare sales LBE, sales monthly and quarterly reports according to the procedure in place

People management

- Define the Sales Incentive Plan (SIP) for each KAM aligned to commercial targets of the year

- Prepare with each KAM the operational plan for each territory, coach and challenge on specific and measurable account plans

- Manage KAM on a daily basis and follow up KAM activities, projects, meetings

- Regularly join HCP field visits with the KAM, coach and co-develop selling excellence skills

- Monitor KAM knowledge on RRD portfolio and related diseases and to coordinate training program for KAM

- Generate selling effectiveness assessments to review KAM activities and delivery

- Review the expenses claims of the field force in accordance with the procedures in place

- Monitor and report field activities to make sure they are compliant with company prescriptions and the Code of Practice

Required Education

Good scientific background

Required Skills and Experience

-Between 6 and 10 years of experience in Pharma/Biotech industry; in particular in endocrinology and/or rare diseases.

-Mature, experienced person with selling experience, proven sales results, people management experience, project management experience, training experience, as well as an experience in a marketing related function. In some situation, considering the development needs and strategic orientations of the Franchise, the predominant experience may be the sales experience, while for some others it may be the marketing experience.

Required Behaviours and Competencies

- Think and act strategically, based on strong market insigh

- Create business solutions to drive performance

- Build relationships based on trust and transparency, is a team player

- Strong marketing and sales operational mindset, has demonstrated performance delivery

- Coach and build capability to lead and develop sales team

- Experienced in customer and expert engagement

- Understand the local market promotional code, act in a compliant manner

Required Languages

Dutch, French and English.

Travel required in %

70%

At Recordati we believe in people! Inspired by our purpose - unlocking the full potential of life - we are committed to creating a diverse environment and cultivating a culture of inclusion. We strive to continually lead with our values and beliefs, enabling our employees to bring their whole selves to work and develop their potential.

We are proud to be an equal opportunity employer. We recruit, develop and reward without regard to, amongst others, gender, sexual orientation, gender identity or expression, national origin, age, physical or mental ability, race, ethnicity, political or religious belief.

If you are looking to join a company where you can try new things, speak openly, and be bold, we invite you to apply today.

Apply now »