Market Development Manager

Job Title
Market Development Manager
Requisition
JR000013991 Market Development Manager (Open)
Location
CC-Australia - AUS512
Additional Locations
Melbourne, Australia
Job Description
Summary
Mallinckrodt Pharmaceuticals, is a specialty biopharmaceutical company focused on the mission of listening for needs and delivering solutions. We provide medicines to address unmet patient needs. As we look to drive the next phase of growth in Australia, we are seeking to expand our team with an opportunity for an experienced Market Development Manager. Mallinckrodt offers a range of opportunities to work and grow in an organization built around innovation and centered on patients.
The role of the Market Development Manager is to streamline, and accelerate the growth in Australia and New Zealand for the treatment of patients with chronic graft versus host disease (cGVHD) and Cutaneous T Cell Lymphoma (CTCL). Establish Australia-wide contact with key opinion leaders to capture, explore and develop significant strategic growth opportunities in the target centres. A patient centric approach is essential to understand the route to success in this role. Success will be accomplished by opening new accounts, ensuring customer satisfaction through account management with existing customers, clinical selling, and strategic messaging.
This role will be the primary customer contact for demand creation and a trusted advisor within hospitals across Australia and New Zealand. Primary customers include Bone Marrow Transplanters, Haematologist's, Oncologist's, Dermatologists, Apheresis nurses, Procurement and Hospital Executive Administrators.
This role will report to the Commercial Manager and be based in Sydney or Melbourne. Extensive travel required throughout Australia and New Zealand.
Essential Functions
- Utilise existing data to acquire new customers and build a relevant network of product champions.
- Identify, develop, and manage new KOL networks. Understanding of referral pathways and patient treatment pathways.
- Develop and implement business case models to generate new business. Understanding of market access, MBS reimbursement and financial modelling is essential.
- Define strategic development plans for accounts and regions to enhance the usage of the products and services.
- Execute an achieve organizational objectives and metrics as provided by the Commercial Manager and General Manager.
- Sell consumables, capital equipment and service agreements to end users and procurement groups.
- Organize and attend relevant conferences, seminars and industry meetings to continually enhance market and industry knowledge.
- Manage the existing accounts with an emphasis on customer satisfaction, efficacy of treatment, proper reimbursement, instrument operation and inventory control.
- Collaborate and work in a highly cross-functional environment interacting and supporting team members in customer service, technical and clinical service, marketing, etc.
- Responsible for clinically selling to relevant medical specialties through delivery of scientific messaging.
Minimum Requirements
Education / Experience / Skills:
- BS degree or equivalent, MBA a plus
- Minimum of 5 years account management, business development and hospital sales experience; Preferences include hospital medical technology and/or pharmaceutical sales experience.
- Knowledge of MTAA and/or Medicines Australia code of conduct
- Preferable experience in Immunology, Oncology or Haematology sales.
- Proven track record of sales achievement and documentation of sales force ranking in the top percentage nationally.
- Exceptionally driven with a high level of business acumen. Proven track record of achieving commercial results with existing and new med tech products.
- Strong negotiation skills with a variety of customers including physician's nurse unit managers and procurement.
- Experience in contract negotiation and developing tender submissions.
- Excellent planning and organizational skills, and strong written and verbal communication skills;
- Strong collaboration and teamwork skills;
- Experience in developing Professional Education programs for KOL's.
- Excellent computer skills;
- Persuasiveness.
- Demonstrated initiative, adaptability and costumer focus.
- High level of medical/ clinical knowledge
- Valid Driver's License required; required to pass product training testing.
Organizational Relationship/Scope:
Report to Commercial Manager.
Working Conditions:
Based in Melbourne or Sydney. Field based role with some office requirements for commercial meetings.
Travel required throughout Australia and New Zealand.
Travel up to 70% of the time interstate.
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
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Mallinckrodt is a global specialty p harmaceutical business that develops, manufactures, markets and distributes specialty pharmaceutical products. Areas of focus include therapeutic drugs for autoimmune and rare disease specialty areas like neurology, rheumatology, nephrology, ophthalmology and pulmonology; immunotherapy and neonatal respiratory critical care therapies; and analgesics and central nervous system drugs. The company's core strengths include the acquisition and management of highly regulated raw materials; deep regulatory expertise; and specialized chemistry, formulation and manufacturing capabilities. The company's Specialty Brands segment includes branded medicines; its Specialty Generics segment includes specialty generic drugs, active pharmaceutical ingredients and external manufacturing.
To learn more about Mallinckrodt, visit www.mallinckrodt.com.
Mallinckrodt Pharmaceuticals ("the Company") maintains a continuing policy of non-discrimination in employment. The Company is an equal opportunity employer and complies with all applicable laws prohibiting discrimination based upon age, ancestry, color, religious creed (including religious dress and grooming practices), disability (mental and physical), marital status, medical condition, genetic information, military and veteran status, national origin (including language use restrictions), political activities or affiliation, race, sex (including pregnancy, child birth, breastfeeding and medical conditions related to pregnancy, child birth or breastfeeding), gender, gender identity and gender expression, sexual orientation, as well as any other category protected by law. Furthermore, it is our policy to provide equal opportunity to individuals with disabilities and protected veterans in all phases of the employment process and in compliance with applicable federal, state, and local laws and regulations on every location in which the company has facilities. This policy of non-discrimination shall include, but not be limited to, the following employment decisions and practices: recruiting, hiring; promotions; demotions or transfers; layoffs; recalls; terminations; rates of pay or other forms of compensation; selection for training, including apprenticeship; and recruitment or recruitment advertising.
Mallinckrodt Pharmaceuticals is required to report certain payments or transfers of value (such as expense reimbursement, meals, transportation) made to U.S.-licensed healthcare professionals in compliance with the federal Physician Payment Sunshine Act (i.e. Open Payments) and certain state laws.