Sales Manager Job

Date: Jan 11, 2019

Location: Sofia, BG

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Requisition ID: DIR026428

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.


MSD’s Oncology division is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of dauntless, forward-thinking individuals achieves this through an unwavering commitment to supporting accessibility to medicine, providing new therapeutic procedures, and collaborating with governments and payers to ensure that people who need medicines have access to them. At MSD, our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.


Position Overview:

  • The main role of the position is to manage and lead a group of medical representatives which promote MSD ONCOLOGY products on the designated territory;

  • The Manager is responsible for achievement of the designated territory’s quantitative and qualitative  objectives , within the allocated resources;

  • The Manager is responsible for the professional and scientific development of the medical representatives in the team he/she coordinates

  • The Manager contributes to the development of Customer Solutions, Marketing strategic planning, Implementation of promotional activities, Planning and implementation of medical information symposia, events and congresses, creating and developing public relations with HCPs and is involved in the development of professional relations with Key Opinion Leaders, in accordance with applicable law and company policies



Main responsibilities include, but are not limited to:


  • Anticipates shifts in customer demands, collaborates on implications for customers, and plans in ways that reflect a comprehensive knowledge of business trends affecting the Area and the customers 

  • Develop, priorities and implement short, mid, and long-term plans  to pull in alignment with the marketing strategy.

  • Is responsible for the regular analysis and monitoring of the business environment and competitors;

  • Describes the key drivers of and barriers to business growth/revenue and anticipates competitive activity and  competitors’ responses to MSD actions

  • Control the budget and make analyses of business dynamics, territory performance, resources, and customers to make appropriate strategic plans to drive results, draws conclusions and formulate contingency plans when warranted

  • Communicates constructively both upwards and downwards for an integrated input and feedback on business plan achievement

  • Collaborates with his/her medical representatives team to make sure team members link their day-to-day activities with the short and mid-term action plans and proactively elevate issues and solutions on an ongoing basis

  • Continuously evaluates the needs of the targeted customers and reallocates/adjusts resources if required

  • Makes sure that the Customer and Brand plans are implemented according to recommendations, the messages delivered as planned, scientific knowledge according to standards

  • Evaluates and analyzes business results in the Area to define the reasons for low, middle and high performance on MRs territories

  • Identifies key decision makers and other influence structures and maintain a good professional relationship with them.

  • Ensures that a correct segmentation and targeting of customers is applied by all Medical Representatives and works with representatives to develop quarterly/yearly territory plans ( AP, CG, Account plans, etc)

  • Analyzes and leverages changes in pricing, reimbursement, formulary, value proposition for brand, and access strategy for key accounts and incorporates their impacts into short- and mid-term plans


  • Acts as a role model in all professional activities

  • Coordinates teams’ activities around established strategies

  • Ensures accurate and timely Customer information and knowledge in order to maintain Customer data integrity for him and his team

  • Produces and submits reports (written and MSDC) and management statistics, as required

  • Is accountable and holds the Medical Representatives responsible for achievement of quantitative and qualitative objectives;

  • Drives commercial success through adequate performance management of their direct reports ;

  • Conduct recruiting processes (interviews, hiring) and ensure excellent onboarding new hire experience 

  • Conduct performance evaluation and take necessary corrective actions when necessary

  • Provide ongoing coaching and feedback and identify development opportunities

  • Spends 80% of working days in the field

  • Inform all required stakeholders of any change within his team (new hires, job changes and terminations)



  • Demonstrates in-depth expertise in regulatory and compliance requirements in management of complex business situations

  • Ensure full compliance of himself/herself and the subordinated medical representatives to the internal operating procedures, including Internal Rules and Business Rules, applicable in MSD, EFPIA standards, code of ethics regarding promotion of drugs and all relevant local laws and regulations in force



  • Successfully completion of trainings related adverse experience reports and Product Quality Complains, which are allocated in my Learning system

  • Spontaneously reported safety information from customers, healthcare professionals and/or patients (including family/friends)

  • Safety information from Company programs (e.g. Patient Support Programs, Market Research, Promotional programs).

Qualifications, Skills & Experience Required:

  • Minimum: Healthcare education, Bachelor or University degree from accredited university, preferably Medical Doctor or Pharmacists

  • Minimum: 5 years commercial experience within Pharma, preferable within Oncology

  • Strategic and analytic thinking

  • Self-motivated with the ability to perform with a high level of independence

  • Fluent knowledge of English

  • Fluent Knowledge of Bulgarian


Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At MSD, we’re inventing for life.





Job: Direct Sales Generic ONC
Other Locations:
Employee Status: Regular
Travel: Yes, 75 % of the Time
Number of Openings: 1
Shift (if applicable):
Hazardous Materials:
Company Trade Name: MSD

Job Segment: Sales Management, Medical, Oncology, Law, Sales, Healthcare, Legal

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