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Regional Business and Partnership Manager - East


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Job description

Pleased to meet you, we are Galapagos, a dynamic fast growing Biotech company. We’re in the business of changing lives.

Galapagos’ mission is to make a lasting positive contribution to society through discovery of innovative therapies for diseases with large unmet medical need. The company’s ambition is to become a leading global biopharmaceutical company, focused on the discovery, development and commercialization of innovative medicines to improve patients’ lives.

We are looking for a Regional Business & Partnership Manager (RBPM) to join our team in the UK and cover the East of the UK

Scope of the job

In the new account-based model at Galapagos, the RBPM will ensure delivery of sales and market share targets and core activity metrics for Galapagos products.

They will support the Territory Business Manager (TBM) to deliver hospital-based market access solutions plus the development of the access skill set and competencies of the TBMs where appropriate They will be responsible for both ulcerative colitis and rheumatoid arthritis disease areas. The role will require working across a large network of the business meaning the successful individual will need to be able to think strategically, prioritise effectively and have a strong commercial mindset.

The RBPM will work closely with the Marketing team providing support, experience and guidance for wider national initiatives and materials especially during the transition to the new Go To Market model and the redistribution of key regional/local commercial activities. They will also work with the Strategic Access Manager (SAM) teams to help identify and to agree prioritised activities in line with commercial expectations.

The role will be expected to bring commercial insights to the teams that will help shape the strategic focus nationally, regionally and in conjunction with the SAMs (Strategic Access Manager) locally as well as support the development of future promotional assets.

Job requirements

Your role:

  • Deliver regional sales and Market share targets as well as relevant activity KPIs
  • Lead the design and delivery of cohesive local business plans and implementing a robust plan-Do-Review strategy
  • Drive excellence in execution of GLGP Account working operating model
  • Engage, motivate & provide strategic and operational leadership for defined region of GLPG business
  • Recruit & retain top quality team of TBM’s. Furthermore, develop the team’s capabilities for excellence in business delivery & operations
  • Prioritise business at region and territory level – ‘decide where & how we play’
  • Differentially resource region and territories to maximise business opportunity
  • Identify strategic opportunities for partnership / commercial projects within the NHS that further develop GLPG business.
  • Develop meaningful and impactful customer relationships with senior and strategic customers (payor & clinical) regional or account level
  • Drive & maintain unrestricted local access to Galapagos product
  • Drive TBM’s to deliver positive and preferential environment for business growth eg.. Support capture of positive / preferential treatment guidelines within IBD and RA therapy areas
  • Provide leadership for the matrix / cross-functional team – secure & mobilise resource for optimal account working implementation within business region
  • Ensure regional business operates utilizing all promotional channels fully utilizing digital media with a hybrid working model – F: F, Virtually, 1:1, large and small groups, digital
  • Operate within a set promotional budget to deliver sales targets
  • Scoping out the potential opportunities for Galapagos within the changing NHS in particular in secondary care – reflecting back recommendations to the brand teams
  • The ability to articulate and refine brand value propositions through use of approved Payer Tools and messaging
  • Close proactive collaboration with cross functional teams to ensure alignment between national and regional/local plans.
  • Proactively seeks to understand competitor activities, strategies, and programs and ensure that this competitive intelligence is shared broadly within the organisation.
  • The ability to maintain a high standard of ethical conduct in the discharge of duties and comply with all relevant requirements of the ABPI Code of Practice personally and for direct reports.

Who are you?

Education & experience:

  • Degree educated, ideally in a science discipline
  • Proven delivery of successful sales outcomes
  • Strong formulary, clinical pathway, NHS funding and market access knowledge or 2-3 years’ experience as Market Access manager
  • Strong knowledge of UK healthcare landscape, including national & local payors, providers and healthcare funding flows and ability to turn knowledge into insights
  • Proven experience of interacting with and shaping relationships directly with healthcare stakeholders
  • Field based with occasional overnights /conferences
  • The successful candidate will have minimum 5 years’ experience within a Sales lead role (management of employees)
  • Good experience interacting with a variety of payor and clinical stakeholders.
  • Excellent people/team development and management skills
  • Demonstrated excellence working in highly matrixed environments
  • Excellent project manage skills, manages, and prioritises multiple cross-functional projects/activities
  • Previous P&L management experience & excellent business acumen including budget management and forecasting

General skills:

  • Demonstrates sense of urgency & delivers projects on time
  • Ability to think strategically & execute tactically
  • Drive for self-development with a solution & action-oriented work ethic.
  • Proven clear, concise listening & communication, influencing and negotiating skills
  • Act with integrity in compliance with laws, internal policies and Code of Ethics and Business Conduct, being a role model for the team
  • Microsoft fluent
  • Proficiency in speaking, comprehending, reading, and writing English is required.

What’s in it for you?

You will be part of a fast growing and amazing company. As ‘make-it-happener’ you will get all the support you need to make your job successful. At Galapagos we aim to recruit the best people, who stand out among their peers, with integrity and excellent interpersonal and organizational skills. Our employees are the strength behind Galapagos, a highly motivated team, eager to maintain Galapagos’ leading position and achieve breakthroughs in pharmaceutical research. Galapagos offers a competitive remuneration package and a dynamic work environment.

We are Galapagos : together we can make it happen…!


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