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Current position: Sales Manager for Western France in general medicine (since March 2015), Bayer Pharmaceuticals, Loos
Joined Bayer in: 2002
"There's nothing more motivating and exciting than being in charge of clinching a successful outcome for R&D: good sales will ensure a lasting foothold for a therapeutic innovation."
What does your job entail?
Our laboratory focuses on a handful of highly innovative products for which our work in private and/or hospital medical practice makes sense. It helps ensure that prescribers include the products in their patient strategy. The Sales Division manages the sales force that promotes our cardiovascular drugs to health professionals. It is responsible for our company's sales targets and the resources devoted to achieving them. I've always worked in laboratories' sales organizations. After leading product launch teams in marketing, I decided to tackle the question from a different angle. What really motivates me is the drive to get results, day after day, and work alongside the men and women who promote our drugs. I lead a team of 11 field mangers - the regional managers - who are in turn responsible for 10 to 12 medical and hospital sales reps.
How important is innovation for Sales?
The boom in new technologies opens up new possibilities, even if the traditional approach of a sales person personally calling on a practitioner is still the strongest tie. Information circulates faster, but it becomes more complicated to reach health professionals personally. The regulatory framework governing the work of medical sales reps is becoming denser and denser. It's our job to give our teams all the support we can. As a health stakeholder, we increasingly turn to the patients and the health professionals.
What are your views on management?
We have a great team of regional representatives with a diverse range of know-how and expertise. Rather than fueling competition among them, I recommend team dynamics, sharing and working across the other departments: Medical and Support services. Team members become more efficient, get fresh momentum and grow. And by having everyone contribute to project strategy, the whole team becomes more effective. Operational excellence often makes all the difference and success is always driven by a multitude of factors.
What sets Bayer apart when it comes to Sales?
I believe management based on our company values, the LIFE values, is very effective. That means promoting our products and therapeutic innovations responsibly, with a structured, approved approach that abides by the current regulations. This sort of business conduct sets us apart in practitioners' eyes. There's nothing more motivating and exciting than being in charge of clinching a successful outcome for R&D: good sales will ensure a lasting foothold for a therapeutic innovation.