Head of Sales

Job Description

Reporting to the Head of Commercial & Alzheimer’s Disease, the Head of Sales is dedicated to driving the appropriate use of Biogen brands and services, improving the patient journey to care and customer satisfaction across the country, and ultimately growing Biogen Canada portfolio across all therapeutic areas and within all assigned sales territories. 

This role is responsible for leading, mentoring, and coaching the Partnership Account Lead (PAL) sales team to deliver successive and increasing levels of achievement in sales, customer service, and professional development. They will need to have a deep understanding of the pharmaceutical industry, with a proven track record in leading high performing teams and the ability to drive growth in both mature and new markets. Additionally, the Head of Sales will be responsible for establishing and tracking appropriate sales metrics, incentive plans and key performance indicators for sales teams across different therapeutic areas.

In addition to managing the sales force, this position requires close collaboration with cross-functional partners (Marketing, Medical Affairs, Market Access, Business Intelligence & Operations) to gather customer insights, assess market trends, identify, prioritize and capitalize on the right partnership opportunities all relevant stakeholders.

This job posting is for an existing vacancy in the organization

Responsibilities

Team Leadership:

• Build and lead a high-performing sales organization by attracting top talent, setting clear expectations and goals, fostering a culture of collaboration, accountability, and executional excellence.   

• Manage talent through structured coaching, individual development plans, and ensuring both team and individual growth, making sure to manage low performance appropriately as well as develop talent.  

• Set clear performance metrics and accountability frameworks.

Market & Customer Engagement:

• Develop strong relationships with key customers, healthcare providers and all relevant internal and external stakeholders.

• Identify market trends, competitor activities and customer needs to refine sales strategies accordingly.

Sales Strategy & Execution:

• Develop and implement national and regional sales strategy aligned with overall business objectives

• Responsible for growing the revenue of the Biogen Portfolio in all accounts, territories, and provinces, achieving relevant KPIs (sales targets, field force effectiveness measures, etc) 

• Define PAL teams’ annual goals and objectives as well as sales cycle’s critical success factors, targets and Sales Incentive Compensation Plan (SICP). 

• Mobilize the appropriate resources, collaborate with the cross-functional head-office team and field partners to develop and implement sound strategic account and provincial plans (SAP)

• Lead business analysis, diagnosis, and account-specific action planning, deploy the appropriate course-corrective measures while tracking execution of initiatives. 

• Input on sales forecasts and track key sales metrics to ensure performance is in line with company goals. This includes but is not limited to analyzing and reporting account performance, managing appropriately the allocated national sales activity budget while performing other administrative requirements on a timely basis

• Drive improvement in sales force execution and competitive capabilities

• Actively contribute to franchise strategic and business plan and monthly operational reviews through deep understanding of key customers/accounts dynamics and their evolving needs.

Cross-Functional Collaboration:

• Work closely with all cross functional partners to ensure alignment of sales efforts with product launches, brand strategies and organizational objectives.

Compliance & Ethics:

• Perform company business in compliance with relevant regulations, company policies and procedures.

• Ensure that all sales activities are conducted in accordance with industry regulations, company policies and ethical standards.

• Perform company business in compliance with relevant regulations, company policies, and procedures.

All other duties required.

Qualifications

Education

• Bachelor’s degree required. Master’s degree strongly preferred.

• Medical/pharmaceutical/science/business-related degree preferred.

Experience, including # of years 

• 5+ years of experience as a people manager with experience transforming team performance and/or structure, delivering to a clear business goal

• 7 + years of experience in pharmaceutical/biotech sales

• 3+ years of experience in the head office environment, with an impact on field execution whether directly or indirectly

• Experience in launching products

• Demonstrated experience of leveraging the cross-functional environment to achieve superior customer outcomes

• Experience and knowledge of one of Biogen’s active therapeutic areas preferred but not required

Language(s) 

• Fluent in English, both verbal and written with the ability to communicate effectively cross-functionally spanning all levels of the organization, proficiency in French a strong asset.

Skills 

• Demonstrated ability to build a team and develop a high performing organization.

• Customer-centric mindset capable of establishing strong and lasting rapport with customers for mutually beneficial outcomes.

• Result-driven individual motivated by driving and exceeding annual brand performance objectives with proven and sustained track record.

• Superior territory management acumen with strong analytical skills and advanced account planning competencies.

• Consultative approach that is solution-oriented, connecting customer needs with brand objectives and ability to effectively problem solve in ambiguous or new situations.

• Strong communicator that can influence through a variety of customer interaction channels (written, face-to-face and virtual).

• Team player who can collaborate effectively with cross-functional partners assigned to the territory and leading territory initiatives without formal authority to ensure coordinated efforts.

• Capable use of and advocacy for all applicable IVAs and other digital tools & technology in use to maximize sales targets and goals.

Additional requirements

• Valid driver’s license.

• Willingness to travel more than 50%

Direct Reports: 

• 2 to 6 Specialty PALs

• 3 Rare Disease PALs

Organizational Chart:

• Located on Canada HR Synapse 

Work Location Designation for Role:

• Remote

Revision date:

• June 2026

The expected salary range for this position is $158,000 to $217,000 and is eligible for a discretionary sales bonus of 20%.

Base salary offered is determined through an analytical approach utilizing a combination of factors including, but not limited to, relevant skills & experience, job location, and internal equity. Regular employees are eligible to receive both short term and long-term incentives, including cash bonus and equity incentive opportunities, designed to reward recent achievements and recognize your future potential based on individual, business unit and company performance. 

In addition to compensation, Biogen offers a full and highly competitive range of benefits designed to support our employees’ and their families physical, financial, emotional, and social well-being; including, but not limited to health care, retirement, paid time off, and ancillary programs such as a fully paid sabbatical after six years of service, Employee Stock Purchase Plan participation, education assistance, and more.

Why Biogen?

We are a global team with a commitment to excellence, and a pioneering spirit. As a mid-sized biotechnology company, we provide the stability and resources of a well-established business while fostering an environment where individual contributions make a significant impact. Our team encompasses some of the most talented and passionate achievers who have unparalleled opportunities for learning, growth, and expanding their skills. Above all, we work together to deliver life-changing medicines, with every role playing a vital part in our mission. Caring Deeply. Achieving Excellence. Changing Lives.

At Biogen, we are committed to building on our culture of inclusion and belonging that reflects the communities where we operate and the patients we serve. We know that diverse backgrounds, cultures, and perspectives make us a stronger and more innovative company, and we are focused on building teams where every employee feels empowered and inspired. Read on to learn more about Biogen.

All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, sexual orientation, marital status, race, color, national origin, ancestry, ethnicity, religion, age, veteran status, disability, genetic information or any other basis protected by federal, state or local law. Biogen is an E-Verify Employer in the United States.