Field Force Manager - Pharma, Austria (f/m/d)

Reporting Line: solid line to Country Manager CHAT

Direct reports: 5 pharmacy sales reps, 8 external doctor reps

Location: Vienna, Austria, hybrid work

Position Summary:

We are seeking an experienced and commercially driven Field Force Manager to lead and develop our pharmacy sales team in Austria. In this leadership role, you will be responsible for driving commercial performance, executing the national sales strategy, and strengthening relationships with key pharmacy, wholesaler, and healthcare stakeholders.

As a member of the Austrian leadership team, you will play a key role in expanding market presence, developing customer-centric solutions, and building a high-performing sales organization that delivers sustainable business growth.

Key Responsibilities:

Sales Leadership & Execution

• Lead, coach, and develop a team of Pharmacy Sales Representatives to achieve and exceed sales objectives. This also includes the management to the extern doctor field force.
• Define and execute the national field force strategy aligned with company goals and market opportunities.
• Drive sales performance through effective territory management, KPI monitoring, and performance coaching.
• Establish a culture of accountability, engagement, and continuous improvement.

Customer & Stakeholder Management

• Build and maintain strong relationships with key pharmacy groups, individual pharmacies and relevant healthcare stakeholders.
• Support the team in managing strategic customer partnerships and key account opportunities.
• Represent the company at customer meetings, industry events, congresses, and professional associations.
• Identify customer needs and ensure the delivery of value-added solutions.

Commercial Excellence

• Develop targeting and segmentation strategies for pharmacies and healthcare professionals.
• Optimize call planning, reach and frequency models, and customer engagement approaches.
• Implement sales force effectiveness initiatives and ensure best-practice execution in the field.
• Utilize CRM tools and sales analytics to drive data-based decision making.

Cross-Functional Collaboration

• Partner closely with Marketing, Medical, Market Access, and Supply Chain teams to ensure successful execution of commercial initiatives.
• Contribute to launch planning, promotional campaigns, and customer programs.
• Provide market intelligence and customer insights to support strategic business decisions.

Business Planning & Forecasting

• Prepare and manage sales forecasts, budgets, and business plans.
• Monitor market trends, competitor activities, and industry developments.
• Identify new growth opportunities and recommend actions to maximize business performance.
• Ensure compliance with all industry regulations, company policies, and ethical standards.

Your Profile

Qualifications & Experience

• University degree in Business Administration, Marketing, Life Sciences, or a related field.
• Several years of successful leadership experience within the pharmaceutical, consumer healthcare, or pharmacy channel environment.
• Proven track record in driving sales growth and leading high-performing field teams.
• Strong understanding of the Austrian pharmacy landscape and customer environment.
• Experience working with pharmaceutical wholesalers and pharmacy groups is highly desirable.
• Excellent knowledge of sales force effectiveness principles, customer targeting, and CRM systems.
• Fluent German and English language skills.

Leadership Competencies

• Ability to inspire, lead, and develop high-performing teams.
• Strong coaching and talent development mindset.
• Excellent stakeholder management and relationship-building skills.
• Strategic thinker with strong commercial acumen.
• Results-oriented with a proactive and entrepreneurial approach.
• Strong analytical, planning, and organizational skills.
• Effective communicator with excellent presentation and negotiation skills.
• Ability to operate successfully in a dynamic and evolving market environment.

What Success Looks Like

• Consistent achievement of sales and profitability targets.
• High engagement and performance of the field force team.
• Strong relationships with key pharmacy and wholesaler partners across Austria.
• Effective execution of customer engagement and commercial excellence initiatives.
• Sustainable market share growth and increased customer loyalty.

We look forward to receiving your application.

For legal reasons, we would like to point out that the minimum salary for this position is based on the applicable collective bargaining agreement. Depending on qualifications and professional experience, we offer market-competitive overpayment and an attractive bonus package, company car, and additional benefits.