Head of Sales Prescription & Biologics Italy

Galderma is the emerging pure-play dermatology category leader present in approximately 90 countries. We deliver an innovative science-based portfolio of premium flagship brands and services that span the full spectrum of the fast-growing dermatology market through Injectable Aesthetics Dermatological Skincare and Therapeutic Dermatology. Since our foundation in 1981 we have dedicated our focus and passion to the human bodys largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin we are in shapes our lives we are advancing dermatology for every skin story.

We look for people who focus on getting results embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all they must be passionate about doing something meaningful for consumers patients and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company we embrace diversity and respect the dignity privacy and personal rights of every employee.

At Galderma we actively give our teams reasons to believe in our bold ambition to become the leading dermatology company in the world. With us you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled direct impact.

Job Scope

National responsibility for Italy overseeing both Rx (Prescription Class C products prescribed primarily by private dermatologists) and Bx (Biologic launching a new biologic drug for atopic dermatitis and prurigo nodularis in 2026) business units.

Job Responsibilities:

• Lead the implementation of customer-centric commercial programs for Rx and Bx designed and prioritized by Marketing with input from Sales to achieve Italys business objectives.
• Build and maintain a high-performing engaged sales team measured through quantitative and qualitative KPIs enabled via strong coaching to ensure individual and team targets are met and exceeded.
• Act as a change agent guiding the company through its transition to biologics fostering a culture of innovation and adaptability.
• Contribute to the overall performance of the Italian affiliate as a member of the local Leadership Team.
• Lead the Rx/Bx sales function at the national level implementing strategies with mid-term (5 years) impact on commercial results aligned with local objectives and marketing strategies.
• Impact is primarily on Italys topline/sales results.
• Reports to the General Manager.

Career Stream Tasks

• Lead customer-centric commercial programs in alignment with Italian market objectives executing agreed marketing initiatives to meet and exceed country P&L targets for both Rx and Bx businesses.
• Coordinate sales team efforts and resource allocation based on segmentation targeting and key account planning (in line with global guidance and Italian regulations).
• Evaluate measure and manage field force activities using CRM KPIs and SIP targets with clear communication and strong coaching.
• Manage the budget allocated to the field force ensuring optimal return on investment.
• Develop commercial partnerships alliances and networks relevant to Rx and Bx with a particular focus on hospital centers authorized for biologic drugs and private dermatology practices.
• Build and maintain strong customer relationships and networks leveraging these for early identification of market trends regulatory changes challenges and opportunities.
• Actively contribute to the Italian strategy and operational execution as a full member of the local Leadership Team.
• Collaborate closely with Market Access to ensure successful launch and commercialization of the new biologic drug navigating access pathways and reimbursement processes.

Stakeholders

• Build strong relationships across the organisation especially with GM Marketing Head Commercial peers Medical Affairs Market Access and Finance.
• Influence and challenge key stakeholders effectively.
• Develop strong trusting cross-functional relationships with colleagues in Italy and the cluster.
• Represent the company externally as a recognized thought leader in Rx/Bx sales.
• Foster cooperation and partnership to provide integrated solutions and maximize commercial opportunities.

Management Responsibility

• Lead and develop a sales team currently composed of 2 Area Managers and 13 ISF with future expansion to 2 Area Managers 13 ISF dedicated to Bx and 10 ISF dedicated to Rx.
• Provide operational direction to the Leadership Team Marketing Head Commercial Operations Head and Market Access Head.
• Develop short-term operational plans for optimizing the organization and recruit talents to execute strategies.
• Hold budget accountability for the Rx/Bx sales function.

Typical Education Level & Experience

• Masters degree MBA or equivalent.
• At least 10 years of strong sales management experience ideally in pharmaceutical or healthcare sectors.
• Experience in a senior sales position with team responsibility.
• Proven knowledge of the commercialization dynamics of biologic drugs within authorized hospital centers preferably in dermatology.
• Deep understanding of the Italian pharmaceutical industry landscape regulatory environment and market trends.
• Strong business/commercial acumen.
• Excellent influencing and collaboration skills to partner with key internal and external stakeholders.
• Expertise in Sales ideally augmented with Marketing skills.
• Excellent oral and written communication skills in Italian and English.