Area Business Director, West

The businesses of Merck KGaA, Darmstadt, Germany•Boston, MA

12h

About The Position

The Area Business Director (ABD) in Oncology leads a team of product and company sales experts (OTMs) in developing business strategies that build on EMD Serono’s reputation and credibility in the Oncology marketplace. The ABD is responsible for ensuring the team’s successful execution of account plans, improved customer satisfaction, total office relationships, and commercial marketing strategies to meet and exceed Quarterly sales goals. The OTM team directly engages with all targeted customers within designated territories while maintaining frequent, compliant collaboration with ABD, Medical Science Liaisons, marketing, and the Enterprise team in addition to Market Access, Patient Solutions, and other cross functional business partners. Location: Assigned Territory - West. Candidate should reside within territory.

Requirements

Bachelor's Degree with 7+ field sales, product marketing, or medical / clinical experience in the pharmaceutical/healthcare industry.
A valid and active driver’s license is required
Travel requirements may be up to 80% of the time including overnights, depending on business needs

Nice To Haves

Advanced degree in business or science a plus
Experience in fertility highly desirable
Outstanding oral, written and communication skills with the ability to present to small and large groups and deal with unexpected questions and challenges while presenting.
Demonstrated proficiency in pharmaceutical product marketing, including market analysis and research, competitive intelligence, sales forecasting, and effective product differentiation and positioning.
Previous experience in launching products or services and familiarity with managed care systems and reimbursement strategies.
Successful track record in leading impactful, cross-functional projects with exceptional operational capabilities.
Superior team orientation and ability to influence without authority.
Strong interpersonal and relationship-building skills. Ability to collaborate effectively across functions in a complex organization and business environment.
Able to drive multiple tasks, initiatives, and projects simultaneously.
Strong business acumen with keen analytical sense and ability to utilize quantitative analysis and sound business judgment in interpretation of sales and market data to drive strategy.
Ability to think strategically and bring innovation to the organization.
Flexibility in leading through change, driving through unexpected challenges to deliver on business imperatives.
Strong self-starter with entrepreneurial spirit coupled with strong critical thinking skills.
Motivated by results, urgency and personal commitment. Possesses high integrity and exceptional work ethic. Fosters mutual trust and respect.
Advanced software skills, particularly MS Excel and Powerpoint.
Ability to lead, inspire, develop, and motivate a high performing team.
Familiarity with navigating and collaborating within a matrixed organizational structure.
Solid business and financial skills to effectively manage overall budgets and resources.
Scientific or Clinical Background
Ability to communicate openly and share information to foster trust while encouraging constructive debate, making informed decisions, and ensuring shared commitment to outcomes.
Demonstrated willingness to take risks and stand up for what is right while prioritizing the needs and experiences of customers and patients in all decisions.
Commitment to setting and reaching ambitious goals and setting high standards while acting in the best interest of the company and taking initiative to drive results.
Uphold ethical standards and being honest in all interactions.
Ability to streamlining processes to focus on what matters and creates impact and acting quickly to adapt to changes.
Demonstrated ability to embrace new ideas, challenge the status quo, and seek innovative solutions while valuing diverse perspectives and treating others with respect and dignity.
Experience in other EMD Serono therapeutic areas (Oncology, Rare Disease, HIV, Fertility or N&I) is a plus.
Knowledge of customer loyalty and satisfaction metrics, with an understanding of their integration into business processes and people management.

Responsibilities

Display the highest level of professionalism, ethical behavior, and coaching in all aspects of the ABD role.
Achieve Area and Territory sales goals and objectives consistent with Company, Commercial and PhRMA guidelines.
Build and maintain individual development plans for self and team.
Demonstrate strong collaborative approach with internal and external stakeholders to meet customer needs.
Demonstrate and coach to critical analysis and planning skills in reviewing data, understanding trends, and preparing applicable plans
Coach teams to a superior level of product, market, reimbursement, formulary, and customer knowledge.
Insure development and implementation of effective professional and patient education programs.
Develop and maintain strong working relationships with the oncology medical community, focused on identifying needs and providing solutions.
Manages regional budgets and accurately reports budget activity to management. Reporting must include accounting for the proper resource allocation and assessment of outcome.
Reviews and approves all regional expenses according to established PHARMA and EMD Serono guidelines.
Executes successful and impactful regional meetings and actively participate in open presentations and discussions at National meetings.
Maintains an excellent level of home office and regional interaction to determine and communicate additional market opportunities, as well as create and participate in programs necessary to effectively seize business opportunities (i.e., brand planning, focus groups, field tests, etc).