Area Business Leader, Oncology - (Detroit, MI) (field based)

Eisai US•Detroit, MI

1d•$191,680 - $251,600•Remote

About The Position

The Area Business Leader (ABL) will engage with assigned health systems for Eisai’s oncology portfolio and manage a team of sales professionals. The ABL is responsible for the relationships with Eisai’s Oncology integrated customers and will meet with appropriate influencers and decision makers within the integrated customers environment. Appreciating the market landscape and account dynamics of each integrated customer, the ABL will meet with key decision makers across the account (S-suite, C-suite, KOLs, Pathway and PandT committee members). Each ABL will lead account responsibility for a defined number of potential strategic accounts and will be responsible for coordinating all appropriate Eisai selling activities at these accounts and their affiliated prescribers. The ABL also is responsible for the leadership, development, direction and management of a team of Sales Representatives. Each ABL will oversee the pull through of representatives selling efforts in accordance with strategic plans and compliance, monitoring and driving sales goals, and coaching Sales Representatives on critical selling skills, clinical expertise and business acumen.

Requirements

Area Business Leader- Oncology Bachelor's degree with 10+ years of relevant pharmaceutical, biotech, or medical marketing/sales and account management experience (oncology sales experience highly preferred).
Some experience leading teams in the pharmaceutical industry (within IDN’s & major Oncology Centers highly preferred).
Experience managing major accounts and previous IDN/Health System selling experience in geographic area highly preferred.
Experience applying differential sales reports to maximize sales opportunities within area, preferred.
Experience with Integrated Customers with understanding of operations of integrated health systems within the current market and influential patterns within markets.
Experience with ambulatory/clinic oncology delivery pertaining to infused and oral, specialty pharmacy distribution (SPP, in-office dispensing).
Experience working with clinical, financial, environmental, and operational stakeholders and drivers within highly integrated oncology delivery systems.
Experience in key local and national, health care issues and strategies including pathway and quality trends (340B, buy & bill, Government, and commercial payer coverage) preferred.
Understanding of the market access and reimbursement landscape preferred.
Substantial experience working with key laws and regulations impacting the pharmaceutical industry (e.g., PhRMA Code; Federal Food, Drug, Cosmetic Act; Anti-Kickback Statute; False Claims Act, OIG/DOJ Guidance; Foreign Corrupt Practices Act; and federal and state transparency and disclosure laws).
Experience networking, establishing, and maintaining strong business relationships across multidisciplinary matrix teams within Eisai.
Sr. Area Business Leader- Oncology Minimum 5 years of sales management experience in a relevant therapeutic area, or 3 years experience as an Eisai ABL.
Demonstrated success in developing and implementing sales strategies and tactics for the Area in line with district, regional, and corporate sales goals in a compliant manner.
Demonstrated success in attracting, developing, motivating, and retaining district talent to drive performance, engagement, and future growth of the team.
Proven track record of developing internal talent, including coaching effectiveness and performance management.
Proven track record of managing major accounts and track record of exceeding IDN/health systems selling goals through effective development, direction, and deployment of sales force.
Demonstrated success in networking, establishing, and maintaining strong business relationships with customers.
Proven performance as an Area Business Leader and fulfillment of defined promotion criteria.
As a condition of employment and an essential function of this field-based position, applicants must be able to engage in person with HCPs and other third parties at their offices, institutions and other appropriate locations on a regular basis.
In order to gain in-person access, applicants selected for the position may be required to complete third parties’ credentialing and/or entry requirements, which often include an attestation to and/or providing proof of having received certain vaccinations.
To the extent you are unable to meet certain requirements for qualifying medical (including pregnancy-related) or religious reasons, applicants must request a reasonable accommodation by contacting the Human Resources Department.

Nice To Haves

Oncology sales experience highly preferred.
Experience leading teams in the pharmaceutical industry (within IDN’s & major Oncology Centers highly preferred).
Experience managing major accounts and previous IDN/Health System selling experience in geographic area highly preferred.
Experience applying differential sales reports to maximize sales opportunities within area, preferred.
Experience in key local and national, health care issues and strategies including pathway and quality trends (340B, buy & bill, Government, and commercial payer coverage) preferred.
Understanding of the market access and reimbursement landscape preferred.

Responsibilities

Develop and implement sales strategies and tactics for the Area that are consistent with achieving regional and corporate sales goals in a compliant manner.
Oversee and guide all sales activity in district and coordinate collaboration of prescriber-level selling efforts across a multiple indication team.
Lead account responsibility for assigned strategic accounts including coordination of appropriate selling activities at these accounts and affiliated prescribers.
Develop, execute, and modify strategic business plans across key institutions and influential cancer centers, and align OSS and cross-functional stakeholders to drive patient access.
Develop and foster long-term relationships with key customers and accounts (including C-suite, administrative stakeholders, key influencers, and decision-makers within health systems) within the market place.
Collaborate with regional leaders and cross-functional teams (e.g., Market Access, Medical, HEOR, Marketing) to understand and address account needs through appropriate tactics in a compliant manner.
Engage in key local and national, health care issues/strategies, customer issues/trends, pathway and quality trends, and best practices to establish credibility beyond product and therapeutic areas.
Tailor selling approaches based on targets and deployment structure for specific geographies.
Monitor individual and team compliance with Eisai policies and procedures.
Attract, develop, motivate, and retain district talent to drive performance, engagement, and future growth of the team.