National Sales Director, US BioPharma, Respiratory and Immunology

AstraZeneca•Wilmington, DE

1d•Onsite

About The Position

At AstraZeneca we turn ideas into life changing medicines. Working here means being entrepreneurial, thinking big, and working together to make the impossible a reality. We’re focused on the potential of science to address the unmet needs of patients around the world. We commit to those areas where we think we can really change the course of medicine and bring new ideas to life. The AstraZeneca’s US BioPharma Respiratory and Immunology (R&I) Team holds a unique position in respiratory disease, including asthma, chronic obstructive pulmonary disease (COPD) and idiopathic pulmonary fibrosis (IPF), with a range of differentiated potential medicines in development by using novel combinations, biologics and devices. The pipeline also has several promising assets in inflammatory and autoimmune diseases within areas such as psoriasis, psoriatic arthritis, gout, systemic lupus and rheumatoid arthritis. The National Sales Director (NSD) of the US BioPharma R&I Sales and Marketing Team will play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients’ lives. The NSD will be based in Wilmington office and will report directly to the Executive Director of Sales and Marketing, and lead a team of Commercial Business Directors (CBDs) and a 200+ sales team, with a view to expand further as the Franchise grows. The NSD will be accountable for collaborating with the Franchise Head and Core Value Team (CVT) to shape the go to market strategy for future launches and indications. They will also be responsible for delivering the R&I sales targets across the country while leading and developing their teams. The successful candidate will be a strong people leader with a proven track record of broad commercial experience. They will have a successful track record of establishing a high performance, high reward culture while attracting, developing, and retaining talent. Additionally, this leader will be experienced in leading and motivating large scale, diverse and inclusive sales teams in order to optimize team performance and create an environment of inclusion and belonging. The NSD will communicate a compelling sales strategy and vision and lead with drive and energy by taking appropriate risks and motivating individuals and teams to perform at the highest level. Additionally, this role is expected to partner across an Alliance of two companies with a shared vision and goal, delivering across all customer segments and collaborating with key Commercial stakeholders (Marketing, Market Access, IBEX, HR and Finance)to develop and successfully execute National and Geographic strategies.

Requirements

Bachelor's Degree required; preferably in business, marketing or the sciences
8+ yrs of demonstrated Commercial Leadership (non-Sales) and Second Line Sales Leadership experience with a combination of: pharmaceutical, healthcare, scientific, clinical, institutional or related industry experience.
Proven track record of consistent achievement or overachievement delivering strategic and operational plans within a therapeutic or business area
Ability, ambition and experience to grow career and lead cross functional commercial teams, with increased level of complexity, size and structure.
Ability to be mobile within US and ex-US markets.
Thorough understanding of customer segments and regional market dynamics; proven ability to link science to patient to commercial opportunities
Strong financial acumen with the ability to assess and drive results
Experience with P&L drivers; sales forecasts, operational budgets, expense management, contribution and top-line vs. bottom line budgets.
Track record of strong cross-functional collaboration, influence and experience gaining stakeholder alignment to move key initiatives forward
Proven track record and demonstrated experiences in evolving Customer Facing Model and of making relevant trade-offs to ensure organizational/ enterprise success
Demonstrated commercial leadership of pre-launch and launch activities
Successful experiences attracting and developing diverse talent/ teams and optimizing team performance in direct and matrixed leadership roles
Strong change and agile leadership, both leading transformational change and leading through ambiguity
Strong presentation and negotiation skills with senior leadership
Ability to travel across the nation 60% of the time.

Nice To Haves

MBA
Experience building launch teams
Franchise leadership experience
Working relationships with top External Scientific Experts (ESEs)

Responsibilities

Lead the strategic direction, design, execution and measurement of go to market strategies, tactics and activities to deliver on the sales goals and targets
Understands and anticipates market trends, customer mix, local influences, Rx trends and competition when designing high-impact business plans tailored to meet customer needs for each geography
Role models the AZ Values and Behaviors: employs enterprise thinking, entrepreneurial leadership, engenders trust, empowers others, has courageous conversations, creates inclusive & diverse teams and makes difficult decisions
Responsible for leading and developing regional Commercial Business Directors and members of the sales team, including but not limited to sales incentives, performance development, talent management and career development, develop a diverse pipeline for future commercial leaders through mentoring, coaching, and continuous feedforward
Ability to establish a clear commercial strategy, vision and purpose and communicate it with passion and authenticity to the organization
Scientific mindset and robust knowledge of all AZ Core Growth Platforms and of our strategic TA’s/brands
Exceptional strategic thinking, judgement and influencing skills to ensure strong commercial focus and consistency
Ability to understand and appropriately challenge forecast assumptions. Regularly communicate performance updates/forecasts to senior leadership
Ability to gain alignment on critical issues/initiatives and to inspire and influence cross-functional partners
Lead through change with transparency and confidence, to ensure effective engagement of all stakeholders and teams
Able to express complex ideas and strategies in clear, simplified and compelling ways to influence multiple and senior stakeholder groups
Use robust analytical rigor to frame situations and incorporate new perspectives and ideas
Embraces new ways of working / thinking to drive innovation including but not limited to digital, ecosystems, patient centricity, dynamic healthcare environment