Regional Business Director - West

Lundbeck

32d•$240,000 - $270,000

About The Position

The Regional Business Director (RBD) is responsible for leading field-based Area Sales Managers (ASM) and Biopharmaceutical Account Managers (BAM) to drive the sale and promotion of Lundbeck products in a distinct geographical region. The product portfolio currently includes both medical benefit and specialty distribution for infusion therapy. The RBD will utilize robust analytic skills in the development and execution of regional strategies and tactics, including the identification of strengths that will create success and weaknesses/threats which need to be minimized. The RBD is expected to meet or exceed sales goals and achieve all other financial and operational goals. Working with their ASMs, the RBD will execute the defined strategies and tactics, including but not limited to: business planning and performance metrics, resource planning and allocation, managed market access and pull-through, succession and talent development, and leadership and management of the sales force. A key focus and skill in this role will be in the professional development of the ASM and their abilities to upskill the performance and capabilities of their BAMs. The RBD is accountable for leading the business in a manner which ensures compliance with all Lundbeck business guidelines.

Requirements

Accredited Bachelor of Arts or Bachelor of Sciences degree
5+ years of pharmaceutical sales management experience leading diversified sales teams with successful results.
Demonstrated ability to instill trust and drive results through others.
Demonstrated ability to lead a region and leadership team in creating and executing strategic plans.
Ability to develop talent through the identification of development strategies and resources, with an emphasis on feedback and coaching.
Robust financial acumen.
Exceptional communication skills.
Strong analytical capability.
Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck
Preference for the RBD to live in the Region; however, the RBD must live, at a minimum, in a region which shares a border with the assigned region.
Valid driver’s license with a safe driving record that meets company requirements

Nice To Haves

Accredited Master’s Degree
2+ years of second-line sales management
Live within the region boundary
Injectable/infusion sales experience within a buy & bill Medicare Part B/Medical benefit environment or other comparable reimbursement experiences
Experiences with Infusion products in multiple sites of care (Home Infusion, Specialty Pharmacy, Infusion Center, Hospital etc..)
Experience in medical or specialty pharmacy benefit market with strong level of understanding of price, government payer, and specialty pharmaceutical markets
Previous success in managing and providing direction in navigating complex integrated health systems (hospitals, clinics)
Previous CNS/Neurology experience in Migraine, Neurology and/or Biologics
Product launch or expansion experience, particularly in a new therapeutic class
Previous experience building and developing effective teams
Marketing management, sales training management, or additional home office experiences.

Responsibilities

Develops and executes comprehensive plans to support the short and long-term sales and revenue plans of the organization.
Reports to the Sr Director National Sales. Oversees the execution of the vision and focus of the Business Unit by the Sales Team Region.
Ensures business planning execution by the regional sales team via monitoring/reporting sales performance against key performance metrics. Recommends adjustments to metrics/targets as appropriate. Utilizes reports and other approaches to conduct business reviews and coaching to maintain the highest levels of overall sales performance to desired objectives.
Works closely with the marketing department to provide appropriate level of input, as well as to hold the responsibility for sales implementation of marketing / brand plans.Coordinates with the Market Access and reimbursement team to ensure alignment of priorities and efforts between the payer and sales groups.
Leads budgeting and expense management for the Region.
Performs field travel to meet key customers and customer groups to understand needs, solve problems, develop relevant strategies and actions.
Assesses talent and performance abilities of the sales team in the Region, while also playing an integral role in upskilling the sales team.
Has a committed focus and passion around development of current talent and creates individual development plans for each ASM.
Partners with HR and Sr Director National Sales in talent discussions and strategy around the ASMs and BAMs in their Region, which involves succession planning and continual assessment of sales team members.
Partners with internal functions (e.g., sales training, marketing, sales operations, government affairs, etc.…) to provide important feedback and progress checks regarding trends, needs, reporting and competitive developments.
Organizes, plans, conducts and attends various sales and sales management meetings.
Oversees the business plan as proposed by the area sales management team.
Responsible for additional home office responsibilities assigned by senior management.