Regional Business Director - MA, RI, NH, ME

ExecuSearch of Chicago

About The Position

This is an exciting opportunity for an experienced first-line leader to join a leading independent biopharmaceutical company! The Regional Business Director (RBD) will be principally responsible for leading and managing a high-performing team of Account Executives, focusing on disease awareness and product education among healthcare professionals. This is an incredible opportunity to build a team and shape a market in support of patients, caregivers, and the community. The RBD will provide coaching to help ensure every AE meets or exceeds target. He/she will be critical in the assessment and improvement of field and selling processes. RBDs will also need to provide insights to inform commercial strategy, given their proximity to the market, and ultimately meet and exceed performance targets. The RBD will also need to embody our client's values: commitment to people, sense of purposeful urgency, passion for excellence, innovation & discovery, and open culture as well as an unwavering commitment to integrity. Additionally, an RBD will be responsible for the creation of a customer-oriented climate that focuses on an understanding of patient and customer needs, value-added services, and seamless execution. Through the building of best-in-class teams, talent development, and regular monitoring and coaching, the RBD will foster a culture of accountability. The position reports to the Executive Sales Lead role.

Requirements

Bachelor’s degree required: science focus strongly preferred; MBA/PhD is a plus.
7+ years in sales, marketing, commercial operations, and/or account management experience in commercial healthcare organizations (i.e., Biotech, Med Device or Specialty Pharmaceuticals).
3+ years of experience in leading teams, experience building out field sales teams preferred
In-depth reimbursement knowledge of Buy/Bill and expertise of Part B & D, working with in-house patient support services team required.
Hospital / Institution knowledge and expertise with the P&T process.
Must be familiar with relevant legal and regulatory environments in biotech/pharmaceutical industry.
Significant domestic/regional travel is required (approximately 60 – 70%).
Valid Driver’s license required.
Demonstrated commitment to ethics and integrity.

Nice To Haves

Rare/orphan disease experience preferred.
Experience training and managing AEs to effectively promote multiple specialties.
US product launch experience is helpful.
Deep experience in Neurology and Cardiology is preferred.
Knowledge and experience with “site-of-care” development.
Experience in working in various departments, managing multiple teams (sales, marketing, market access, patient services).
Demonstrated leadership in working in a matrix environment and influencing management decisions.
Effective planning, prioritization, management, and organizational skills.

Responsibilities

Lead and manage a high-performing team of Account Executives, focusing on disease awareness, product education among healthcare professionals
Utilize strong sales management, strategic planning skills, financial acumen, and analytical capabilities to align sales execution with overarching product strategies and market needs.
Analyze the market and proactively develop a forward-thinking action plan, rather than solely reacting to past events. Capable of clearly conveying the current market situation and proposed plan of action to leadership, while also ensuring the team is aligned to future objectives and expectations.
Coach and develop team members to exceed performance targets, emphasizing compliance and effective local business management through strategic business planning and cross-functional alignment.
Leverage proximity and familiarity of their market to provide insights that help inform the commercial strategy.
Attract, manage, and retain top sales talent with a demonstrated experience in diverse specialties.
Hold the team accountable to sustaining a customer-oriented culture that prioritizes understanding and meeting patient needs, delivering seamless execution and value-added services.
Allocate and manage regional resources effectively that support targeted strategic and operational excellence.
Align people, processes, structure, information, and communication systems within a complex ecosystem - both within and across functions.
Inspire and motivate the team by clearly articulating the strategy and vision for the future.