Regional Business Director

PharmaEssentia U.S.A.

21h•$210,000 - $240,000

About The Position

This position is responsible for all sales activities in an assigned geographical area and will be expected to maximize sales achievement through promotion of PharmaEssentia products to approved, targeted customers and distribution channels. The Regional Business Director will lead a regional sales team to build and execute strategic territory plans in line with product strategy and in close collaboration with Market Access and Medical field teams to comprehensively meet the customers’ needs. Customers include hematologists/oncologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, hospitals, and formulary committees. This position is a critical leadership role that will be instrumental in the success of PharmaEssentia’s commercial launch of BESREMi®.

Requirements

Bachelor’s degree required.
7+ years of experience within the pharmaceutical or biotechnology industries including at least 5 years in sales leadership roles
3+ years Oncology experience required
Must live within the geographic location of the region posted.
Experience building teams and new commercial capabilities in preparation for product launches is required; injectable product launch is preferred
Proven track record of results in competitive markets
Ability to understand and coach to the sales cycle including patient identification, building clinical conviction, understanding, and overcoming access and reimbursement barriers, and navigating distribution
Demonstrated ability to work collaboratively and cross-functionally with partners to establish and achieve common goals
Must demonstrate the ability to determine and synthesize insights about the business and work with leadership to shape strategy and tactics
Must be a true team player – authentic, humble, professional, able to build a positive team spirit and lead teams through the ups and downs of drug development, puts success of the company and the overall commercial organization above own interests and supports everyone’s efforts to succeed, grow, and develop
Demonstrated ability to motivate and lead teams. Must have the managerial courage to make and stand by difficult and/or unpopular decisions if it is what is right for patients and for the business
Excellent interpersonal, oral, and written communication skills and a strong leadership presence.
Strong critical thinking and strategic problem-solving skills
Demonstrated ability to adapt to changes in the work environment. Changes approach or method to best fit the situation and the person. Able to lead through frequent change, delays, unexpected events, or uncertainty/ambiguity with maturity and professionalism.
Advanced business acumen and granular account acumen management skills
Successful experience covering large geographical territories
Ability to travel to meet the expectations of the position and territory

Nice To Haves

Knowledge of Hem-Oncology customer base preferred
Existing relationships with key customers are highly valued (e.g., KOLs, key account leadership)
Experience in and understanding of other commercial functions (e.g., marketing, market access, sales operations, sales training, insights/analytics, business development, etc.) is preferred

Responsibilities

Recruit, build and lead a team of experienced and highly competent and motivated sales professionals with a track record of performance and a passion for making a difference for patients. Success in this role will require not only building and leading a high-performing oncology sales team, but also partnering with cross-functional commercial partners
Lead the development of regional business plans in close coordination with cross-functional partners that clearly articulate specific actions, timing, and metrics for achieving established goals
Develop and coordinate physician advocates for promoted oncology/hem-oncology products
Identify customer needs and marshal the company’s resources to meet those needs
Partner effectively across field and home office teams to create a seamless experience for providers and their patients within the geography
Provide feedback on commercial plans and contribute to the creation of resources, tools, and processes critical to field success
Continuously review, evaluate, and recommend improvements to the organization to enable higher performance
Establish a culture of accountability and achievement for the regional team by:
Establishing clear expectations for performance including meeting business goals and deploying tools and resources appropriately and in line with strategic direction
Tracking progress against goals, refining when necessary and celebrating success
Providing insight to IC philosophy, strategy, and plan design that is motivating and rewards top performance
Informing the tools and practices for rewarding and recognizing positive behaviors and achievements
Meet and exceed business objectives through thoughtful planning, collaboration with partners and utilization of tools and resources for flawless execution of strategic direction. This includes:
Prioritizing team efforts across stakeholders to maximize opportunities, sharing customer insights, and aiding the team in securing and allocating resources
Optimization of sales territory alignments, customer targeting, call plans, etc. in partnership with Commercial Insights & Operations (CIO) team
Utilizing CRM as a strategic tool for assessing and tracking customer status and progressing sales plans
Providing strong leadership, on-going coaching, and consistent performance management for direct reports including appropriately challenging them to identify their gaps, grow their knowledge and capabilities, try new approaches to persistent challenges, continually raise the bar on their performance, and share best practices across teams
Continual assessment of skills, identification of gaps, and collaboration with Commercial Training & Effectiveness (CTE) to ensure sales teams have the tools and capabilities needed for optimal impact
Utilize effective selling techniques and marketing strategies to create a sense of urgency and expand demand/adoption for PharmaEssentia product(s).
Establishing and cultivating the concept of continual improvement as a core value of the sales organization – this will be a key success factor for the role
Creation of tailored development plans for strengthening individual skillsets and contributing to fostering future leaders for the organization
Rewarding and recognizing strong performance
Ensuring all team activities are conducted within compliance guidelines
Establish and cultivate a positive culture based on respect, trust, integrity, professionalism, humility, continual improvement, putting patients first, and “doing the right thing.”
Each Regional Business Director will play an essential role in nurturing the culture of high engagement, high integrity, and strong drive to realize meaningful results in the pursuit of helping cancer patients live longer and healthier lives.
Critical to success in this role will be the RBD’s ability to create and cultivate an enterprise mindset within the commercial organization where all cross-functional stakeholders are viewed and engaged as true partners in pursuit of a common goal.
The Regional Business Director will play a critical part in ensuring that achievement of cultural objectives is part of our rewards and recognition philosophy
Ensure high touchpoints with team members, peers, sales leadership, and partners to effectively communicate challenges and opportunities and deliver solutions as needed
Develop and cultivate a close, collaborative relationship with field partners in Market Access and Medical Affairs to ensure teams are working together both effectively and compliantly
Develop fact-based, data-driven state of the business for the region including thoughtful recommendations for future (what to keep doing, what to change, rationales for both, and what will be achieved)
Involvement in challenging assignments that contribute to the building and shaping of the growing organization will be a key aspect of the role beyond regional leadership and will support career pathing and development