Regional Business Director - Ohio Valley (OH, IN, KY, WV, VA)

PharmaEssentia U.S.A.•Cleveland, OH

6d•$225,000 - $245,000•Remote

About The Position

PharmaEssentia Corporation is a rapidly growing biopharmaceutical innovator focused on delivering effective new biologics for challenging diseases in hematology and oncology. This position is responsible for all sales activities in an assigned geographical area (Ohio Valley: OH, IN, KY, WV, VA) 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 of up to 9 account managers, build and execute strategic territory plans in line with product strategy, and collaborate with Market Access and Medical field teams. This role is critical for the commercial launch of BESREMi®.

Requirements

Bachelor’s degree required.
7+ years of experience within the pharmaceutical or biotechnology industries.
At least 5 years in sales leadership roles.
3+ years Oncology experience required.
Must live within the geographic location of the region posted (Ohio Valley: OH, IN, KY, WV, VA).
Experience building teams and new commercial capabilities in preparation for product launches is required.
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.
Advanced business acumen and granular account acumen management skills.
Successful experience covering large geographical territories.
Must live within the territory with the 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).
Injectable product launch experience is preferred.
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.
Lead the development of regional business plans in close coordination with cross-functional partners.
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.
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 setting clear expectations, tracking progress, and providing insight to incentive compensation philosophy.
Meet and exceed business objectives through thoughtful planning, collaboration, and utilization of tools and resources.
Prioritize team efforts across stakeholders to maximize opportunities, share customer insights, and aid the team in securing and allocating resources.
Optimize sales territory alignments, customer targeting, and call plans in partnership with the Commercial Insights & Operations (CIO) team.
Utilize CRM as a strategic tool for assessing and tracking customer status and progressing sales plans.
Provide strong leadership, ongoing coaching, and consistent performance management for direct reports.
Collaborate 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).
Establish and cultivate the concept of continual improvement as a core value of the sales organization.
Create tailored development plans to strengthen individual skillsets and foster future leaders.
Reward and recognize strong performance.
Ensure 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.”
Create and cultivate an enterprise mindset within the commercial organization where all cross-functional stakeholders are viewed and engaged as true partners.
Ensure achievement of cultural objectives is part of our rewards and recognition philosophy.
Maintain high touchpoints with team members, peers, sales leadership, and partners to effectively communicate challenges and opportunities and deliver solutions.
Develop and cultivate a close, collaborative relationship with field partners in Market Access and Medical Affairs.
Develop fact-based, data-driven state of the business for the region including thoughtful recommendations for future actions.
Participate in challenging assignments that contribute to the building and shaping of the growing organization.