Regional Executive Director

Ionis•Carlsbad, CA

About The Position

The Regional Executive Director is a field-based executive leadership role responsible for building and leading a high-performing regional team of District Sales Managers who lead Clinical Account Specialists supporting the launch and ongoing growth of Ionis’s first wholly owned commercial product as its indication expands from Familial Chylomicronemia Syndrome (FCS) to severe hypertriglyceridemia (sHTG). The position reports to the U.S. Head of Sales and is accountable for achieving or exceeding strategic objectives by setting regional direction aligned with brand strategy, and by coaching, motivating, hiring, and retaining talent. The role partners with senior cross-functional colleagues to understand customer needs and uphold high standards for compliant customer and patient experiences. The successful candidate will bring a deep understanding of the healthcare landscape and of patients, providers, and care networks involved in treating cardiometabolic and lipid-related diseases. They will build and leverage local healthcare relationships, advocate for patients with sHTG, and lead teams in developing and executing plans that meet customer and company goals. The role encompasses regional strategy and innovation, team leadership, performance management, cross-functional collaboration, and resource management. The Regional Executive Director leads a diverse team with functional and therapeutic-area expertise, supports effective and compliant engagement across field teams, and ensures that internal and external activities align with company policies, compliance requirements, and corporate values.

Requirements

Valid U.S. driver’s license and driving record compliant with company standards.
Bachelor’s degree; a degree in life science, biology or a similar scientific field, or business is specified.
At least 15 years of cross-functional commercial life sciences industry experience in pharmaceuticals or biotechnology.
Strong business acumen and commercial insight, with experience developing and implementing strategic plans in complex healthcare environments such as managed care, contracting strategy, IDN networks, and Centers of Excellence.
Ability to lead complex cross-functional account teams and operate amid ambiguity while aligning teams to brand strategy.
Proven record of consistently meeting or exceeding financial and other quantitative and qualitative targets.
Successful partnership experience with customers and organizations, including peers and the broader internal organization.
Solid understanding of and adherence to external laws, codes, and company policies applicable to the healthcare industry.
Experience building, leading, managing, and developing multifunctional teams.
Extensive understanding of the healthcare system, including the market access landscape and payer reimbursement policies.

Nice To Haves

MBA or another related graduate degree.
Experience leading and mentoring front-line managers.

Responsibilities

Develop and execute customer-focused regional strategic account plans aligned with brand strategy to maximize business opportunities and customer satisfaction.
Understand and anticipate the needs of key customers, including hospital- and office-based endocrinologists, cardiologists, and other subspecialists, and develop insight-driven tactics.
Oversee short- and long-term plans for key accounts and manage customer relationships, owning key relationships when necessary.
Adjust regional field strategies to meet business goals and foster innovation, best-practice sharing, and new approaches across the commercial organization.
Contribute recommendations regarding field-force structures, incentive plans, sales processes, customer approaches, and capabilities.
Set team values and cultural expectations that support company core behaviors, compliance, and collaboration; inspire and motivate regional field teams.
Conduct regular check-ins that include coaching, recognition, and development planning; support talent attraction, retention, career development, trust, inclusion, and employee empowerment.
Identify start-up and ongoing training initiatives with Learning and Development and define training plans.
Oversee performance plans using Account Management Plans, KPIs, customer insights, and customer-focused execution of brand strategies.
Conduct formal and informal performance reviews and coach District Managers; ensure individual development plans are carried out.
Oversee achievement of team objectives, including customer engagement and experience, account planning, teamwork, training, and market knowledge, and ensure fair and objective evaluations.
Meet or exceed quarterly regional strategic objectives while operating with integrity and in compliance with company policies and the Code of Ethics and Business Conduct.
Hold self and team members accountable to standards, actively manage poor performance, and ensure adherence to corporate and compliance policies, procedures, and guidelines.
Align divisions on product messaging, brand strategy, and approved ways of working; facilitate collaboration with internal stakeholders such as marketing, compliance, market access, and patient services.
Share customer and operational insights across the organization and use collective expertise to support product success.
Build trust, belonging, teamwork, and collaboration across teams; adapt the commercial organization to marketplace developments and customer and patient needs.
Develop external collaboration with customers and appropriate advocates for TRYNGOLZA (olezarsen), taking accountability for key accounts strategic to business outcomes.
Attract and retain high-level talent capable of exceeding brand goals; advise on talent acquisition, onboarding, training, and career development for new hires.
Plan and monitor approved regional budgets to allocate resources appropriately and maintain financial control.
Lead the delivery of an integrated customer experience, using data insights to identify opportunities and available resources effectively and within budget.