Regional Sales Director, Southwest

Dompé•San Mateo, CA

36d•Remote

About The Position

Dompé is an Italian bio-pharmaceutical company that focuses on innovation, where a long tradition in the field of personal wellness goes hand-in-hand with a commitment to research and development to meet unsatisfied therapeutic needs. Established in 1940 in Milan, Dompé has an industrial and biotech research hub in L’Aquila, in addition to branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees. The US headquarters of Dompé are based in Boston (R&D) and in the San Francisco Bay Area (Commercial Operations). The Regional Sales Director reports to the Sr. Area Sales Director and provides leadership and strategic direction to a sales team of Key Account Managers. The Regional Sales Director is charged with achieving and exceeding performance objectives for Dompe's first ophthalmic product for patients suffering from neurotrophic keratitis. This is accomplished through effective coaching, appropriate utilization of resources and strong collaboration with key functions within Dompe and external business partners. Solid organizational, analytical, problem solving, management and leadership skills are required. A disciplined risk-taker who is comfortable in an entrepreneurial environment and capable of working effectively in such a setting is essential. The Regional Sales Director will be accountable for abiding by the core values of our Dompé culture, which are: Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility and Teamwork. Individuals must possess an entrepreneurial spirit and be adaptable to a “start-up” environment where resources are limited due to organization’s smaller size. This is a position that requires front line tactical execution with robust strategic skills. The ideal candidate will be highly strategic and adept at collaborating with cross-functional partners, senior leadership, and external customers.

Requirements

Bachelor’s degree required
Minimum of 3+ years of successful management experience in pharma/biotech industry preferred
Prior work with orphan disease/rare disease and/or specialty markets
Previous experience in Pharmaceutical/Biotech Marketing, Sales, Commercial Training and Operations
Strong leadership, coaching and developing talent
Contacts and relationships with Key Opinion Leaders in Ophthalmology space
Incentive compensation management
Ability to influence without authority
Ability to leverage critical thinking and problem-solving skills to overcome business challenges and deliver innovative solutions
Strong strategic planning and organizational skills
Proven track record of exceeding sales targets through others
Ability to understand and articulate clinical concepts, data and conclusions
Building and Leading Teams—Inspiring & Influencing
Strategic Agility
Decision Making
Collaboration & Teamwork
Communication—Feedback & Coaching
Business Knowledge
Achieving Results

Nice To Haves

advanced degree preferred

Responsibilities

Recruit and construct a high functioning team consisting of Key Account Managers
Be an expert in clinical data and be able to provide direction for its use.
Assists in the development and implementation of incentive compensation plans for the Key Account Managers
Creates equitable regional and territory alignments and leverages internal tools to gain visibility into geographies and customer activities with a view to driving results in the nation
Actively manages and participates in national meetings, national strategy meetings, professional society meetings, etc.
Exercises judgment, integrity and equitable management practices necessary to guide the day-to-day activities of a diverse cross-section of individuals
Compliantly embraces a collaborative work environment with key internal stakeholders such as Marketing, Market Access, Patient Services, Legal and Medical etc.
Creates, builds and maintains relationships with Key Opinion Leaders
Participates in cross-functional planning and leads national strategy meetings
Acquires, analyzes and shares market and competitive intelligence with marketing and sales teams, as well as with senior leaders to capitalize on market trends and developments
Develops business plan for assigned geographic area and implements national sales strategies and programs
Understands market dynamics, business drivers and corporate goals
Sets short and long-term objectives
Provides metric analysis to determine trends and performance
Tracks progress of Marketing Messages and Programs
Manages budget effectively—align resources appropriately
Executes and manages Quarterly Business Reviews and is an active member of the Dompé Leadership Team
Coaches, mentors and builds pipeline for future leaders throughout organization
Provides timely and accurate, behavioral based feedback regarding performance & professional development
Develops robust development plans and provides stretch assignments when appropriate
Conducts annual and on-going performance reviews and skill assessments
Sets clear expectations for success
Ensures that all Customer Team activities meet all regulatory, legal (at Federal, State and Local Levels) and industry guidelines and set performance standards through demonstrating the highest level of personal integrity and ethical behavior