Regional Specialty Manager - Rare Disease CAH West Region

Neurocrine Biosciences • US CA Home Office, CA

4d • $169,000 - $231,000 • Hybrid

About The Position

This position is responsible for leading a sales team in the successful promotion and growth of life-changing treatments for people with serious, challenging and under-addressed neurological, endocrine and psychiatric disorders. Successfully recruits, hires, on-boards and leads a diverse, high-performing sales team to meet and exceed sales goals within an assigned geographic area. Manages key projects, works closely with commercial cross-functional teams and develops strategies to provide access through specialty pharmacy fulfillment. Provides clear direction and coaching, working collaboratively in the field with the sales team to assist in identifying needs and opportunities. As needed, executes successful sales meetings.

Requirements

• BS/BA degree AND 12+ years of sales experience in biotech/pharmaceuticals industry, including 5+ years of first-line sales management experience typically acquired through progressively responsible sales roles.
• Demonstrated track record of successfully building sales teams, preferably in specialty pharmaceuticals in psychiatry, neurology or anti-psychotic therapeutic areas.
• Proven launch experience leading others in highly complex and competitive environments.
• Specialty pharmacy distribution experience is strongly preferred.
• Experience with business systems, salesforce automation platforms, and other business intelligence tools (e.g., Salesforce.com, Oracle database, SAP, Business Objects, COGNOS, QlikView, Veeva etc.)
• Proven sales performance as evidenced by % to quota, ranking reports, and recognition awards in specialty pharmaceutical or biotech markets.
• OR Master's degree preferred AND 10+ years of experience as show above.
• OR PhD AND 7+ years of experience as show above
• Passion for Patient and Caregiver Programs
• Thorough understanding of industry standards, multiple customer segments, specialty product distribution and market access fundamentals
• Superior leadership skills to attract and retain talented staff, build effective relationships, and keep the team focused on the key metrics that drive business success
• Proven ability, as supported by superior product/portfolio performance, to set and achieve challenging business objectives
• Results-oriented sales leader
• Ability to lead by example and inspire teams and individuals to achieve high performance
• Thrive in an environment driven by ownership and accountability with high ethical standards
• Seek to understand and successfully navigate complex and challenging accounts in highly varied sites of care
• Understand how to coach individuals and teams to provide pull-through with customers through diverse specialty fulfillment and payer requirements
• Challenge the status quo with intellectual curiosity and entrepreneurial spirit
• Derive great job satisfaction through people development and purposeful work
• Strong understanding of healthcare regulatory and enforcement environments
• Demonstrated ability to work cross-functionally
• High ethical standards
• Ability to identify and hire an exceptional sales team
• Possess a strategic perspective as well as inspire and motivate a high performing, results oriented team
• Ability to work independently
• This position requires frequent driving, therefore a valid driver's license, clean driving record, and ability to operate a motor vehicle are required as part of the job responsibilities
• Rare Disease Team Leadership highly preferred
• Specialty Pharmacy Launch experience required
• Expert ability within Centers of Excellence and Academic Hospital Systems
• Proven background in Account Management and organizational awareness
• Ability to effectively operate in a complex environment which includes highly varied sites of care and specialty pharmacy fulfillment
• Requires understanding of how the team / work area relates to other related areas and uses that knowledge to improve efficiency and produce high-quality work on problems with cross-functional impact
• Identifies and resolves technical, operational and organizational problems/problems relating to own discipline
• Frequently works cross-functionally as the representative for their area
• Project management and presentation skills
• Entrepreneurial attitude

Nice To Haves

• Master's degree preferred
• Rare Disease Team Leadership highly preferred
• Specialty Pharmacy Launch experience required
• Expert ability within Centers of Excellence and Academic Hospital Systems

Responsibilities

• Plays a key role in identifying, recruiting, coaching and retaining top talent for the Neurocrine sales organization
• Provides leadership and strategic direction to sales team.
• Accountable for region performance objectives including sales results, field day requirements, effective coaching, mentoring and utilization of resources
• Plans, directs, implements, and oversees policies and activities for specific geographical area
• Executes sales force strategies and marketing plans effectively to meet or exceed sales objectives
• Creates and implements successful strategies to further penetrate and segment the psychiatric and movement disorder marketplace, consisting mainly of Psychiatrists, Neurologists and Community Mental Health Clinics
• Ensures cross-functional alignment of key strategies and tactics, and ensure effective communication and implementation at the territory level
• Fosters innovation in sales approaches and practices and ensure effective cross-functional leadership and collaboration with marketing and human resources
• Identifies regional-level specific opportunities and barriers to ensure company success
• Reviews and analyzes key reports to ensure quarterly and annual objectives are met
• Manages regional-level expenses
• Provides assistance with training and on-boarding as needed
• Ensures reinforcement and compliance with Neurocrine policies as well as model and reinforce Neurocrine’s competencies and values
• Demonstrates the appropriate coaching and counseling to prepare individuals for future development
• Develops local Opinion Leader relationships to achieve aligned objectives
• Maintains a fiscal perspective by making judicious use of both corporate, sales support and third-party resources while staying within budget parameters
• Provides consistent feedback to HQ and Sales Management on customer feedback, operational and marketplace issues
• Performs all responsibilities following the highest ethical standards, including FDA guidelines, company compliance policies and best practices for the pharmaceutical industry
• Thorough understanding and ability to provide training to team on how to effectively utilize account selling strategies to achieve goals through building relationships with and meeting the needs of all members of the patients' care team (Pharm D, MD/NP/PA, LPN/RN)
• Manages and mentors team on building and maintaining relationships with important customers, including key opinion leaders, local professional groups and advocacy groups, long-term care facilities, local and regional payers and pharmacies
• Other duties as assigned

Benefits

• retirement savings plan (with company match)
• paid vacation, holiday and personal days
• paid caregiver/parental and medical leave
• health benefits to include medical, prescription drug, dental and vision coverage

What This Job Offers

• Job Type: Full-time
• Career Level: Senior