Sr. Area Business Director, Central Region

Tandem Diabetes Care • Indianapolis, IN

283d • $230,490 - $281,710

About The Position

Tandem Diabetes Care creates new possibilities for people living with diabetes, their loved ones, and their healthcare providers through a positively different experience. We'd love for you to team up with us to 'innovate every day,' put 'people first,' and take the 'no-shortcuts' approach that has propelled us to become a leader in the diabetes technology industry. This is a field-based position which will be responsible for our Central Territory including Chicago, Indianapolis, Nashville and St. Louis among other markets. Our ideal candidate will be located within one of these areas but we are open to candidates across the central territory. The Sr. Area Business Director (ABD), Central Region, is responsible for directing overall commercial activities and business performance across multiple regions. The Sr. ABD will lead strategic execution across field sales, market access, inside sales, finance, marketing, and clinical services to drive growth and efficiency.

Requirements

• BS/BA in Business Administration, Life Sciences, Finance, or related field (MBA preferred).
• 15 plus years of progressive sales leadership experience in medical devices, biotech, or pharmaceuticals.
• 5 plus years in a senior sales leadership role (Area Sales Director, Zone VP, or Regional GM).
• Proven track record of successfully driving PBM pull-through, pharmacy partnerships, and market access strategies.
• Experience managing P&L, forecasting, and financial planning in a complex commercial environment.
• Ability to work remotely and travel extensively (up to 80% of the time).
• Expertise in field force leadership, effectiveness, sales models, and performance management.
• Expertise in pharmacy channel strategy, PBM engagement, and pharmacy adjudication.
• Expertise in DME channel strategy, engagement, and partnership.
• Deep knowledge of payer reimbursement models, including medical and pharmacy benefit frameworks.
• Strong financial acumen, with experience in P&L management, budget forecasting, and long-range planning.
• Demonstrated leadership in developing and executing market access and broader commercial initiatives in clinical and medical functions.
• Proven ability to manage cross-functional teams and influence senior-level stakeholders.
• Advanced negotiation and presentation skills.
• Skilled at effectively communicating department or area issues and results within and across functional areas.
• Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals.
• Proficiency in Microsoft Office Suite, CRM software, and business analytics tools.
• Strong EQ and demonstrated track record in complex change management situations.

Nice To Haves

• Prior experience in channel (e.g. DME) and marketing preferred.

Responsibilities

• Provides strategic sales leadership to achieve and exceed quarterly, annual revenue and gross margin targets.
• Develops and executes integrated commercial/business plans, sales forecasts and goals to drive growth.
• Leads integrated area franchise team with sales management, and cross-functional representatives from market access, inside sales, marketing, clinical affairs and other departments as needed.
• Reviews and analyzes regional sales reports, identifying trends and implementing strategies to optimize performance.
• Collaborates with senior clinical leadership to strategically allocate pump training resources, ensuring exceptional customer satisfaction while maximizing gross margin impact.
• Leads area-level market access initiatives, including PBM partnerships, pharmacy distribution strategies, and payer engagement to ensure strong reimbursement pull-through.
• Develops and executes PBM pull-through strategies, enhancing coverage and formulary adoption through specialty and retail pharmacy channels.
• Establishes and expands partnerships with DME vendors, ensuring streamlined product access, pipeline management, key initiatives and support.
• Builds relationships with key stakeholders in payer, provider, and pharmacy networks to improve product access and patient affordability.
• Works cross-functionally with Finance, Marketing, and Operations to optimize forecasting, P&L management, and budget planning.
• Coaches, mentors and develops Regional Sales Managers, fostering a high-performance culture within the field sales team.
• Leads cross-functional commercial initiatives as assigned, representing field sales in strategic decision-making processes.
• Collaborates with internal and external partners to expand regional business opportunities and enhance competitive positioning.
• Participates in industry related events and conferences, including KOL meetings.
• Assists the Vice President, Sales in preparing executive-level reports, business reviews, and strategic planning sessions.
• Supports short-term planning for the department including headcount, budgeting, training, and systems requirements.
• Participates in the selection, development, performance appraisal, merit recommendation, and promotion of staff.
• Ensures department staff is properly trained, per designated training plan, before assuming job responsibilities.
• Ensures compliance with company policies, including Privacy/HIPAA, and other legal and regulatory requirements.

Benefits

• Base pay for this position is $230,490 - $281,710 annually, with a target earning potential of $322,490 - $373,710 annually.
• Health care benefits such as medical, dental, vision available your first day.
• Health savings accounts and flexible saving accounts.
• 11 paid holidays per year.
• Unlimited PTO.
• Access to a 401k plan with company match.
• Employee Stock Purchase plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Miscellaneous Manufacturing
• Education Level: Bachelor's degree