Sr. Director Sales Lead, Central

Overview

This is an excellent opportunity to join a growing organization! We are seeking a seasoned strategic commercial leader, with strong business acumen, launch experience and executive presence, who is passionate about people development and deeply motivated by the quest of delivering value to patients and their families.

The company is preparing for multiple commercial launches and is continuing to build U.S. and global commercial capabilities. Reporting to the VP, US Sales, the successful candidate will be part of the U.S. sales leadership team responsible for driving performance of a rare disease product and preparing the sales organization for the potential launch and commercialization of this product in its second indication.

The successful candidate will play a key role in the U.S. leading the sales organization to deliver against the territory, area and national goals. They will be responsible for product commercialization through diligent talent selection, leadership and oversight of our field based District Managers with appropriate coordination across internal partners. They will also partner closely with the U.S. Marketing team across all activities and coordinate appropriately with Medical Affairs. They will foster a culture of accountability and lead the sales team to meet or exceed targets.

Responsibilities

• Contribute to the future direction of the U.S. Franchise supporting the strategic direction and development of in field executional plans in partnership with the core functional leads.
• Lead a team of approximately 5-6 Regional Business Directors (RBDs), tasked with building their teams and delivering patient and business value.
• Ensure team meets or exceeds targets following all compliance expectations.
• Develop a zone strategic plan to outline zone and regional objectives including competencies and capabilities.
• Lead the sales organization pre-launch and launch planning to support maximum uptake at approval.
• Provide input to design the incentive compensation plan in partnership with peers and the VP, US Sales and partner with the Field Operations team to establish the call plan, targets, expectations and tracking to effectively measure performance.
• Partner with Sales Training leadership to develop coaching frameworks and capability to successfully engage in the field.
• Collaborate with IDN team, U.S. Marketing, Market Access, Patient Support Services, Business Operations, U.S. Medical Affairs, Legal, Compliance and other internal stakeholders to support the field with appropriate materials and programs; monitor progress and drive course correction where necessary.
• Establish appropriate U.S. targets and objectives, support definition of key performance indicators (KPIs) and proactively monitor and adjust incentives and metrics to drive success.
• Conduct field visits, regional and national team meetings to align teams, monitor execution, identify issues/opportunities and define new actions.
• Be deeply involved in the recruitment and onboarding of the Account Executives (AEs) in conjunction with RBDs to hire and retain talent.

Qualifications

• Seasoned commercial leader with 13 years U.S. leadership experience in sales, marketing, commercial operations, and/or account management in commercial healthcare organizations.
• BA/BS Required
• MBA and/or other advanced scientific degree preferred (i.e., M.D., PhD or PharmD).
• Previous second line management and U.S. Specialty product Launch experience strongly preferred.
• Previous experience in additional functions beyond sales (marketing, market access, patient services) is strongly preferred
• Working knowledge of Buy/Bill and expertise of Part B & D preferred; knowledge of how to compliantly work with a case management and field reimbursement team required.
• Must be familiar with relevant legal and regulatory environment in biotech/pharmaceutical industry.
• Demonstrated leadership working in network operating model environment.
• Proven track record in driving culture of accountability.
• Effective planning, prioritization, management, and organizational skills.
• Ability to clearly communicate complex messages, accurately. To understand specific needs of intended audience and tailor communication accordingly, detail oriented with ability to understand big picture impact.
• Works collaboratively across expertise areas and functions; seeks to advance higher goals; highly regarded across stakeholders both at senior and junior levels; inspires trust at all levels; patient-centric, and passionate for innovation and discovery.
• Must be comfortable spending 50% of time traveling to visit customers, attend conferences and attend meetings in the home office.
• Candidate must have a valid U.S. driver’s license to be considered.
• Demonstrated commitment to ethics and integrity.
• Clear Alignment with the Company's Core Values: Commitment to People, Purposeful Urgency, Passion for Excellence, Open Culture, and Fiercely Innovative.