Area Business Director, Northwest

Location: Arizona, Oregon, Washington, Idaho, Colorado, Utah, Nevada, Montana

About the Role

This role will report into the Commercial- Rare Disease Team at ANI and requires a mix of strategic agility, business acumen, leadership, management of projects and an ability to work collaboratively with multiple stakeholders. We are seeking seasoned strategic commercial leaders, with strong business acumen skills, executive presence, and who are passionate about people development and deeply motivated by the quest of delivering value to patients and their families. The ideal candidate will have sales leadership experience in rare disease or (at least) one of the following specialties: neurology, nephrology, or rheumatology. Experience building a team to launch a drug in a competitive space with a track record of market growth is desired.

Reporting to the ANI Rare Disease Executive Director, PCG Sales, the Area Business Director (ABD) will be a key member of the Sales Leadership Team accountable for Cortrophin Gel sales performance through their development and leadership of a high-performance team that consistently delivers results. This role will require appropriate coordination across our patient HUB, Market Access, Training, Business Operations, Legal and Compliance teams. He/she will foster a culture of accountability and lead a sales team to meet or exceeds targets.
Skills required include developing Clinical Account Executives (CAEs) to ensure best in class account management, while demonstrating organizational, analytical, and problem-solving expertise. ABD’s must be flexible, and adaptable with sensitivity to the potential constraints of a commercial start-up. Candidates will be goal oriented and accountable for their individual and area performance, while acting in a professional and compliant manner.

Responsibilities

• Hire, lead and retain a team of Clinical Account Executives (CAEs) rooted in strategy and accountability to ensure team meets or exceeds sales forecasts while following all compliance expectations.
• Work with Executive Director of- Sales and Training to develop regional and territory business plans based on revenue goals, marketing plans, and required competencies and capabilities.
• Review and analyze Area performance metrics to identify trends and opportunities to improve performance.
• Partner with Sales Strategy and Training lead to develop training materials, workshops and coaching framework to successfully engage with accounts.
• Partner with Marketing and Field Development lead to develop Key Opinion Leaders within Area.
• Partner with the Field Operations team responsible for establishing the call plan, targets, incentives, collect data and measure performance.
• Collaborate with US Marketing, Channel and Reimbursement, Patient Support Services, Business Operations, 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.
• Conduct field visits, regional team meetings to align teams, ensure CAEs understand product and unique market landscape to meet or exceed targets as well as monitor execution, identify issues/opportunities and define new actions.
• Work with US Marketing team to develop appropriate programs to support customers.
• Bring key competitive intelligence and work closely with the Marketing team to develop relevant insights and market solutions; help define sales excellence metrics and monthly dashboards.
• Collaborate with Legal, Regulatory, Compliance and other internal stakeholders to ensure tactics and operations are executed with the highest standards of integrity and compliance.
• Performs other duties as assigned or requested.

Requirements:

• Bachelor’s degree required; Advanced degree in business or science preferred
• 10+ years of demonstrated success in rare disease or specialty pharmaceutical sales
• Experience in Rheumatology, Nephrology, or Neurology strongly preferred
• Product launch experience is a plus, including a working knowledge of government and commercial payers
• Understanding and experience working with in-house patient support services required
• Familiarity with relevant legal and regulatory pharmaceutical industry requirements
• Experience leading and executing Area-level business planning activities
• Understanding of patient services and specialty channel distribution preferred
• Must be able to work evenings and weekends, as needed, for physician or patient events (both in person and virtual)
• Must reside within the geography and have the ability to manage a multi-state territory with diverse customer base
• Driver's license required; Overnight travel is required and will range from 50%- 85% depending on the geography and business needs of the individual territory