Region Business Director- Great Lakes (Cleveland, Detroit, Indianapolis )
The Region Business Director (RBD) is a first line manager that reports to the Head of Sales for their respective region and is responsible for meeting and exceeding product sales goals and the development and performance of all sales activities in an assigned market. The RBD is responsible for providing oversight and vision to the Specialty Business Managers (SBMs) who report directly to them and follow guidance and direction passed down from the Head of Sales and Chief Commercial Officer.
Recruit, motivate, coach and develop a team of Specialty Business Managers at Tricida. Works with team to create learning plans, recommends training and development solutions and provides mentoring and coaching as appropriate.
Develop and execute a business plan that integrates cross-functional organizational capabilities that align with national and area strategy.
Clearly defines roles, responsibilities and measurable outcomes for all activities of the SBM’s. Regularly measure success, document and provide feedback on performance.
Utilizes high level of business acumen in analyzing and coordinating activities from identified industry trends, competitor’s resources and practices to support business planning.
Ensures strict compliance, both in own behavior and behavior of sales team, with Tricida commercial compliance policy, and all applicable federal and state laws and guidance relating to product promotion and information dissemination including, but not limited to, the Federal Food, Drug, and Cosmetic Act, the Food and Drug Administration’s implementing regulations, the Federal Anti-Kickback Statute, the False Claims Act, PhRMA, Corporate Code of Business Conduct and the Office of the Inspector General’s Compliance Program Guidance for Pharmaceutical Manufacturers.
Exercises judgment, integrity and equitable management practices necessary to guide the day-to-day activities of a diverse cross-section of individuals.
Develops and maintains solid customer relationships with key executives, decision-influencers and decision-makers at major centers, clinics and other accounts.
Tracks and reinforces measures of sales force effectiveness (i.e., adherence to strategy, tactical implementation, program planning proper use of funds, reach and frequency on targets, etc.) at the district level in order to meet corporate sales objectives.
Provides counseling and coaching to the team, responsible for enhancing their selling skills, developing expert product and disease state knowledge, customer focus and increasing skills in time management and resource allocation.
EXPERIENCE & SKILLS:
A minimum of Bachelor’s Degree, Advanced Degree Preferred
10+ years of selling experience within the pharmaceutical or healthcare industry (preferably in specialty pharmaceuticals) - including 4+ years of pharmaceutical sales management experience.
Has proven leadership experience in managing a successful product launch. Nephrology experience preferred. Building a new product sales team highly preferred.
Experience and strong understanding of market access payer landscape required and understanding of specialty pharmacy preferred.
Has a proven track record of success in all respects of selling, i.e. technical knowledge, selling techniques, interpreting/analyzing data, and an in-depth understanding of medical field and pharmaceutical industry.
Demonstrates ability to communicate business direction and vision to the district.
Demonstrates an ability to understand, analyze and effectively communicate scientific/technical business information, through understanding of applicable pharmaceutical marketing and sales regulations, guidelines, and policies.
Demonstrates outstanding interpersonal and relationship building skills, and influencing and negotiating skills.
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