Regional Business Director, Rare Disease - Ohio Valley — Columbus, OH
Alkermes — Columbus, OH
This role covers the Columbus, OH territory.
Stated in the posting
Pay: $182K – $217K (base salary)
Experience: 7+ years
Travel: up to 30-50%
The Regional Business Director (RBD) will be a critical member of the Sales Leadership team, reporting directly to the VP, Sales, and will be responsible for developing and executing the region’s business strategy to deliver the successful promotion of currently approved and potential future sleep medications. Having a customer focused mentality and being able to lead excellence in execution of strategy will be key. Developing strong business focused partnerships with internal colleagues and external customers will be essential for success. This will be accomplished by successfully leading, coaching and developing a diverse, high-performing sales team to exceed sales goals within an assigned geographic area.
Key attributes necessary for success will be the ability to inspire and motivate a high performing, results oriented team, possess a strategic perspective on managing business opportunities and as needed, execute efficient performance management practices.
RBDs must provide clear direction and coaching, work collaboratively in the field with the sales team to assist in identifying needs and opportunities and as needed execute successful sales meetings. In addition, the RBD will establish high work standards and assure that the team works in accordance with all company policies.
Key Responsibilities Include:
Play a key role in identifying, recruiting, coaching and retaining top talent for the Alkermes sales organization
Lead, coach and develop a top performing team of sales professionals
Responsible for owning the development and execution of the region’s business plan, customized to meet the needs of the business and brand strategies to deliver compliant sales growth, objectives and KPIs, while effectively addressing the unique needs and requirements of the customer and territories
Works as an enterprise leader by collaborating extensively across the organization with key internal partners (Medical Affairs, Patient Services, Field Reimbursement, Market Access, Marketing, Commercial Operations, Commercial Learning, Compliance, etc.) as well as external stakeholders to develop optimal access and establish relationships to facilitate positive business interactions and outcomes
Be responsible for leading, motivating, coaching, developing, and retaining a diverse team of individuals who deliver results
Analyze sales data to identify opportunities for business growth or areas of concern and be responsible for the management of sales, strategic business planning and implementation of the brand plan for the assigned region
Foster strategic long-term relationships with influential customers and identify opportunities to provide increased customer engagement
Effectively utilize promotional resources and budget
Continuously monitor field activities and regularly visit and work with team members to ensure goals and objectives are achieved
Deploy training, tools, data, and other resources to support sales team in achieving and maintaining optimal performance levels
Ensure regional sales team operates in full compliance with company policies and processes
Works collaboratively with Market Access, Field Reimbursement, Patient Services, MSLs and other colleagues to develop strategies, build relationships within the assigned region, and ensure corporate objectives and initiatives are achieved
Ensure reinforcement and compliance with Alkermes policies and reinforce Alkermes Sales Force Guiding Principles
Basic Education & Experience Requirements:
BA/BS is required
7+ years successful pharmaceutical/biotech sales experience required
Must live within the geography of responsibility
Driver's license must be in good standing
Must be able to demonstrate or secure appropriate credentialing, as may be required by healthcare providers for physical access to their facilities
Preferred Qualifications:
10+ years of related experience with at least 3 years in a management level position (Regional Manager, Product Management). Additional experience in cross-functional roles (Training, Comm Ops, Reimbursement, Market Access, etc.) is a plus
Demonstrated track record of successfully building sales teams along with coaching and developing sales professionals
Account-based experience and coaching skills: orphan disease, rare disease, specialty pharmacy, buy-and-bill highly desired. Experience in the Neurology market preferred
Proven sales performance as evidenced by % to quota, ranking reports, and recognition awards in specialty pharma markets
In-depth understanding of reimbursement/insurance coverage for physician-administered treatments
Strong understanding of healthcare regulatory and enforcement environments
Demonstrated ability to work cross-functionally
Strong verbal and written communication skills
High ethical standards
Advanced Business Degree a plus
Proven launch experience leading others in highly complicated and competitive environments
Ability to work autonomously to find new business opportunities
Ability to travel up to 30-50%
The annual base salary for this position ranges from $182k to $217k. In addition, this position offers a performance based sales incentive bonus targeted at seventy five thousand dollars annually and eligibility to participate in our long term incentive program. Exact compensation may vary based on skills, training, knowledge, and experience. Alkermes offers a competitive benefits package. Additional details can be found on our careers website: www.alkermes.com/careers#working-here