The Territory Business Manager (TBM) is accountable for delivering sustained business performance across a three-product hematology/oncology portfolio, with metastatic breast cancer (mBC) as the primary therapeutic focus and additional responsibility for relapsed/refractory acute myeloid leukemia (r/r AML) and chronic immune thrombocytopenia (cITP). The TBM develops and executes an integrated territory strategy that advances appropriate patient identification and treatment, expands customer access, and drives results across community oncology and hematology practices in a compliant, patient-focused manner.
Success requires deep breast cancer experience, a demonstrated record of performance, and the ability to operate as the owner of a complex business. The TBM serves as the field integrator for key accounts, coordinating Rigel commercial resources and partnering effectively with Medical Affairs while maintaining clear role boundaries and compliance standards. The individual must translate market, account, customer, patient-flow, access, and competitive insights into focused priorities and disciplined execution. The San Diego territory encompasses San Diego, Palm Springs, inland Empire, and High Desert.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Drive portfolio performance. Meet or exceed sales objectives across mBC, r/r AML, and cITP, with the majority of strategic focus, customer engagement, and execution directed to the mBC opportunity.
Own the territory business. Develop, maintain, and execute a comprehensive territory and account plan using performance data, patient-flow insights, market dynamics, competitive intelligence, access considerations, and customer needs.
Prioritize for impact. Segment and prioritize accounts and customers based on opportunity, influence, readiness, access, and potential patient impact; establish clear objectives, actions, milestones, and measures of success.
Deliver effective customer engagement. Conduct high-quality, compliant sales interactions with oncologists, hematologists, advanced practice providers, pharmacists, nurses, practice administrators, and other members of the care team.
Lead with breast cancer expertise. Demonstrate strong knowledge of the mBC treatment landscape, relevant patient populations, treatment sequencing, biomarker testing, customer decision drivers, and evolving standards of care.
Maintain portfolio expertise. Build and sustain disease-state, product, competitive, and marketplace knowledge in r/r AML and cITP while effectively balancing priorities across multiple promoted products.activities throughout the assigned territory.
Navigate the access environment. Identify and address account-level access and reimbursement barriers by understanding formulary and pathway dynamics, payer policies, specialty pharmacy processes, patient-support resources, and operational workflows.
Apply GPO insight. Use knowledge of group purchasing organizations, oncology networks, aggregators, contracting relationships, and practice economics to inform account strategy and enable appropriate access in a changing healthcare landscape.
Coordinate cross-functional execution. Serve as the territory lead for aligned account planning with Sales Leadership, Marketing, Market Access, Patient Services, Business Operations, Training, and other commercial partners.
Partner effectively with Medical Affairs. Collaborate with Medical colleagues in accordance with policies and role clarity; share appropriate field insights, coordinate customer needs, and support an integrated account experience without compromising scientific independence.
Build trusted customer partnerships. Develop durable relationships by listening first, understanding clinical and operational needs, and delivering relevant value to the full patient-care team.
Create access and resolve barriers. Mobilize appropriate internal resources to address customer needs, accelerate account readiness, and support effective product access and patient-service navigation.
Generate actionable insights. Capture and communicate customer, competitor, access, and market insights in a timely manner to strengthen field execution and inform broader organizational decisions.
Execute with discipline. Maintain accurate and timely CRM activity, territory records, forecasts, expense reports, required training, and other administrative responsibilities.
Steward resources responsibly. Manage the territory budget, programs, and company resources efficiently and in alignment with business priorities.
Operate with integrity. Perform all responsibilities in accordance with applicable laws, regulations, company policies, compliance requirements, and Rigel standards.
KNOWLEDGE AND SKILL REQUIREMENTS:
Bachelor's degree required; advanced degree is a plus.
Minimum of five years of successful pharmaceutical, biotechnology, or specialty sales experience, including meaningful hematology/oncology experience.
Direct breast cancer sales experience is required, with demonstrated knowledge of the mBC treatment landscape and breast oncology customer community.
Demonstrated record of sustained performance success, including consistent achievement or overachievement of sales objectives in complex markets.
Proven ability to operate as a territory owner and convert strategic business plans into focused, measurable execution.
Strong cross-functional collaboration skills, with successful experience partnering across commercial functions and with Medical Affairs.
Experience with GPOs, oncology networks, or practice aggregators and an understanding of their influence on contracting, purchasing, pathways, and customer access.
Experience successfully promoting multiple products and balancing competing priorities across distinct therapeutic areas or customer segments.
Demonstrated ability to create access and navigate reimbursement, specialty pharmacy, formulary, and patient-support challenges in an evolving healthcare environment.
Strong account management, communication, presentation, negotiation, analytical, and problem-solving skills.
Valid driver's license and ability to satisfy applicable company driving requirements.
PREFERRED QUALIFICATIONS
Established relationships with breast oncology customers and multidisciplinary care teams.
Experience across both community oncology and complex organized customers, including large practices, networks, and health-system-affiliated accounts.
Experience launching a product or indication in a competitive oncology market.
Experience with oral oncology or hematology products and associated access and reimbursement pathways.
COMPENSATION AND BENEFITS:
The anticipated salary range for this position is $174,000 to $215,000. The actual salary offered will depend on several factors, including experience, qualifications, geographic location, internal equity, and business needs.
This position is not eligible to participate in Rigel's annual bonus program and is eligible for equity incentive awards, subject to the terms of the applicable plans. This position is commission-based.
Rigel offers eligible employees a comprehensive benefits package, including medical, dental, and vision coverage; life and disability insurance; flexible spending accounts; a 401(k) plan; paid time off; paid company holidays; and other benefits.
WORKING CONDITIONS:
PHYSICAL DEMANDS: While performing the duties of this job, the employee is required to stand, walk; sit; talk and hear. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.
WORK ENVIRONMENT: The noise level in the work environment is usually moderate. Some travel may be required.
Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.