The Regional Business Director (RBD) will be responsible for building and leading a team of Neurology Account Specialists, launching approved products, creating and executing strategies, developing people, managing performance and driving results for Shionogi’s approved products.  This experienced sales leader will draw upon strong business acumen, in-depth knowledge of the specialty pharmaceutical market and significant launch experience. The incumbent will rely on a highly collaborative, customer-focused approach to achieve goals and objectives.

The RBD will effectively analyze sales data to identify opportunities for business growth or areas of concern and be responsible for the management of sales, pre-launch activities, strategic business planning and implementation of approved products for the assigned region. The RBD will build and direct a team of Neurology Account Specialists in the acquisition, expansion and retention of targeted business within the assigned geographic area.

• Utilizes knowledge and expertise of institutions, market access, and key customers to optimize national strategy and drive business results at the regional level.
• Participates in the formulation of National/Regional sales strategies, interprets strategies and executes the strategies within the geographic area.
• Establishes and manages regional expense budgets; ensures appropriate resource utilization and planning.
• Drives the selection and hiring of Neurology Account Specialists. Provides ongoing coaching, performance feedback and inspiration to build a high performing and engaged culture within the team.
• Ensures regional sales team operates in full compliance of company policies and corporate governance.
• Inspires ownership, accountability, initiative, and engagement within the entire team by regularly communicating the vision, business objectives, performance outcomes, and future action steps.
• Identifies and seizes opportunities to build organizational efficiency and process improvements to positively impact business results.
• Partners with CADs, DPAs, MPAs, HUB and other company personnel to develop strategies, build relationships within the assigned geography, and ensure corporate objectives and initiatives are achieved.
• Develops, nurtures and maintains professional relationships with targeted KOLs including physicians, medical staff, and key center personnel.
• Anticipates potential business challenges and takes a proactive self-directed approach to address such challenges.
• Flexible and nimble in approach; adjusts priorities to ensure SI business needs are met.
• Maintains exceptional level of proficiency in selling skills, clinical, market and product knowledge and the business environment of the region.
• Acts as a company ambassador; presents a professional image and represents the company, products and people with integrity and respect.
• Completes tasks and projects assigned by Sr. Director, National Sales.
• Ensure that all activities are in compliance with applicable regulations and pharmaceutical guidelines.

RELATIONSHIPS

Reporting: Reports directly to the Sr. Director, National Sales.

Managerial: Hires, motivates, develops and directs a team of field-based Neurology Account Specialists in assigned region.

Other: Works collaboratively with field-based and internal colleagues up to senior levels, particularly in Sales, Sales Operations, Medical, Compliance and Human Resources.  Interacts regularly with external contacts including Key Opinion Leaders (KOLs), other physicians and healthcare providers, administrators and HUB personnel, etc.

QUALIFICATIONS

Education: BA/BS degree required; advanced degree preferred. 

Professional Experience:

• Minimum of 7 years of pharmaceutical sales experience, with a minimum of 5 years in sales management
• Preferred Experience: Neurology, Rare Disease, CNS, Orphan Drugs, new product launches, and hiring, selection and development of sales teams.

Knowledge and Skills:             

• In-depth understanding of the pharmaceutical industry and regulations/guidelines pertaining to pharmaceutical sales.
• Buy and Bill, hospital and institutional knowledge is highly preferred.
• Business acumen, strong bottom-line orientation, entrepreneurial spirit and resourcefulness.
• Leadership and motivational skills along with demonstrated ability to observe, assess and develop sales staff (e.g., selling, technical knowledge, etc.)
• Superior oral/written communication and presentation skills.
• Proficiency in MS Office (Outlook, Word, Excel and PowerPoint)
• Must be able to travel up to 50+%, including frequent overnight stays.

Additional Information

The base salary range for this full-time position is $170,000 - $235,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.