Job Summary:
The Regional Business Director is responsible for leading regional business strategy and executing an integrated Customer Engagement Ecosystem approach across sales, corporate accounts, and access aligned activities to achieve organizational objectives. This role oversees business performance within the region, drives strategic partnerships, and develops a high performing team to deliver sustained commercial growth and an improved customer experience.
Acting as a strategic leader and player coach, the Regional Business Director translates national priorities into actionable regional plans, provides accurate forecasting, and partners with senior leadership to optimize performance. The role ensures execution excellence across clinical, financial, and operational dimensions, aligned to the Customer Engagement Ecosystem model delivered through Oncology KAMs and cross functional partners.
Responsibilities
Scope of Role:
- Business Ownership: accountable for regional revenue performance, market growth, and execution of strategic objectives
- People Leadership: leads, develops, and retains a high performing team while fostering a culture of accountability and continuous improvement
- Strategic Execution: converts national strategy into regional action plans and aligns resources to maximize results
- Decision Making Authority: exercises independent judgment in strategy execution, resource allocation, and risk management
- Financial Oversight: manages regional budgets, maintains forecast accuracy, and drives operational discipline
- Enterprise Impact: provides field insights that inform national strategy and commercial effectiveness
Regional Business Leadership and Ecosystem Execution
- Lead the development and execution of regional business plans aligned to brand strategy, launch priorities, customer needs, and the Customer Engagement Ecosystem operating model
- Own regional performance outcomes including goal attainment, execution quality, customer satisfaction, and disciplined operating cadence across the region
- Ensure consistent execution of account ecosystem planning across priority accounts, including stakeholder mapping, omnichannel engagement planning, coordinated follow through, and account activation
- Drive excellence across clinical, operational, and reimbursement environments, including buy and bill dynamics, to strengthen account confidence and remove customer friction
Integrated Sales and Corporate Account Leadership
- Execute integrated sales and corporate account plans that expand adoption, deepen strategic partnerships, and improve pull through across complex health systems, corporate accounts, and strategic customers
- Drive growth by prioritizing the right accounts, aligning resources, and ensuring consistent field execution across customer segments and sites of care
- Partner with corporate account leadership and internal stakeholders to optimize access, operational readiness, and customer experience within key systems
People Leadership, Coaching, and Talent Development
- Hire, develop, and lead Oncology KAMs and other assigned customer facing roles to deliver strong, compliant performance
- Establish coaching standards and field excellence expectations, including account planning discipline, call effectiveness, omnichannel execution, and issue to resolution behaviors
- Conduct regular performance evaluations, provide development plans, and apply corrective action when needed, creating a high accountability culture grounded in engagement and continuous improvement
Cross Functional Integration and Customer Outcomes
- Collaborate cross functionally to optimize resources and improve customer outcomes, partnering with Market Access, Reimbursement and Patient Access, Patient Services, Medical Affairs, Marketing, Commercial Operations, Training, Legal, Compliance, Trade, and Data and Technology
- Ensure customers experience one coordinated team by aligning priorities, sequencing actions, and driving closure on operational barriers impacting appropriate patient starts and continuity
- Identify, elevate, and resolve regional risks and opportunities, ensuring timely escalation and enterprise alignment
Forecasting, Financial Management, and Operating Rhythm
- Maintain forecast accuracy and provide clear business insights, risks, and mitigation plans to senior leadership through structured business reviews and regional operating rhythm
- Manage regional budgets and resource allocation, driving operational discipline and strong stewardship of company resources
- Use performance data and insights to drive action-based decisions, territory optimization, and continuous improvement
External Engagement and Thought Leader Development
- Partner with key opinion leaders and stakeholders to strengthen market adoption and expand regional influence in alignment with compliance standards
- Represent the organization at key industry meetings and events and ensure regional readiness for congress execution, speaker programs, and strategic customer meetings
Compliance and Ethical Conduct
- Ensure all activities are executed in compliance with corporate policies and regulatory requirements and reinforce a culture of integrity, documentation quality, and appropriate conduct
Core Leadership Competencies
Strategic Business Leadership, Talent Development, Executive Presence, Commercial and Financial Acumen, Customer Focus, Operational Excellence, Data Driven Decision Making, Change Leadership, Integrity and Compliance.
Success Metrics
- Achievement of regional revenue and growth targets
- Execution quality of regional business plans and Customer Engagement Ecosystem operating model adoption
- Team performance, engagement, and retention
- Expansion of key accounts and strategic partnerships
- Forecast accuracy and delivery of actionable business insights
- Effective cross functional collaboration that reduces customer friction and improves customer satisfaction
- Compliance with regulatory and corporate standards
Qualifications
Qualifications
- Bachelor’s degree in business administration, sales, marketing or related field
- Minimum of 5 to 7+ years of pharmaceutical sales, biotech, or medical device experience
- Minimum 3 to 5+ years of leading and developing teams, account management, or sales management experience with demonstrated results
- Oncology, urology, or specialty marketplace experience strongly preferred
- Experience working with large institutions, complex health systems/selling situations and reimbursement models, including buy and bill
- Demonstrated strategic thinking, financial acumen, and problem-solving capability
- Strong leadership, team building, organizational, communication, stakeholder influence skills and interpersonal skills
Working Conditions and Physical Requirements:
- Extensive travel will be required 50% or more and some overnights
- Ability to sit or stand for an extended period of time
- Finger dexterity sufficient to use a computer and to complete paperwork activities.
- Vision sufficient to use a computer, to read written materials and to complete paperwork activities.
- Hearing sufficient to communicate with individuals by telephone and in person.
