Regional Business Manager

Industry: Biotech/Pharma


8 - 10 years

Posted 394 days ago

  • What is a Regional Business Manager (RBM) role?
  • It is a field-based, remote sales management professional with primary responsibilities to expand Avanir’s business opportunities and deliver revenue in an assigned region and contribute to the achievement of the Company’s revenue goals.  In addition, the role is responsible for the recruiting, coaching, and development of a team of (8-12) Neuroscience Area Managers as well as developing and fully executing on the business plan and objectives for the assigned region including implementing and executing on marketing plan strategies within the region, maximizing budgets and resources, and managing metrics (e.g. call frequency and reach, sales to target).
  • As an RBM, your responsibilities will be to:
  • Effectively manage Neuroscience Area Managers within in assigned region with accountability for recruiting, training, and skill development toward the expansion of business opportunities and achievement of sales and market share goals. 
  • Daily activities include, but not limited to, managing budgets and leveraging resources within assigned region to optimize revenue and achieve overall business plan objectives, analyze sales and operations data and metrics to improve effectiveness, manage T&E and program budgets, coach and motivate Neuroscience Area Managers to realize maximum potential.
  • Work in partnership with the Avanir Marketing Team to establish field sales implementation strategies and tactics that ensure proper product positioning.
  • Develop and maintain strong working relationships with all members of the Avanir team including members of Managed Markets, Training, Sales Operations, Medical Affairs, and corporate staff.
  • Maintain knowledge and understanding of payer mix, reimbursement environment, and distribution in assigned region.
  • Proactively updates scientific knowledge of the Neurology/Psychiatric market.
  • Ensure Neuroscience Area Managers clearly understand performance expectations by providing consistent and accurate performance feedback as part of an overall performance management process through timely assessment of performance (quarterly/annual) using quantifiable outcomes.
  • Fully invest in the professional development of all Neuroscience Area Managers within assigned region by partnering with Human Resources to ensure the continued development of promotable candidates and succession planning.
  • Contribute as a resource to the Vice President of Sales and Managed Markets on ad hoc assignments as needed or assigned to.
  • Establish work standards that are aligned with Avanir's corporate culture, vision, and values. Adhere to company standards for personal honesty, integrity, trust, respect and accountability. Perform all responsibilities in accordance with Avanir policies and procedures and applicable state and federal rules and regulations.
  • Strict adherence to all compliance and promotional guidelines.
  • To be a strong fit for the role, you will have:
  • 7+ years of pharmaceutical/biopharmaceutical salesexperience with at least 3years in sales management
  • Sales Management experience with no alliance, partnership, and/or overlap (district/region)
  • Proven and documented track record of sales success and leading sales team in an environment requiring high accountability and maintaining a high level of performance
  • Experience with a CNS/Psychiatry related product(s) and specialty customers is strongly preferred
  • Previous product launch and/or first-in-class experience is preferred
  • Previous experience in corporate-office or other field-based roles (e.g. Managed Care/Key Accounts, Training, Sales Operations, Marketing) a plus.
  • Proven leadership and management skills.  Excellent business acumen.  Ability to learn complex technical / scientific information and effectively communicates to internal team and external audience of health care professionals.  Takes ownership and demonstrates an entrepreneurial approach in managing an assigned region and field sales team.  Demonstrates autonomy in decision making. Proactively identifies obstacles and responds by developing and implementing action plans to achieve challenging goals.  Provides timely guidance and feedback to help others strengthen specific knowledge/skill areas needed to accomplish a task or solve a problem.
  • Uses appropriate methods and a flexible interpersonal style to help build a cohesive team; facilitates the completion of team goals.  Sets high standards of performance for self and others; assumes responsibility and accountability for successfully completing assignments or tasks.  Makes customers and their needs a primary focus of one’s actions; develops and sustains productive customer relationships.