Job Description

Gilead's mission is to discover, develop and deliver therapies that will improve the lives of patients with life-threatening illnesses worldwide.  The Regional Director, Sales HCV & PBC Philadelphia/Baltimore is responsible for representing Gilead's products and services to a defined customer base, generating and growing a sales team focused on consistently achieving or exceeding regional sales targets. within a specific geographic area, including but not limited to, in-person representation and face to face meetings with healthcare practitioners within the assigned region. They focus on training Specialists to establish strong working relationships with healthcare practices to provide timely delivery of disease awareness information, clinical updates on education, and healthcare changes.  They possess strong analytical, training, and communications skills and a proven record of sales success via multiple award recognition. The Regional Director should have the ability to synthesize various market data sources to guide their team in conjunction with national direction.  

This unique opportunity supports the Philadelphia/Baltimore Region Including, but not limited to, Washington DC, Baltimore, Philadelphia and New Jersey.

• Exhibits leadership of the region and leadership within the organization by setting a standard of excellence. 
• Demonstrates a commitment to Gilead's ongoing Inclusion & Diversity efforts. 
• Exercises judgment, integrity, and equitable management practices necessary to guide the day-to-day activities of a diverse cross-section of individuals. 
• Develops and maintains solid customer relationships with key executives, decision influencers, and decision-makers at major medical centers, clinics, and other accounts. 
• Tracks and reinforces measures of sales force effectiveness (i.e., adherence to strategy, tactical implementation, program planning, proper use of funds, reach and frequency on targets, etc.) at the regional level to meet corporate sales objectives. 
• Coordinates with leadership across Gilead functions: National Accounts, Marketing, Medical Scientists and other internal teams on appropriate cross-functional projects 
• Analyses, understands and presents scientific/technical details by bringing a thorough understanding of pharmaceutical marketing and sales regulations, guidelines, and policies 
• Proactively shares knowledge of a new product or disease state developments, including new considerations in the pros and cons (overall goals of the plan, cost vs. efficacy, dosing, duration, etc.) of a product protocol 
• Provides counseling and coaching to the sales team, enhancing their selling skills, developing an expert product and disease state knowledge, customer focus, and increasing time management and resource allocation skills. 
• Recruits, hire, and manages a team of specialists within the Gilead Sales organization. Works with team to create learning plans, recommends training and development solutions, and provides mentoring and coaching as appropriate. 
• Serves as communication liaison between home office and region to include proactive identification and resolution of issues, opportunities, and competitive activities to appropriate marketing and/or sales management members. 
• Clearly defines roles, responsibilities, and measurable outcomes for all activities of the specialist team. Regularly measure success, document and provide feedback on performance. 
• Takes a lead role in representing the company at professional events and promotes company products at such events. 
• Utilizes a high level of business acumen in analyzing and coordinating activities from identified industry trends, competitors' resources, and practices. 
• Utilizes exceptional project management skills to lead cross-functional projects with broad organizational impact. 
• Has a proven track record of success in all respects of selling, i.e., technical knowledge, selling techniques, interpreting/analyzing data, and an in-depth understanding of the medical field and pharmaceutical industry. 
• Demonstrates ability to communicate business direction and vision to the region. 
• Demonstrates an ability to understand, analyze, and effectively communicate scientific/technical business information by understanding applicable pharmaceutical marketing and sales regulations, guidelines, and policies. 
• Demonstrates outstanding interpersonal and relationship-building skills and influencing and negotiating skills. 
• Understands and provides guidance on relevant human resource management issues, demonstrates the capability to navigate complex people management issues. 
• Demonstrates an ability to manage large projects and work within cross-functional teams. Adheres to operational excellence practices for administrative work. 
• Has proven experience in managing a successful product launch and/or product turnaround. 
• Is viewed by managers and peers as an expert on industry trends and product and disease state knowledge, including the pros and cons (overall goals of the plan, cost vs. efficacy, dosing, duration, etc.) of a product protocol 
• Responsible for representing Gilead’s products and services to a defined customer base, generating and growing sales and consistently achieving or exceeding sales targets within a specific geographic area, including, but not limited to, in-person representation and face-to-face meetings with healthcare practitioners within the assigned area. 
• Ability to engage in such travel as may be reasonably required, including regular travel within the assigned area (and, to the extent applicable, satisfaction of any requirements associated with such travel). 
• Satisfaction of any onsite visitation requirements of healthcare practitioners within assigned area, if applicable (which may include but not be limited to, by way of example, vaccinations, drug and background screenings, and any other requirements that may be adopted by certain healthcare practitioners). 
• To perform this job successfully, the employee must be able to perform each essential duty satisfactorily.  The requirements listed above are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Basic Qualifications:  

Bachelor's Degree and Twelve Years' Experience 

OR 

Masters' Degree and Ten Years' Experience 

OR  

Ph.D. and Eight Years' Experience 

• Ability to engage in such travel as may be reasonably required, including regular travel within the assigned area (and, to the extent applicable, satisfaction of any requirements associated with such travel). 
• Satisfaction of any onsite visitation requirements of healthcare practitioners within assigned area, if applicable (which may include but not be limited to, by way of example, vaccinations, drug and background screenings, and any other requirements that may be adopted by certain healthcare practitioners)  To perform this job successfully, the employee must be able to perform each essential duty satisfactorily.  The requirements listed above are representative of the knowledge, skill, and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 
• Valid driver's license is required 

Preferred Qualifications:  

• 12 years of relevant commercial experience in marketing, sales, or related commercial function 
• Exceptional leadership skills with an ability to set a vision, to lead change, and to coach/mentor others 
• Strategic thinker with the ability to formulate, develop and execute strategy 
• Demonstrated excellence in project management and effectively managing multiple priorities 
• Excellent interpersonal skills with the ability to lead, interact with, focus, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines 
• Must have an executive presence with the ability to command respect through the exercise of sound business judgment and clear decision-making 
• Excellent communications skills both orally and in writing

People Leader Accountabilities

• Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
• Develop Talent - understand the skills, experience, aspirations, and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the