Gilead Sciences is a biopharmaceutical company that discovers, develops and commercializes innovative therapeutics in areas of unmet medical need. The company's mission is to advance the care of patients suffering from life-threatening diseases worldwide. Headquartered in Foster City, California, Gilead has operations in North America, Europe and Australia.
The Regional Director, Sales, HIV manages and provides leadership for regional sales personnel to achieve and/or exceed sales and earnings for Gilead and is also responsible for developing core competencies of the sales team. Responsible for providing both strategic and tactical direction for the region while maintaining a positive and motivational work environment. The Region is Great Lakes and consists of Pittsburgh, Detroit, Cleveland, Columbus, most of West Virginia and Toledo.
Travel is 40%.
- Exhibits leadership of the region and leadership within the organization by setting a standard of excellence.
- 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 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 in order to meet corporate sales objectives.
- Provides counseling and coaching to sales team, responsible for enhancing their selling skills, developing expert product and disease state knowledge, customer focus and increasing skills in time management and resource allocation.
- Recruits, hires 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 the proactive identification and resolution of issues, opportunities and competitive activities to appropriate members of marketing and/or sales management.
- Clearly defines roles, responsibilities and measurable outcomes for all activities of specialist team. Regularly measure success, document and provide feedback on performance.
- Takes a lead role in representing company at professional events and promotes company products at such events.
- Utilizes high level of business acumen in analyzing and coordinating activities from identified industry trends, competitor's resources and practices.
- Utilizes exceptional project management skills to lead cross-functional projects with broad organizational impact.
- Ensures strict compliance, both in own behavior and behavior of sales team, with Gilead commercial compliance policy, and all applicable federal and state laws and guidance relating to product promotion and information dissemination including, but not limited to, the Federal Food, Drug, and Cosmetic Act, the Food and Drug Administration's implementing regulations, the Federal Anti-Kickback Statute, the False Claims Act, PhRMA, Corporate Code of Business Conduct and the Office of the Inspector General's Compliance Program Guidance for Pharmaceutical Manufacturers.
- 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 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, through understanding of 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 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 plan, cost vs. efficacy, dosing, duration, etc.) of a product protocols.
- Typical candidates will possess a BA or BS degree, preferably in life sciences or business administration.
- 14+ years of proven commercial experience within the pharmaceutical or healthcare industry (preferably in specialty pharmaceuticals) - including 2 years of pharmaceutical sales management experience.
- Achievement of any mandatory country-specific pharmaceutical sales certifications is essential.