Position OverviewWe are seeking a high-energy, competitive, results-oriented Sales Leader committed to driving growth and building on our team's continued success. This individual must be highly collaborative and inclusive to be successful in our culture.
Reporting to the VP, Head of Marketing and Sales, this position will be responsible for leading our Hematology sales team, including Associate Directors, Hematology Strategic Accounts and Hematology Therapeutic Specialists. The Sr Area Business Director will lead the commercial sales organizational capabilities that can easily scale as additional products and/or indications are launched into the market. This leader will collaborate closely with Marketing, Medical Affairs, Market Access, Operations, and other functions across the organization to enable each function to execute effectively within its respective role while working together as a coordinated team.
This role will require strong, authentic leadership not only to build and motivate a competitive, compliant, and entrepreneurial sales force but also to lead the team as we evolve into our next stage of commercial growth.
What You'll Do:- Responsible for leading our US West Area Sales Team to achieve our business goals.
- Collaborate seamlessly with all internal stakeholders contributing to our commercial success.
- Collaborate seamlessly with cross-functional teams to develop and execute national sales strategies and tactics for commercialized products.
- Drive performance through Associate Directors, Strategic Accounts and Hematology Therapeutic Specialists through the development of account plans and regional-level business plans designed to meet or exceed brand objectives.
- Partner with sales operations team to drive sales performance and support ADCT's business strategy including sales forecasts, territory mapping and targets, IC design and execution.
- Proactively manage business performance by monitoring account-level sales progress and developing corrective plans to improve sales force effectiveness and efficiency.
- Manage and help develop sales training and onboarding capability to ensure rapid integration and operationalization of new employees and ensure the field sales team has mastered the ZYNLONTA clinical profile and can articulate the value proposition.
- Optimize sales force investment through analysis of team effectiveness, including budgeting and allocation/deployment of resources.
- Create a high-performance work environment which builds accountability at all levels in the organization through empowerment, involvement and collaboration.
- Drive mastery of requisite skills (business, selling skills, therapeutic understanding, territory management, etc.) by partnering with Sales Training to identify key areas for development and creating an appropriate curriculum.
- Ensure the field force has completed appropriate training to ensure compliance with ADCT's training standards and role model compliance for the team.
- Demonstrate strong clinical acumen by staying current on the latest clinical data and commercial trends in DLBCL.
- Understand competitive dynamics within each region to inform regional business planning, execution, and resource needs.
- Analyze market trends and customer insights to inform sales strategies.
- Use available dashboard data to track, measure, and analyze sales performance and inform forecasting.
- Perform other related duties as assigned.
Requirements
Who You Are :- B.A. or B.S. required.
- 10+ years' experience in pharmaceutical/biotech commercial roles.
- 3+ years of direct people leadership experience.
- Account management experience.
- Oncology/Hematology experience is preferred.
- Ability to lead, develop, coach and engage high-performing, diverse teams.
- Ability to clearly articulate direction and expectations, implement change and inspire others to follow.
- Outstanding analytical, communication and presentation skills.
- Experience in a small company or autonomous business unit environment.
- Demonstrated sales leadership success in growing a business.
- Commitment to ethics and integrity.
- Demonstrated success in working in a multidisciplinary setting, strong cooperative team player, ability to be agile, flexible and adapt to a changing and complex environment.
- Agile, entrepreneurial, innovative leadership required to unlock the full potential of the brand.
- Ability to drive performance through others using influence rather than authority.
- Proven people leader who is able to provide a vision, adjust according to the situation and overcome obstacles.
- Significant domestic travel required - up to 70%.
