DescriptionThe Interstitial Lung Disease (ILD) Zone Sales Director is responsible for designing, staffing, training and leading the BIPI ILD Sales Force, which comprises a Regional Organization targeting HCP, a Nurse Educator Group, Business Analyst and liaison with National/Trade Account Management and Reimbursement team. The incumbent will direct the implementation of the BIPI ILD sales/marketing plan to assure achievement of US gross and net sales goals and maximum market penetration by BIPI ILD products within BIPI guidelines, policies and directives.
Duties & Responsibilities- Recruits, leads and coaches a staff of 7-10 high performing territory associate directors (US ILD Sales Team), to ensure that regional sales performance meets or exceeds annual company sales and market share objectives. Collaborates closely with Managed Markets, Director of PARD, Director and Associate Director of Clinical Educators, Trade Operations, and other stakeholders to coordinate regional area resources to maximize sales. Manages region to a highest level of productivity. Manages budget appropriately and within given guidance. Additionally, design sales territorial map to optimize impact with targeted ILD customers.
- Utilize appropriate data sources to develop the ILD Sales Force tactical plans and to manage the ILD Sales Force at a high level of productivity. Lead the BIPI ILD Sales Force performance to meet or exceed annual sales and market share objectives.
- Exercise fiscal control on allocated operating budgets. Manage ILD Sales Force entertainment and speaker/grant budgets to meet Company standard.
- Select Regional Sales Management and other key positions to ensure a performance-based team culture with clear accountability and a sense of urgency for achieving results. Develop and monitor actionable development plans for team members. Focuses on developing and encouraging diversity within Sales to achieve greater representation and a more inclusive workplace.
- Lead the design of the ILD Sales Force incentive compensation plan. Effectively administer the ILD Sales Force salary and reward programs to optimize business priorities.
- Plan and execute National ILD Sales meetings that effectively implement objectives and strategies as determined by the Company.
- Maintain effective working relationship with major intra-company partners; i.e., Marketing, Managed Care, HR, Medical, etc. Cultivates teamwork by facilitating cross-region/district communications and projects.
- Establishes and reviews contact activity, insuring that all sales reps are effectively managed. Reviews and provides guidance to Sales Managers regarding coaching and development of their respective sales reps. Provide feedback and input into the development of ILD strategic and brand plans.
Requirements- Bachelor's degree from an accredited institution required.
- MBA degree preferred.
- A minimum of ten (10) years of successful pharmaceutical experience, including leading a sales organization in Specialty or leading a commercial function for a complex, large business unit or brand.
- Experience in building, recruiting and developing a sales force and all its implications (Salaries, in addition IC, Regional and territory design, targeting methodology, etc.) are highly valued.
- Broad functional experiences in the US ILD market (particularly Sales and/or Marketing, Account Management and/or Managed Markets, Distribution/Specialty Pharmacy).
- Demonstrated experience interpreting clinical and pharmacoeconomic data.
- Experience with injectable and oral targeted therapies strongly preferred; ILD / Pulmonary market experience helpful but not required.
- In depth understanding and proven experience in driving commercial success in the ILD/Pulmonary market is a plus.
- Track record of building high performing teams and working in a cross functional matrix environment.
- Excellent communications, objective setting, and influencing skills.
- Proficiency in Excel, Word, Outlook, and data base application.
- Success operating within a matrix environment where direct reports and their constituents are interdependent on others' engagement with customer universe.
- Strategic capability to develop and oversee the implementation of diverse regional business plans necessary to achieve success across the complex and rapidly evolving ILD market.
- In depth working knowledge of the dominant provider accounts and associated public and private payers across the geographic area of responsibility.
- Analytical skills, Communication skills, Business acumen, Learning and Adaptability, Leadership Skills (both leading their team and playing a key leadership role in ILD Sales team), Influencing skills (working across internal stakeholders in Ridgefield, as well as external stakeholders in the ILD provider community).
- Displays AAI behaviors: Agility, Accountability, and Intrapreneurship.
- Ability to travel - including overnight travel (inclusive of some weekend programs), approximately 50%, depending on geography.
- Valid Driver's License and acceptable driving record.
Compensation Data:The base salary range for Zone Director, ILD Sales position is $230,400 to $345,600.
The position may be eligible for a role specific discretionary bonus, relocation, and/or other compensation elements. We continuously review market data and may adjust salary ranges as needed in the future. Actual compensation will be based on job-related factors such as skills, experience, and qualifications, and other factors permitted by law. For an overview of our benefits please click here .
