Area Business Director (ABD)-Area Business Director, Acute Care, Mid-Atlantic
Scorpion Therapeutics, Princeton, New Jersey, us, 08543
Role Summary
This role will report into the Commercial Acute Care team and requires a mix of strategic agility, business acumen, leadership, management of projects and an ability to work collaboratively with multiple stakeholders. We are seeking seasoned strategic commercial leaders with strong business acumen, executive presence, and who are passionate about people development and delivering value to patients and their families. The ideal candidate will have sales leadership experience in one or more of the following areas: Primary Care, Family Practice, General Practice, Internal Medicine, Podiatry, and Orthopedic. Experience building a team to launch a drug in a competitive space with a track record of market growth is desired. Reporting to the VP Sales Acute Care, the Area Business Director will be a key member of the Sales Leadership Team accountable for Purified Cortrophin Gel sales performance through their development and leadership of a high-performance team that consistently delivers results, with coordination across patient HUB, Market Access, Training, Business Operations, Legal and Compliance teams. They will foster a culture of accountability and lead a sales team to meet or exceed targets. Skills required include developing Account Specialists to ensure best in class account management, while demonstrating organizational, analytical, and problem-solving expertise. ABDs must be flexible and adaptable with sensitivity to the potential constraints of a commercial start-up, and be goal-oriented and accountable for their individual and area performance, while acting in a professional and compliant manner. Responsibilities
Hire, lead and retain a team of Account Specialists rooted in strategy and accountability to ensure the team meets or exceeds sales forecasts while following all compliance expectations. Work with VP of Sales to develop regional and territory business plans based on revenue goals, marketing plans, and required competencies and capabilities. Review and analyze Area performance metrics to identify trends and opportunities to improve performance. Partner with the Field Operations team responsible for establishing the call plan, targets, incentives, collecting data, and measuring performance. Collaborate with US Marketing, Channel and Reimbursement, Patient Support Services, Business Operations, Medical Affairs, Legal, Compliance and other internal stakeholders to support the field with appropriate materials and programs; monitor progress and drive course correction where necessary. Conduct field visits, regional team meetings to align teams, ensure direct reports understand product and unique market landscape to meet or exceed targets as well as monitor execution, identify issues/opportunities and define new actions. Bring key competitive intelligence and work closely with the Marketing team to develop relevant insights and market solutions; help define sales excellence metrics and monthly dashboards. Lead and support in National and regional conferences/exhibits. Collaborate with Legal, Regulatory, Compliance and other internal stakeholders to ensure tactics and operations are executed with the highest standards of integrity and compliance. Performs other duties as assigned or requested. Qualifications
Bachelor’s degree required; Advanced degree in business or science preferred 10+ years of demonstrated success in primary or specialty pharmaceutical sales, with a minimum of 3 years in a people leadership role required Experience in Podiatry and Specialty Care strongly preferred Understanding and experience working with in-house patient support services required Understanding and experience working with drugs requiring prior authorization or specialty pharmacy required Understanding of patient services and specialty channel distribution preferred Familiarity with relevant legal and regulatory pharmaceutical industry requirements Experience leading and executing Area-level business planning activities Must be able to work evenings and weekends, as needed, for physician or patient events (both in person and virtual) Must reside within the geography and have the ability to manage a multi-state territory with diverse customer base Driver's license required; Overnight travel is required and will range from 50% to 85% depending on geography and business needs Skills
Account management leadership Strategic planning and execution Analytical and data-driven decision making Collaboration with cross-functional teams Education
Bachelor’s degree required; Advanced degree preferred Additional Requirements
Must be able to work evenings and weekends, as needed, for physician or patient events (in person and virtual) Overnight travel required
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This role will report into the Commercial Acute Care team and requires a mix of strategic agility, business acumen, leadership, management of projects and an ability to work collaboratively with multiple stakeholders. We are seeking seasoned strategic commercial leaders with strong business acumen, executive presence, and who are passionate about people development and delivering value to patients and their families. The ideal candidate will have sales leadership experience in one or more of the following areas: Primary Care, Family Practice, General Practice, Internal Medicine, Podiatry, and Orthopedic. Experience building a team to launch a drug in a competitive space with a track record of market growth is desired. Reporting to the VP Sales Acute Care, the Area Business Director will be a key member of the Sales Leadership Team accountable for Purified Cortrophin Gel sales performance through their development and leadership of a high-performance team that consistently delivers results, with coordination across patient HUB, Market Access, Training, Business Operations, Legal and Compliance teams. They will foster a culture of accountability and lead a sales team to meet or exceed targets. Skills required include developing Account Specialists to ensure best in class account management, while demonstrating organizational, analytical, and problem-solving expertise. ABDs must be flexible and adaptable with sensitivity to the potential constraints of a commercial start-up, and be goal-oriented and accountable for their individual and area performance, while acting in a professional and compliant manner. Responsibilities
Hire, lead and retain a team of Account Specialists rooted in strategy and accountability to ensure the team meets or exceeds sales forecasts while following all compliance expectations. Work with VP of Sales to develop regional and territory business plans based on revenue goals, marketing plans, and required competencies and capabilities. Review and analyze Area performance metrics to identify trends and opportunities to improve performance. Partner with the Field Operations team responsible for establishing the call plan, targets, incentives, collecting data, and measuring performance. Collaborate with US Marketing, Channel and Reimbursement, Patient Support Services, Business Operations, Medical Affairs, Legal, Compliance and other internal stakeholders to support the field with appropriate materials and programs; monitor progress and drive course correction where necessary. Conduct field visits, regional team meetings to align teams, ensure direct reports understand product and unique market landscape to meet or exceed targets as well as monitor execution, identify issues/opportunities and define new actions. Bring key competitive intelligence and work closely with the Marketing team to develop relevant insights and market solutions; help define sales excellence metrics and monthly dashboards. Lead and support in National and regional conferences/exhibits. Collaborate with Legal, Regulatory, Compliance and other internal stakeholders to ensure tactics and operations are executed with the highest standards of integrity and compliance. Performs other duties as assigned or requested. Qualifications
Bachelor’s degree required; Advanced degree in business or science preferred 10+ years of demonstrated success in primary or specialty pharmaceutical sales, with a minimum of 3 years in a people leadership role required Experience in Podiatry and Specialty Care strongly preferred Understanding and experience working with in-house patient support services required Understanding and experience working with drugs requiring prior authorization or specialty pharmacy required Understanding of patient services and specialty channel distribution preferred Familiarity with relevant legal and regulatory pharmaceutical industry requirements Experience leading and executing Area-level business planning activities Must be able to work evenings and weekends, as needed, for physician or patient events (both in person and virtual) Must reside within the geography and have the ability to manage a multi-state territory with diverse customer base Driver's license required; Overnight travel is required and will range from 50% to 85% depending on geography and business needs Skills
Account management leadership Strategic planning and execution Analytical and data-driven decision making Collaboration with cross-functional teams Education
Bachelor’s degree required; Advanced degree preferred Additional Requirements
Must be able to work evenings and weekends, as needed, for physician or patient events (in person and virtual) Overnight travel required
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