Zone Director (Gastroenterology) - Mid-Atlantic

Role Summary The Zone Director will report into the National Sales Director and will be responsible for recruiting, hiring, and leading a high performing sales team within a geographically defined Zone to drive IBSRELA (and subsequent pipeline assets) sales. The Zone Director will assist the National Sales Director in developing, along with the marketing and commercial leadership team, the sales plan to ensure that Ardelyx's sales goals are achieved. The Zone Director is responsible for understanding and leveraging the personnel and responsibilities of a cross-functional team to drive strategic imperatives, including those of Sales, Marketing, Market Access, Patient Services, and Commercial Operations. In addition to playing a key sales and company leadership role, the Zone Director will cultivate and maintain a strong direct customer facing presence with key decision makers, influencers, and stakeholders in the gastroenterology and subesquent pipeline assets spaces. Ideal candidates will have strong sales leadership experience and a proven track record in highly specialized therapeutic areas with multiple health care professional decision makers and influencers. This position is critically important as it will help further solidify a strong sales foundation, maintain a high performing, patient-centered culture across the sales team, and continue to position

Responsibilities

Hire, train, develop, lead Area Business Directors (ABDs) to serve the Zone geography, in their respective territories

Organize, control, and coordinate input relating to staffing, training, and developing and retaining key talent for the sales organization

Own the Zone's sales objectives and performance of every ABD sales territory

Coordinate the development of the Zone's strategic business plans outlining the execution of sales personnel around defined strategies and tactics for achievement of sales goals and objectives - provide direction, guidance, and support to ensure optimal execution of sales and marketing plans

Assist the National Sales Director in developing, implementing, and managing sales force incentive and compensation programs as well as customized sales force analyses to effectively manage optimal targeting, planning, resource allocation, and performance evaluations

Assist in translating key financial drivers and business analytics/insights into specific, measurable, and executable action plans for ABDs and inside sales personnel

Oversee, evaluate, and enforce compliance with Ardelyx policies, including code of conduct, operational guidelines, travel and expense policies, and promotional guidelines as it relates to the sales force

Develop, assert, and continuously reinforce a culture of compliance, ensuring that all sales activities and actions by members of the sales team comply with all laws and regulations and company compliance polices and procedures

Manage and monitor sales team operating budgets and assist in developing guidelines for field sales budget adherence

Proactively engage with key customers, decision-influencers, decision-makers, and account groups to directly represent Ardelyx in a leadership capacity, promote Ardelyx products, and achieve company objectives

Provide input on sales team alignments and expansions, including evaluating workload potential, performance potential, and sales results against sales forecasts and KPIs

Ensure all Zone promotional activities are in accordance with Ardelyx’s policies and procedures, including reviewing potential violations of company policies and procedures and direct and approve any appropriate disciplinary action

Qualifications

Bachelor’s degree with 9 - 12 years of pharmaceutical/biotech industry commercial experience in Sales, Market Access, and/or Marketing with 4+ years of pharmaceutical/biotech industry sales management experience or equivalent experience

Extensive knowledge of specialty sales, gastroenterology preferred

Strong people management skills, with a proven track record of building and successfully leading sales teams as well as a track record of success of consistently achieving and/or outperforming sales goals

Proven track record of direct facing customer activity as integral part of sales leadership role, including product launch experience

Thorough understanding of the laws and regulations applicable to the sales and marketing of pharmaceutical products to physicians and healthcare organizations

Proven leader, ability to engage and inspire employees, foster collaboration, influence others and integrate functions, teams, people, processes, and systems to drive sales results

Experience in measuring performance of employees against established goals and objectives and effectively guide individuals through organization path based on interests, capabilities, and organizational needs

Foster the professional growth of others through knowledge sharing, professional counseling, personal attention throughout organizations

Possess the strong interpersonal skills with the ability to communicate ideas and data, both verbally and written, in a persuasive and appropriate manner

Ability to understand, develop, and implement sales strategies

Ability to analyze sales, financial, and market data to identify opportunities and to make sound business decisions

Strong clinical acumen to facilitate rapport and earn respect with key opinion leaders, healthcare stakeholders, and patient advocacy groups

Work Environment

This position reports to the National Sales Director

This position is field-based

This position requires up to 60% travel (meetings, customer visits, sales personnel mentoring, conferences)

This position covers PA, MD & NJ

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