Regional Business Director - Hematology (Los Angeles, CA, San Francisco, CA or Seattle, WA)

This position is with Recordati Rare Diseases, Inc. (RRD), North America, an affiliate of Recordati.

Recordati Rare Diseases, Inc. (RRD) develops high-impact therapies for rare diseases, focusing on providing treatments to underserved communities in the U.S. Our mission is to mitigate the impact of rare diseases through increased awareness, better diagnoses, and improved treatment access in endocrinology, metabolic, hematology and oncology franchises. RRD is dedicated to fostering a dynamic work environment that promotes professional growth and a significant impact on patients' lives.

Reporting Structure

Reports To:    Area Business Director
Direct Reports:    Rare Disease Account Managers
Areas Managed:    Sales

Overview

Regional Business Directors will have passion for developing people, leading high-performing sales teams, and transforming our sales organization into a best-in-class, thought-leader focused sales leadership team by educating academic medical centers and centers of excellence-based providers about cold agglutinin disease (CAD), a rare B-cell lymphoproliferative disorder. The RBD will own the promotional relationships with key thought leaders and prescribers at key accounts while managing a team of Rare Disease Account Managers (RDAM). The RBD will ensure that the brand strategies and tactics are deployed within their respective region and will act as the leader and coach to their RDAM team.

The RBD will also be the regional partner to a Medical Science Liaison (MSL) who provides scientific interaction and education to thought leaders in Hematology/Oncology and related disciplines.

The RBD role requires a unique set of skills that demands both clinical knowledge, on-label scientific expertise, customer interface team management and leadership skills to provide education and support to providers and patients in the region.
Each RBD will report to the Area Business Director at Recordati and will work closely with her/him to create and maintain the future culture of Recordati as a best-in-class rare disease sales team.

This position will play an important role in the development of key initiatives that will improve the commercial excellence of the US commercial team. The RBD will be tasked with taking on additional projects, on a national level and outside of their regional responsibilities to elevate the US performance.

The RBD will have led teams or have demonstrated leadership potential in sales management at a biopharma organization. This role will interface with highly clinical healthcare providers in orphan drug and/or Hematology/Oncology specialties and manage a team of RDAMs. Experience with products managed under a specialty pharmacy model and supported by a patient services hub is essential.
Understanding metabolic diseases or experience in Hematology/Oncology is an advantage. Experience in competitive markets and competitive selling is an advantage.

Key Responsibilities

•    Lead a team of Rare Disease Account Managers focused on executing regional and national strategies to meet or exceed revenue, new patient starts goals, and qualitative objectives
•    Establish a strong team-based sales culture of motivation, accountability, communication, a passion for patients with un-met needs, and a profound respect for their healthcare team
•    Act as a role model in building a strong culture of trust, transparency and commitment to compliance
•    Develop best-in-class Rare Disease Account Managers to educate healthcare providers, ancillary clinical staff and office staff about cold agglutinin disease (CAD
•    Coach and develop both high and lower performers in a competitive environment
•    Develop and execute regional team business plans aligned with brand strategies
•    Manage business goals and guide Rare Disease Account Managers to develop and execute business plans
•    Analyze and translate data and observations into actionable recommendations for business growth and solutions
•    Demonstrate accountability within a performance-based culture
•    Execute marketing programs and support medical meeting presence
•    Coordinate community-based education through thought leaders when requested
•    Build relationships with key opinion (KOL’s) leaders
•    Compliant communication with Medical Science Liaisons
•    Collaborate with senior leadership and cross functional colleagues on initiatives that seek to improve the overall effectives of the US commercial team
•    Take the lead on national meeting planning, execution, and facilitation, and manage other special projects with regional and national scope
•    Understand, acknowledge, and comply with all Standard Operating Procedures (SOPs)
•    Act in full compliance with all laws, regulations, and policies including adverse events / pharmacovigilance responsibilities.
•    Perform additional duties as may be assigned.

Education and Experience

•    A Bachelor’s degree; MBA preferred
•    Demonstrated experience leading high performance sales teams
•    8+ years sales experience in the pharmaceutical/biotech industry; 3 years’ experience in a sales leadership, or training role preferred.
•    Orphan drug and/or hematology or oncology experience is strongly desired
•    Experience with products managed under a buy/bill and supported by a patient services hub is essential
•    Proven track record of consistently exceeding sales targets
•    President’s Club, or equivalent, awards preferred
•    In-depth knowledge of the U.S. pharmaceutical market, specifically rare diseases.

Knowledge and Skills

•    Strong relationship-building skills, with demonstrated ability to compliantly collaborate and operate across functions (e.g., medical affairs, patient services).
•    Highly effective at coaching seasoned account managers to use peer reviewed medical literature and other company-approved resources to engage health care professionals.
•    Strong leader with a proven record of sales achievement and outstanding communication skills.
•    Demonstrated track record of success in building high performing sales teams that regularly meet or exceed goals.
•    Strong planning and organizational skills; demonstrated decision-making ability.
•    Valid drivers license in good standing.
•    Proficiency in Microsoft Office.
•    Demonstrated highest ethical standards
•    Demonstrated effective problem-solving and decision-making capabilities
•    Ability to prioritize/multi-task effectively
•    Experience with Veeva, Sales Force, Outlook, Excel
•    Excellent verbal and written communication skills

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Based upon job requirements, employee may be required at times to attend meetings including travel out of state over weekends and nights. Employee must be able to freely operate and travel by car and train/plane modes of transportation. Employee is required to have a valid driver’s license and means of transportation.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee must be able to fly via commercial air carrier.

This is largely a sedentary role; however, the employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms; talk and hear. Occasionally is required to lift and/or move light to moderate weight up to 25 lbs.

Location/Travel

    This position is a field-based position with proximity to a major airport
o    Preferred residence near a major airport within the territory
    This position requires frequent travel (approximately 60%)
o    Frequent domestic travel to meetings and conferences; some of which occur over weekends
o    Occasional international travel to conferences

FLSA Classification

•    This position is considered Exempt.

EEO Statement

It is the policy of Recordati Rare Diseases to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, sexual orientation, gender identity, or national origin. Further, Recordati Rare Diseases will not discriminate on the basis of any characteristic protected by federal, state, or local law. Recordati Rare Diseases will provide reasonable accommodation for qualified individual with disabilities.

Disclaimer

This job description is not designed to cover or contain a comprehensive listing of the activities, duties or responsibilities that may be required.

Disclosures

Pay Range (Base Pay): $180,000 - $247,000. Other Types of Pay: bonus
Health Insurance: Medical, dental, orthodontia, vision, life & ADD, short and long term disability insurance benefits.
Retirement Benefits: 401k
Paid Time Off: Vacation, holiday, and sick/personal time