Executive Director, Immunology Sales

Main Responsibilities

• Cultivates relationships nationally and regionally with Key Opinion Leaders (KOLs), advocacy groups, and other stakeholders to impact overall regional sales and elevate the company's reputation as an industry leader.
• Fosters and develops multi-level and senior relationships within assigned accounts and affiliated organizations to create a foundation for developing new business.
• Collaborates cross-functionally with other departments (Marketing, Market Access, Medical Affairs, Training, etc.) and is viewed as a Subject Matter Expert on Sales related issues and strategy.
• Creates and executes a competitive comprehensive sales plan to meet/exceed US sales goals for all products in the Immunology/Neurology portfolio, in line with organizational strategies and brand plans.
• Manages operating expense budget within target.
• Ensures appropriate collaboration between sales team with Corporate Accounts, Marketing and Medical Affairs.
• Plays an active role as a core member of the immunology team responsible for the development of strategies and initiatives that drive competitive advantage.
• Responsible for all Sales aspects of cross functional team planning and execution.
• Ensures integration of marketing programs to achieve sales objectives by assisting marketing in the development and implementation of programs that drive sales at the field level.
• Provides inspirational and strategic leadership and direction to the sales organization by translating business strategy into operational goals and objectives.
• Contributes to the development of sales performance standards for field sales personnel, monitors progress on attainment of objectives for the products and adjusts plans as necessary.
• Works with VP Sales and sales operations in determining salesforce sizing, alignment, deployment and incentive program design.
• Manages changes to these elements within the Immunology/Neurology salesforce in a manner that minimizes disruption, maintains employee engagement, and ensures continued cost-effective achievement of sales goals.
• Identifies opportunities for optimizing sales team effectiveness.
• Provides guidance and works collaboratively with Sales Training to ensure the Immunology/Neurology sales organization is properly trained on business acumen, product knowledge and sales skills while also delivering a personal development plan based on predetermined competencies.
• Ensures that the sales force is trained and able to leverage technology to deliver an omnichannel customer experience and reporting tools to effectively manage their own territory/region.
• Creates a culture that is transparent, collaborative, engenders trust and is patient-centric.
• Establishes a fact-based and disciplined approach that drives accountability and ethical performance throughout the sales organization.
• Ensures that all sales operations are compliant with company, industry, and government regulations.
• Responsible for oversight and effective management of all team members (direct reports) including annual objective setting, mid-year and end of year reviews, coaching and counseling, employee development, recruitment, selection and development of talent, managing, directing and measuring work on an ongoing basis, and providing timely constructive feedback.

Qualifications

• BA/BS in Business or Life Sciences
• A proven track record of success with 12+ years of sales, sales management and/or marketing/account management experience with extensive knowledge of the healthcare environment (healthcare systems, IDNs, Specialty pharmacies, etc.) and reimbursement and funding mechanisms.
• Rare disease and Immunology and/or neurology experience
• Experience in developing strategic business plans and implementing omnichannel strategies through cross-functional teams in competitive markets.

Competencies

Developing Direct Reports and Others, Directing Others, Drive for Results, Decision Quality, Strategic Agility, Business Acumen, Ethics and Values, Managerial Courage, Building Effective Team.

Travel Requirements

50%