Regional Business Director-Oncology East

Position Summary

The Regional Business Director (RBD) is a senior field-based commercial leader responsible for leading, coaching, and developing a high-performing team of six (initially) Key Account Managers (KAMs) focused on driving the successful commercialization of Henlius US oncology biosimilars across Community Oncology Practices, Integrated Delivery Networks (IDNs), Academic Medical Centers, and Major Cancer Centers. Reporting to the U.S. Head of Sales, the Regional Business Director will be accountable for achieving regional business objectives through strategic leadership, talent development, customer engagement, market access execution, and cross-functional collaboration.

Primary Responsibilities

Leadership & Talent Development

• Recruit, hire, develop, and retain a high-performing team of Key Account Managers.
• Create a culture of accountability, collaboration, customer focus, and performance excellence.
• Provide ongoing coaching, mentoring, and field development to improve selling effectiveness and account management capabilities.
• Conduct regular field rides, business reviews, performance discussions, and development planning sessions.
• Establish clear expectations and performance standards aligned with organizational priorities and business goals.
• Identify and develop future leaders while creating individualized development plans for team members.
• Champion a culture of continuous learning, feedback, and professional growth.

Business Leadership & Execution

• Lead execution of regional business strategies designed to achieve and exceed sales, market share, profitability, and utilization objectives.
• Translate national commercial strategy into actionable regional business plans and tactical execution priorities.
• Drive launch readiness and commercialization efforts across assigned geography.
• Monitor business performance and proactively identify opportunities, risks, and corrective actions to achieve objectives.
• Ensure effective territory planning, account targeting, and resource deployment across the region.
• Establish performance metrics and regularly assess progress toward regional and organizational goals.

Strategic Account Leadership

• Partner with Key Account Managers to engage executive-level stakeholders within community oncology networks, IDNs, academic centers, large health systems, and cancer centers.
• Support the development and execution of strategic account plans targeting high-value customers and growth opportunities.
• Engage key regional customers and opinion leaders to strengthen relationships and expand business opportunities.
• Assist in resolving complex customer challenges related to access, reimbursement, product adoption, and operational implementation.
• Drive biosimilar adoption strategies through effective alignment with customer clinical, economic, and operational priorities.

Market Access & Contract Optimization

• Partner closely with Market Access leadership to maximize utilization and pull-through of GPO, IDN, and health system contracts.
• Guide teams in navigating complex buy-and-bill environments, reimbursement considerations, and formulary decision-making processes.
• Support customer engagement strategies that enhance product access and minimize barriers to adoption.
• Identify and capitalize on opportunities to expand contracting effectiveness and improve customer economics.

Cross-Functional Collaboration

• Serve as the primary regional commercial leader responsible for cross-functional coordination and execution.
• Collaborate with Market Access, Medical Affairs, Marketing, Operations, Trade, and Patient Support teams to deliver a seamless customer experience.
• Provide strategic field insights that inform organizational planning, resource allocation, and commercial strategy.
• Facilitate communication and alignment between headquarters and field-based teams.
• Ensure regional execution remains consistent with company objectives and brand strategy.

Data Analytics & Business Planning

• Leverage sales analytics, market intelligence, competitive insights, and customer data to drive informed business decisions.
• Conduct regular business reviews evaluating regional performance, trends, and opportunity assessments.
• Utilize data-driven coaching methodologies to enhance account management effectiveness and improve results.
• Develop strategic forecasts and identify growth opportunities across customer segments and geographies.

Compliance & Corporate Leadership

• Ensure all field activities are conducted in accordance with FDA, company policies, PhRMA guidelines, regulatory requirements, and healthcare compliance standards.
• Promote a culture of integrity, ethics, and accountability across the organization.
• Maintain thorough knowledge of oncology market dynamics, healthcare regulations, biosimilar policies, and competitive developments.
• Complete all administrative, reporting, and compliance activities in a timely manner.