National Sales Director, ILD - Rheumatology

Description

The National Sales Director is responsible for leadership of the ILD Rheumatology Sales Field Team of the US. This includes the development of the Rheumatology-focused national level business plan and execution of the BIPI sales/marketing plan to assure optimal market penetration of BIPI promoted products within BIPI guidelines, policies and directives. The National Sales Director has an in-depth working knowledge of the disease state market across key customers, national and local key accounts and public and private payers.  They will uncover innovative ways to engage with key accounts to build on the inclusion of Rheumatology in the treatment paradigm of ILD. They will maximize the use of company resources and budgets to exceed sales targets and appropriately position BI within the Rheumatology market. The National Sales Director also ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed goals.

Duties & Responsibilities

• Recruits, leads, and coaches a staff of about 5 Associate Directors (with a total organization size of approximately 55), to ensure that national sales performance meets or exceeds annual Company sales and market share objectives.
• Collaborates closely with Marketing, TA Leadership, Value & Access, Access & Reimbursement team, Trade & Distribution, PaCE and other TA stakeholders to coordinate National area resources to maximize sales. Manages nation to a high level of productivity.
• Manages fiscal resources to within 2% of assigned budgets.
• Identifies and develops top talent.
• Defines clear objectives, allocates resources, provides development opportunities, and conducts ongoing performance reviews.
• Ensures ILD Rheumatology sales team is staffed with qualified, highly motivated personnel.
• Encourages direct reports to own their careers and take full advantage of BI career development offerings.
• Drives performance management of all personnel in the nation including all disciplinary action to ensure personnel are meeting expectations of their role.
• Works through Associate Directors to improve the effectiveness of the sales force.
• Spends appropriate amount of time cultivating and maintaining relationships with relevant ILD Rheumatology customers, networks and stakeholders to understand customer needs and anticipate shifts in market conditions (including referral pathways, infusion center practices, specialty pharmacies, patient advocacy groups, professional organizations payers, etc.)
• Responds to the needs of the customer in a timely and professional manner.
• Develops and maintains productive business relationships with BIPI's co-promotion partners (if applicable) to meet all assigned Company sales goals.
• Contributes to the development of the National marketing and long-term strategic plans.
• Utilizes appropriate data sources to develop National business plan.
• In conjunction with Associate Directors, leads the development of the National and Regional business plans to ensure alignment with marketing, stakeholders and organizational goals.
• Attends management and marketing meetings to recommend field needs and product strategies to ensure that the sales force has the sales tools needed to increase our market penetration.
• Evaluates policies and sales strategies.
• Provides feedback to senior management on the effectiveness and results of policies, strategies, and procedures for the nation.
• Executes a process for implementation and quarterly measurement of the regional business plans for the nation.
• Monitors payer environment and has in-depth understanding of requirements for rare, orphan drug access and reimbursement.

Requirements

• Bachelor's degree required, Master's degree highly preferred.
• Twelve (12) years of pharma sales experience.
• Five (5) years of people management experience.
• Strong knowledge of and experience in ILD and Rheumatology market, and/or within orphan/rare disease states, strongly preferred.
• New product entry or indication launch experience within the past five (5) years.
• Experience in building, recruiting, and developing a sales force and all its implications (IC, Regional and Local territory design, targeting methodology, etc.) is highly valued.
• Demonstrated ability to lead a team through periods of significant change.
• Analytical skills, Communication skills, Business acumen, Learning and Adaptability, Leadership Skills (both leading their team and playing a key leadership role in TA/Disease State leadership team), Influencing skills (working across internal stakeholders in Ridgefield), as well as external stakeholders in the TA/Disease State provider community.
• Broad functional expe