Senior Director, Sales

Job Description

The Role:

Deciphera is seeking a seasoned, dynamic commercial leader with significant oncology and/or rare disease launch experience to grow and guide the company’s field sales organization.  The Senior Director of Sales will be responsible for the sales strategy and execution for the company’s oncology portfolio.  This position plays a pivotal role in driving revenue growth for QINLOCK® as well as the launch of Deciphera’s second commercial product vimseltinib, an orally administered, potent and highly-selective switch-control kinase inhibitor of CSF1R currently in development for the treatment for tenosynovial giant cell tumor (TGCT).  The Senior Director of Sales is a critical commercial leadership role that will be instrumental in Deciphera’s evolution into a fully-integrated, multi-product commercial-stage oncology company. 

This position will report to the Vice President, Sarcoma Franchise Head and is a remote, field-based position which will require business travel.

What You’ll Do:

• The Senior Director of Sales will play a critical role in leading the sales organization including the vision, structure, talent base, infrastructure, and selling skills/capabilities.  This individual will lead the execution of the launch of the company’s second pharmaceutical product, vimseltinib, and the implementation of multi-product selling.  Success in this role will require not only growing and leading a high-performing oncology sales organization, but also partnering with fellow members of the sarcoma franchise function to:
  • Execution of the commercial strategy
  • Develop and implement new organizational capabilities, including evolving ways of working to support two commercial products
  • Cultivate a positive culture based on respect, trust, integrity, professionalism, humility, continual improvement, putting patients first, and “doing the right thing.”  Cultural leadership and stewardship will be a high priority for this position.
• Partner with Commercial Insights & Operations to optimize critical sales operations capabilities and resources including:
  • CRM optimization
  • KPIs and reporting
  • IC philosophy, strategy, and plan design
  • Ensuring that achievement of cultural objectives is part of our rewards and recognition philosophy
  • Sales administrative requirements (IT, fleet, T&E, compliance SOPs, Sunshine reporting, etc.)
• Partner with Commercial Training & Effectiveness (which reports to the Sarcoma Franchise Head) to build a differentiated approach to sales training and development:
  • Cultivate the concept of continual improvement as a core value of the sales organization
  • Provide input into the design of a comprehensive sales training curriculum that includes:
    • Multiple phases – e.g., onboarding (new hires), launch preparation, continuing education
    • Cross-functional content – e.g., clinical, market access, business planning, selling strategies & methods, compliance, etc.
    • Complimentary delivery channels – in person meetings, online modules, telecons/webexes, etc.
    • Latest adult learning principles
  • Develop and implement methods for measuring the impact of sales training initiatives and identifying and addressing education gaps
  • Develop and implement processes to identify and pursue individual and team development opportunities
• Recruit, motivate, develop, and retain a high-performing sales team responsible for a broad spectrum of critical relationships across multiple oncology healthcare settings:
  • Develop and execute a strategic hiring plan to expand the field organization and ensure launch readiness.
  • Maintain a comprehensive approach to performance management to ensure optimal execution at all levels of the sales organization – setting objectives/goals, designing incentives, developing plans, working/progressing the plans, measuring impact, implementing changes to optimize impact, etc. 
  • Set and achieve aspirational goals by developing an impactful plan, gaining alignment throughout the sales organization, and inspiring flawless execution.
• Maintain a high degree of engagement and visibility in the field with sales team and key customers.
• Ensure regular, effective communication with sales leadership to identify challenges and opportunities and deliver solutions as needed.
• Develop and cultivate close, collaborative relationships with Market Access and Medical Affairs leadership to ensure teams are working together both effectively and compliantly internally and in the field.
• Partner with fellow members of the commercial leadership team to develop objectives, agenda, and plans for POA and related meetings.  Serve as the executive champion for coordination and execution of these meetings