Sr. Area Business Leader, Oncology - (Los Angeles, CA)

At Eisai, satisfying unmet medical needs and increasing the benefits healthcare provides to patients, their families, and caregivers is Eisai’s human health care (hhc) mission. We’re a growing pharmaceutical company that is breaking through in neurology and oncology, with a strong emphasis on research and development. Our history includes the development of many innovative medicines, notably the discovery of the world's most widely-used treatment for Alzheimer’s disease. As we continue to expand, we are seeking highly-motivated individuals who want to work in a fast-paced environment and make a difference.  If this is your profile, we want to hear from you.

Job Summary:

The Area Business Leader (ABL) will engage with assigned health systems for Eisai’s oncology portfolio and manage a team of sales professionals.  The ABL is responsible for the relationships with Eisai’s Oncology integrated customers and will meet with appropriate influencers and decision makers within the integrated customers environment. Appreciating the market landscape and account dynamics of each integrated customer, the ABL will meet with key decision makers across the account (S-suite, C-suite, KOLs, Pathway  and P&T committee members). Each ABL will lead account responsibility for a defined number of potential strategic accounts and will be responsible for coordinating all appropriate Eisai selling activities at these accounts and their affiliated prescribers. 

The ABL also is responsible for the leadership, development, direction and management of a team of Sales Representatives.  Each ABL will oversee the pull through of representatives selling efforts in accordance with strategic plans and compliance, monitoring and driving sales goals, and coaching Sales Representatives on critical selling skills, clinical expertise and business acumen. 

Essential Functions:

• Develop and foster the relationship with assigned accounts, including establishing and maintaining relationships with key influencers and decision makers within the assigned health systems;
  • Key influencers to possibly include C-Suite and administrative roles within an account (not limited to CEO, CFO, CMO, Case Management, Dir. of Quality, Industry Relations, Technology Dir, etc.).
• Evaluate unique needs of the assigned health systems and work with Regional Business Leader and other corporate functions as appropriate (e.g., Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, Marketing, Compliance) to develop compliant means to understand account needs and educate around Eisai Oncology products consistent with FDA-approved labeling;
  • Employ in-person tactics to execute against account plans, including visiting accounts to promote sales efforts, and provide clinical, efficacy and safety information on Eisai Oncology brands to key treatment decision makers/executive teams within these high control accounts.
  • When engaging in business-to-business discussions with qualified stakeholders, utilize approved resources such as FDAMA 114 material, contract performance updates, and value and access resources, where appropriate.
• Support the launch of new products/indications by increasing awareness of the new product/indication, internally identifying competitor drugs currently in use and on formulary or protocol within the account, and determining potential access points for new product/indication on system protocols; ensure to build and maintain compliant relationships with P&T members, key KOLs and Pharmacy and Medical Directors;
• Responsible for gaining and applying a deep understating of relevant markets, business models, strategic priorities, future direction, financial drivers and leadership profiles of key customers. This includes understanding and engaging in key local and national, health care issues/strategies, customer issues/trends, pathway and quality trends and best practices to establish credibility beyond product and therapeutic areas.
• Maintain open communication throughout the organization by partnering with relevant cross functional colleagues, departments and Alliance Partners to provide leadership and insights that lead to strong relationships and the development of appropriate business strategies that support brand(s) objectives in key health systems accounts.
• Manage all Sales Representatives activity in target district and coordinate collaboration of prescriber-level selling efforts across a multi-sleeve sales model.
• Develop and implement sales strategies and tactics for the Area that are consistent with achieving regional and corporate sales goals in a compliant manner. Tailor selling approaches based on targets and deployment structure for specific geographies.
• Recruit, develop, train, coach, assess,