Senior Business Director National Head of Sales US Oncology

Posted 20 Dec 2019

Rockland, Massachusetts - United States

Req Id 201802

Details

A career with EMD Serono is an ongoing journey of discovery: our 56,000 people are shaping how the world lives, works and plays through next generation advancements in healthcare, life science and performance materials. For more than 350 years and across the world we have passionately pursued our curiosity to find novel and vibrant ways of enhancing the lives of others. EMD Serono is a business of Merck KGaA, Darmstadt, Germany.


The Head Of/Senior Business Director (SBD) of  U.S. Oncology provides leadership to the Oncology Therapeutic area sales team specifically including the following brands:  BAVENCIO®, a prescription medicine used to treat a type of skin cancer called Merkel cell carcinoma and may be used when your skin cancer has spread as well as a type of cancer in the bladder or urinary tract called urothelial cancer. BAVENCIO® (may be used when your cancer has spread or cannot be removed by surgery (advanced urothelial cancer), and you have received chemotherapy that contains a platinum-containing drug and it did not work or is no longer working and BAVENCIO® (avelumab) in combination with INLYTA® (axitinib)* for patients with advanced renal cell carcinoma (RCC).

 

EMD Serono and Pfizer co-promote Pfizer’s anaplastic lymphoma kinase (ALK) inhibitor XALKORI® (crizotinib).  Pfizer today XALKORI is the first ALK inhibitor approved in the United States, Japan and the European Union.   he SBD will provide strong leadership, excellent judgment, daily active participation and engagement to maximize business opportunities, working collaboratively with cross-functional U.S. and Global teams, to deliver on aggressive but realistic targets for revenue growth and profitability.  Member of the U.S. Oncology Leadership Team led by the SVP.   

Lead the US Oncology Sales organization by developing and implementing sales strategies that deliver on aggressive but realistic targets for revenue growth and profitability by developing and implementing sales and business plans and strategies through a thorough understanding of market dynamics, competitive landscapes and future trends, the patient journey, and opportunity assessments.  Leadership of all sales initiatives needed to ensure successful launches.  Understand the changing healthcare landscape and strategically adapt the field organization to succeed in this ever-changing environment.

 

 

Full accountability for revenue of brands and the operational budget for the Field Force.

Develop clear and fully aligned KPI measurement, initiate actionable national and local level opportunity and risk analysis.

Identify national and regional opportunities and barriers to ensure success

Collaborate with teams on product and customer strategies to support and secure market access/formulary acceptance of products

Provide strategic planning for sales, forecasting, business plan development, sales personnel development, Incentive Plan design, managed care and field sales resource allocation/development, new product market analysis, and new product business plans

  • Actively participate in the development of the brand/tactical plans and ensure sales force execution against those plans
  • Foster a collaborative and productive relationship with co-promotion/co-commercialization partner(s)
  • Build and maintain effective cross functional relationships with colleagues in Market Access and Customer Solutions, Medical Affairs, and others to ensure proper alignment and execution of plans
     
    Work closely with legal and compliance to ensure regulations and policies are kept current and followed by the entirety of the sales team
    Establish and maintain appropriate relationships with key opinion leaders, medical associations and outreach organizations
     
    Lead and develop the vision, strategy and implementation plans, driving a fully aligned, result-oriented, highly effective field sales team.
    Partner with cross functional teams to design and execute on the following:
  • Market opportunity assessment
  • Situational analysis
  • Patient journey
  • Customer and brand insights
  • Strategic forecast model development and insights to realize market potential
  • Sales Force sizing and structure, targeting plan, alignment planning, and incentive plan design
  • Partner with key internal stakeholders and experts on the Sales Force and Account Management training plan and materials development on market landscape, competitive environment, market access, and product and message training

Lead and develop the Oncology Sales team: define clear objectives, align on stretch goals, allocate resources, monitor activities and provide coaching feedback and development opportunities.

Manage the budget and interface with Regional Controller

 

 

Play an active and participatory role across therapeutic areas and functions as a member of the U.S. Oncology Leadership Team.

Proven success record for building high performance teams and consistently driving strong results with knowledge of the US commercial environment, field force best practices/emerging approaches, oncology market access trends and the oncology clinical/scientific landscape

 

  • Who you are: minimum requirements, BA/BS Degree required, 10-15 years’ experience in strategic biotech or pharmaceutical sales and operational leadership roles with increasing magnitude of responsibility is required – minimum 5-8 years leading large teams and managing and developing people including managing leaders of others. Product Launch experience required, preferably in oncology. Managed Markets, Marketing experience and/or Government Affairs, Medical Affairs experience a plus Home office/headquarters experience a strong plus Understanding of the US biotech specialty space and oncology market dynamics with demonstrated ability to learn and master diverse therapeutic areas and complex business environments. Experience in multiple specialty disease areas is a strong plus, experience in oncology is required. Experience in leading a large brand team (or multiple brands) with P&L ownership a must Exceptional business acumen, deep customer insights and grasp of complex analytics required Knowledge of the reimbursement landscape required. Experience with products at multiple stages in their life cycle. Current understanding of pharmaceutical and promotional compliance guidelines and regulations. Strategic ability to define a clear path in a complex environment, utilizing strong analytical skills to navigate through complex challenges, overcoming areas of ambiguity and deliver well thought out business solutions to seize opportunities for business growth. Ability to demonstrative creative and innovative strategies for business development and Life Cycle Management. Management of a P&L or operating budget
     
     
     
     
    Preferred requirements; BA/BS Degree required, 10-15 years’ experience in strategic biotech or pharmaceutical sales and operational leadership roles with increasing magnitude of responsibility is required – minimum 5-8 years leading large teams and managing and developing people including managing leaders of others. Product Launch experience required, preferably in oncology. Managed Markets, Marketing experience and/or Government Affairs, Medical Affairs experience a plus Home office/headquarters experience a strong plus Understanding of the US biotech specialty space and oncology market dynamics with demonstrated ability to learn and master diverse therapeutic areas and complex business environments. Experience in multiple specialty disease areas is a strong plus, experience in oncology is required. Experience in leading a large brand team (or multiple brands) with P&L ownership a must Exceptional business acumen, deep customer insights and grasp of complex analytics required Knowledge of the reimbursement landscape required. Experience with products at multiple stages in their life cycle. Current understanding of pharmaceutical and promotional compliance guidelines and regulations. Strategic ability to define a clear path in a complex environment, utilizing strong analytical skills to navigate through complex challenges, overcoming areas of ambiguity and deliver well thought out business solutions to seize opportunities for business growth. Ability to demonstrative creative and innovative strategies for business development and Life Cycle Management. Management of a P&L or operating budget
      Preferred;
     
  • Previous pharmaceutical sales leadership experience.
  • Co-promotion experience.
  • Knowledge of the reimbursement landscape for specialty products.

What we offer: With us, there are always opportunities to break new ground. We empower you to fulfil your ambitions, and our diverse businesses offer various career moves to seek new horizons. We trust you with responsibility early on and support you to draw your own career map that is responsive to your aspirations and priorities in life. Join us and bring your curiosity to life!

Curious? Apply and find more information at https://jobs.vibrantm.com


The Company is an Equal Employment Opportunity employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law. This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment. Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to their Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because they made a good faith report of discrimination.



 

Apply Now

Redirect

You have accessed emdserono.ca, but for users from your part of the world, we originally designed the following web presence merckgroup.com

Let's go

Share Disclaimer

By sharing this content, you are consenting to share your data to this social media provider. More information are available in our Privacy Statement