Area Business Director, Midwest

Posted 25 Jan 2022

Rockland, Massachusetts - United States

Req Id 236586



A career with EMD Serono is an ongoing journey of discovery: our 58,000 people are shaping how the world lives, works and plays through next generation advancements in Healthcare, Life Science and Electronics. 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.



US employees must be fully vaccinated against COVID-19 prior to your start date unless an accommodation is granted by The Company. The Company uses the definition of fully vaccinated assigned by the Centers for Disease Control & Prevention for purposes of considering satisfaction of this requirement which is a condition of employment.



United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life. Joining our Healthcare team is becoming part of a diverse, inclusive and flexible working culture, presenting great opportunities for personal development and career advancement across the globe.

Your role:


As the Area Business Director, Midwest, you will be directly responsible for the management and profitability of the area business unit and its Area Business Managers (ABMs) and Senior Area Business Managers (SABM) through effective implementation of objectives, strategies, and tactics.  Participate as a key member of a high performing team including Marketing, Thought Leader Liaisons, Field Operations, Market Access & Patient Solutions, and Communications to achieve the goals and objectives of individuals and the team.  Hire and develop each ABM and SABM to achieve his/her maximum individual potential, resulting in the achievement of key results such as an increased prescriber base of physicians, prescription growth, unit growth, and market share advancement of Neurology products. Manage and promote a high degree of account team coordination, collaboration, and execution with ABM and SABM. Lead the charge to ensure the understanding and implementation of company direction at the Area and territory levels.  Develop and maintain relationships with key physician practices, hospitals/clinics, and patient advocacy organizations.  Ensure compliance with all Company, industry and government laws or guidelines regarding ethical standards.



  • Achievement of Area quarterly and annual sales objectives.
  • Establish growth of prescriber base, prescription volume and product share.
  • Implement and execute corporate objectives, strategies, and tactics with N&I portfolio.
  • Monitor the development and execution of Territory Business Plans and resource deployment.
  • Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing Interactions with Healthcare Professionals, Compliance, Business Conduct and PhRMA.



  • Assign territory budgets.
  • Monitor all area expenditures to ensure optimal ROI.
  • Oversee and approve all area ABM/SABM expenses.
  • Implement annual salary/merit direction according to company compensation guidelines.


Performance Management and Planning

  • Hire, coach and retain top ABM/SABM talent.
  • Conduct field coaching sessions aligned with individual skill development and improved performance.
  • Average three to four days a week in field providing coaching and setting expectations.
  • Set goals and conduct appraisals to ensure the maximum development for each individual ABM and SABM
  • Establish written objectives that focus on increasing territory sales and individual potential.
  • Plan and execute on a quarterly basis, a strategic area- based plan which serves as the basis for ABM/SABM activity and tactics.
  • Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing, and communicating applicable plans


Training & Development

  • Coordinate training efforts with the Area Field Trainer and Commercial Excellence team.
  • Deliver ongoing training and development of ABM/SABM aligned with core competencies and functional skills.
  • Maintain a high level of product knowledge and selling skills to assist with team selling on field visits with ABMs.
  • Provide ongoing support of ABM/SABM professional development focused on Talent Succession Planning
  • Identifying and assessing business and/or personnel related problems which affect a representative’s performance and provide appropriate coaching and corrective action to resolve the problems in a timely fashion.



  • Manage ongoing communication and tactical coordination with Sales Leadership, DTLLs, Marketing, Field Operations, Medical, Managed Access Customer Solutions and Corporate Communications.
  • Demonstrate competency and fluency in business plan writing, team/management communications and presentations.



  • Demonstration of core values in leading Sales Teams.
  • Ability to quickly grasp and implement business objectives and guide resource allocation
  • Excellence at developing high-performance team and maintaining personal effectiveness.
  • Strong analytical skills to understand and adjust to trends and market dynamics
  • Strong communication, organizational and interpersonal skills
  • Self-motivated and energetic
  • Adaptable and flexible with ability to lead and manage change
  • Demonstrate leadership with peer groups and Sr. Management for a One team approach to the business.



Who you are:  


Minimum Qualifications

  • Bachelor’s Degree required. 
  • High science or business orientation.
  • Minimum 5-7 years, experience in the pharmaceutical, biotech, healthcare industry with demonstration of successful results. 
  • Minimum of 3-5 years of leadership experience, preferably in specialty sales.
  • Experience in Cross-functional collaboration required.
  • Understand local market landscape and influences.
  • Fluency in English required. 



Preferred Qualifications

  • Master’s degree desirable but not required.
  • Experience in the Multiple Sclerosis, Neurology, CNS and specialty biologics markets highly desirable.
  • Proficient knowledge of Managed Access and Market Solutions desirable.
  • Home Office/Headquarter experience is a plus.
  • Other language skills may be considered a plus.


This is a field based role with travel as required.  


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!

Our Benefits -

Curious? Apply and find more information at

If you are a resident of a Connecticut or Colorado, you are eligible to receive additional information about the compensation and benefits, which we will provide upon request. You may contact 855 444 5678 from 8:00am to 5:30pm ET Monday through Friday, for assistance.

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.

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