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Area Business Director, West - Tepmetko
Posted 18 May 2023
Bend, Oregon - United States
Req Id 264506
Work Your Magic with us!
Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.
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.
You will drive revenues via innovative strategies and tactics: including excellence in customer engagement and account planning. You'll be a market expert having deep market, customer, product and competitive insights. Understand the changing healthcare landscape and strategically adapt to succeed in this ever-changing environment. You will lead the critical charge to ensure the understanding and implementation of the company direction at the area and territory levels. You'll develop and maintain relationships with multiple stakeholders, including physicians, nurses, and practice managers across various practice settings, including major cancer centers. Hire and develop each Oncology Territory Manager (OTM) to achieve maximum individual potential, including excellence in product and disease state understanding, alignment with brand strategy, selling skills coaching, account plan tracking, resource optimization and effective collaboration with co-promotion and alliance partners. Develop Area Business Plans consistent with the business unit strategy. 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. Ensure compliance with all Company, industry and government laws or guidelines regarding ethical standards. You'll be accountable for overall area profit and loss. Assign territory budgets and monitor all area expenditures to ensure optimal ROI, and review and approve all area OTM expenses. Implement annual salary/merit direction according to company compensation guidelines. Conduct field coaching sessions with agreed frequency, including guidance, positive reinforcement, and corrective action where needed. Average three to four days a week in field in line with guidance and expectations with a focus on the execution of accounts plans and competency development to ensure sales growth. Set goals and conduct appraisals to ensure the maximum success for each individual OTM. Establish written objectives that focus on behaviors and competencies that increase territory sales and potential. Plan and execute on a quarterly basis, a strategic area-based plan which serves as the basis for OTM activity and tactics. Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans. Identify and assess business and/or personnel related problems which affect an OTM’s performance and provide appropriate coaching and corrective action to resolve the problems in a timely fashion. Demonstrates ability to have difficult conversations and holding direct reports accountable including ability to performance manage direct reports. Coordinate training efforts with the Training Manager. Deliver ongoing training and development of OTM to include product knowledge, selling skills, goal setting, planning and analysis, use of marketing tools and clinical information and sales competencies. Maintain a high level of product knowledge and selling skills to assist with team selling on field visits with OTM’s. Work collaboratively and manage ongoing communication and tactical coordination with EMD Serono field and headquarters colleagues. Demonstrate competency and fluency in business plan writing, team/management communications and presentations. Maintain frequent communication with the National Head of Sales/Senior Business Director. Demonstrate leadership with peer groups and Sr. Management helping to propagate a one team approach to the business. Ability to communicate a vision and expectations to direct reports.
Location: Field Based
Territory: West Territory
Who you are.
- B.S., B.A. Degree required
- Minimum 10+ years pharmaceutical experience required healthcare industry with demonstration of successful results.
- Experience selling and leading teams with multiple product portfolios.
- Strong expertise in reimbursement and managed care knowledge.
- Advanced degree a plus
- Minimum 3 years of experience managing a sales force, preferably in specialty/oncology sales is highly preferred
- Launch experience a strong plus
- Preferred experience with targeted therapies also a strong plus
- Management of a co-promote partnership/alliance is highly desirable
- Experience in Oncology Sales/Management is preferred and specialty biologics markets highly desirable
- In-depth understanding of the oncology landscape and market dynamics is highly desirable
- Pharmaceutical marketing experience developing marketing programs and materials for healthcare professionals and patients a plus
What we offer: We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We celebrate all dimensions of diversity and believe that it drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!
Apply now and become a part of our diverse team!
If you would like to know more about what diversity, equity, and inclusion means to us, please visit https://www.emdgroup.com/en/company/press-positions.html