Area Business Director, West - Tepmetko

Work Your Magic with us! Start your next chapter and join EMD Serono.

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.

This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US. 

Your Role

Reporting to the National Head of Sales/Senior Business Director (SBD), US Oncology, the Area Business Director (ABD) West is responsible for Oncology and Immuno-Oncology sales. The ABD, Oncology will deliver on aggressive but realistic targets for revenue growth and profitability for a portfolio of products by executing brand objectives through innovative strategies, excellence in customer engagement and rigorous account planning.

• Drive revenues via innovative strategies and tactics:  including excellence in customer engagement and account planning,

• 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.
• Lead the critical charge to ensure the understanding and implementation of the company direction at the area and territory levels
• 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
• Accountable for overall area profit and loss
• Assign territory budgets and monitor all area expenditures to ensure optimal ROI
• 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 aligned with co-promotion partner
• 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 accountability 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 as well as alliance partners
• 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
• Maintain a high level of communication with external alliance partners
• Ability to communicate a vision and expectations to direct reports
• Lead, inspire, and develop team

Who You Are

Minimum Qualifications:

• Bachelors Degree required
• Minimum 10 years pharmaceutical experience in healthcare industry with demonstration of successful results. 
• Success record for building high performance teams and consistently driving and maintaining strong results
• Strong expertise in reimbursement and managed care knowledge 
• Current understanding of pharmaceutical and promotional compliance guidelines and regulations required

Preferred Qualifications:

• 3-5 years of experience managing a sales force, preferably in specialty/oncology sales with multiple product portfolios is highly desirable
• In-depth understanding of the oncology landscape and market dynamics is highly desirable
• Ability to quickly grasp and implement business objectives and manage resource allocation
• Strong organizational skills
• Experience managing a budget is preferred
• Advanced degree a plus
• Home Office/Headquarters experience is a plus
• Pharmaceutical marketing experience developing marketing programs and materials for healthcare professionals and patients a plus
• Motivated by results, urgency and personal commitment. 
• Ability to tolerate risk and deal with ambiguity
• Launch experience a strong plus
• Possesses high integrity and exceptional work ethic. Fosters mutual trust and respect.
• Access and influence various functional areas and motivate groups to action
• Demonstrate creative and innovative ideas
• Remain focused and purposeful in the presence of shifting priorities and strategies and provide a timely response to business and customer needs   
• Work in a high functioning, fast-paced, global business environment
• Strong communication skills and an ability to translate complex information into succinct and impactful messages.  Ability to present to all levels of the organizations to individuals and groups as well as respond succinctly and clearly to any questions
• Collaborative work style and familiarity with core operating functions (marketing, regulatory, legal, medical)
• Demonstration of ability to process and convey complex disease state and marketplace knowledge
• Strong analytical skills to understand and adjust to trends and market dynamics

ADA REQUIREMENTS

• Normal and routine office duties
• Position may require domestic travel up to 60-75% of time
• Area boundaries include: Tennessee, Illinois, Missouri, Texas, Colorado, Arizona, California

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