Vice President, Commercial Sales

Location
San Francisco, CA, United States
Posted
Nov 14, 2018
Ref
379
Hotbed
Biotech Bay
Required Education
Masters Degree/MBA
Position Type
Full time
VICE PRESIDENT, COMMERCIAL SALES

Position Summary:

Global Blood Therapeutics is seeking a seasoned Sales leader to build and lead field sales functions. The Vice President of Commercial Sales will report directly to the Chief Commercial Officer and be an integral part of the Commercial Senior Leadership Team (SLT).

The Vice President of Commercial Sales will be responsible for successfully partnering with the Marketing, Operations, Payer, Trade & Distribution, Legal, Finance, HR and Medical Affairs teams to execute on all pertinent strategies to achieve and exceed corporate Sales goals. This will include, but is not limited to, helping establish appropriate Sales targets, executing on the launch strategies, implementing the branded and unbranded tactical plans in an impactful and compliant manner and providing clear leadership to the Sales team. The Head of Sales will help plan, design and implement the GBT Sales organization in the U.S. market to maximize the impact of voxeletor.

The Head of Sales is directly responsible for leading field managers and front-line Sales professionals in accordance with the high standards and values of GBT. They will be expected to work closely with the CCO and other internal Executives and stakeholders to ensure plans are aligned, continuously updated, prioritized, and properly resourced in a compliant manner.

Essential Duties and Responsibilities:
  • Develop hiring process, timeline and budget for building the GBT field Sales team
  • Source, recruit and build a high-performance Sales management team and Sales force
  • Ensure the core values of GBT are instilled into the field Sales team: Science dedicated to patients, Embrace open communication and debate, Trust, respect, and accountability, One team, one purpose and Always doing the right thing
  • Lead the development of the Sales strategies and launch plans and be the voice of Sales on the launch planning team
  • Collaborate with the Commercial Operations group to insure all necessary components to support the field Sales team and launch are planned and executed in a timely and fiscally responsible way; CRM system, incentive compensation plan, sales training program, expense system, speaker program support, fleet, conventions and exhibit support, etc.
  • Provide real time strategic and tactical insights to the home office to improve decision making and maximize the knowledge learned from our customers
  • Develop and manage overall Sales force expense budget
  • Collaborate with Market Access, Government Affairs, and Trade & Distribution personnel to develop action plans and specific strategies to provide access to our customers
  • Establish collaborative business relationships with key opinion leaders in SCD
  • Develop and implement agreed objectives for national and regional sales meetings
  • Insure timely and equitable execution of annual performance appraisals and salary plan
  • Ensure full and complete compliance of all selling activities within the area of responsibility to the standards of all State and Federal regulations
  • Achieve and exceed Sales goals for voxelotor and future products

Qualifications:

The successful candidate must possess a minimum of 15 years' leadership experience in a commercial stage pharmaceutical/biopharmaceutical company with a minimum of 5 years' experience as a second line manager leading people managers. Three years' experience as a national Sales leader is preferred. The ideal candidate would possess new product launch experience in a highly competitive specialty market. He/she will be a well-rounded commercial executive with experience in advocacy development within a specialty framework highly desired. Home office experience is desirable. Candidates must have a proven ability to provide strategic leadership, vision and direction within a fast moving, challenging and energetic corporate environment. It is critical that candidates understand how to leverage and optimize partnerships with other functions including Marketing, Commercial Operations, Legal, Compliance, Business Analytics, Medical Affairs and Market Access.
  • Bachelors' degree required, MBA preferred, and a minimum of 15 years of progressive commercial leadership experience in Pharmaceutical/Biotechnology industry
  • Has successfully planned, built and led new sales teams in preparation for a product launch
  • Commercialization of novel rare disease therapies is strongly preferred
  • Demonstrated ability to identify key talent
  • Excellent leadership skills and the ability to hire, train, inspire, coach, and motivate
  • Proven record of building high performance teams and driving consistently strong results
  • High degree of competency in problem solving skills with the ability to collect, sort and analyze information from a variety of sources to make decisions in a timely manner
  • Results oriented with excellent analytical, strategic, leadership, communication, and teamwork/collaboration skills
  • Entrepreneurial spirit, the ability to foster relationships, and the ability to develop innovative ideas and solutions
  • Track record of rapidly determining customer, therapeutic and access needs and ability to execute against these needs based on home office direction
  • Comprehensive understanding of pharmaceutical product planning and execution as they relate to new product launch
  • GBT works in a highly regulated business environment and the candidate must demonstrate the ability to lead and act in compliance with the standards at GBT and regulations of all State and Federal agencies
  • Deep experience in the Medicaid system and underserved patient populations
  • Has worked in challenging payer access environments and has a developed an understanding of the tools used by payers and how to effectively lead through these challenges
  • Ability to travel 50% of the time meeting directly with customers, observing field-based employees directly, and identifying issues and opportunities within the field

Fit with GBT culture:
  • Ability to build strong relationships with co-workers of various backgrounds and expertise
  • Ability to function at a high level in a team setting whether leading the group or acting as an individual contributor
  • Values-based leadership consistent with GBT's Core Values
  • Excitement about the vision and mission of GBT
  • Flexibility
  • Integrity

NOTE: This position summary is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Global Blood Therapeutics is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or any other characteristic protected by law.