Pharmacyclics, LLC

Head of Sales

Sunnyvale, CA, United States
Apr 19, 2019
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time
Pharmacyclics is committed to the development and commercialization of novel therapies intended to improve the quality and duration of life and to resolve serious unmet medical needs for cancer patients. Pharmacyclics is a wholly-owned subsidiary of AbbVie (NYSE:ABBV), a global, research-based biopharmaceutical company. Oncology is a key therapeutic area for AbbVie, with a portfolio consisting of three marketed products and a pipeline containing multiple promising new molecules that are being studied in more than 200 clinical trials for over 20 different types of cancer.

More than 1,200 Pharmacyclics and AbbVie research scientists, clinicians, marketing, operations and corporate professionals work in the San Francisco Bay Area. They combine their expertise in immuno-oncology, stem cells, and cell-signaling with their knowledge of bispecific antibodies, antibody-drug conjugates (ADCs), and covalent-inhibitor technologies to discover and develop novel cancer treatments. Together, we are striving to outsmart cancer.

To learn more about us, please visit us at

Head of Sales

General Position Summary/Purpose:

The successful candidate will build and develop a sales organization for the US, exhibit leadership skills, have demonstrated a strong understanding of and use of data and have documented solid performance in sales, sales force development, and cross functional partnerships/influence capabilities.

The incumbent will have the overall responsibility of managing the Sales force, performance evaluation, compensation schemas, efficient and effective measurements of all sales force. This position will require a strong ability to work cross-functionally with a sophisticated hematology/oncology customer base and internal functions. Tracks and reinforces measures of sales force effectiveness (i.e., adherence to strategy, tactical implementation, program planning proper use of funds, reach and frequency on targets, etc.) at the national level in order to meet corporate sales objectives.

Key Accountabilities/Core Job Responsibilities:

• Deliver sales targets for Imbruvica

• In collaboration with Marketing, develop and oversee brand strategies, goals and targets

• Prepare launch strategies and tactics for upcoming expected approvals

• Sales force size and structure evaluation and implementation

• Establish incentive plans to drive execution

• Develop mechanisms and execute on processes to regularly monitors and tracks sales performance/progress, including development of budget and use of budget/resources.

• Work regularly with direct reports and their team members in the field

• Establish and maintain productive and collaborative working relationships with cross functional groups and peers across franchises.

• Ensure compliance with all laws, regulations and policies that govern the conduct of commercial activities.

Competencies Prioritized for Role:

• Inspiring and influencing - proven ability to mobilize a large field organization and influence brand and cross functional partners

• Strategic agility - proven ability to build and execute launch plans in conjunction with supporting existing in-line priorities

• Collaboration and teamwork - proven ability to successfully partner with multiple marketing partners

• Decision making - ability to leverage qualitative and quantitative data to develop sales direction, inform strategy and evaluate performance

Qualifications and Experience:

• Bachelors Degree

• MBA or other related graduate-level degree is preferred

• 12 or more years of work experience in the Pharmaceutical and/or BioTech space

• Hematology/Oncology sales/marketing experience is required

• Previous experience with a US product launch is required

• 5+ years of previous field sales management experience in the pharmaceutical industry is preferred, biotech or related industry; National Sales Leadership is preferred

• 3 years or more previous product marketing or similar experience in the pharmaceutical, biotech industry

• Previous experience working in or with support functions such as Sales Training, Sales Operations, or Market planning is preferred

• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals, for larger-scale sales or marketing organizations

• Previous experience leading larger-scale business planning processes, to include development & implementation of such plans, goals and metrics

• Demonstrated ability to successfully motivate, develop and coach others.

• Experienced at successfully leading cross-functional teams and influencing with and without authority.

• Excellent oral, written and presentation skills

• Ability to travel approximately 40% of the time

Equal Opportunity Employer Minorities/Women/Veterans/Disabled