Senior Director, West Zone

San Francisco, CA, United States
Oct 07, 2020
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time

Position Overview

The Senior Director will report to the VP of Sales and lead five Regional Business Directors (RBDs) and their Sickle Cell Therapeutic Specialists. The primary goal of the West Zone Senior Director role is to provide leadership, vision, coaching, support, and mentorship to the entire West Zone sales organization, and to ultimately achieve or exceed financial goals and quotas established for the zone. The Senior Director must be a strong and competent communicator of strategy, vision, tactics, and other initiatives of the Company to their teams. This includes capturing the spirit and intent of initiatives and communicating as an owner of these initiatives. The Senior Director will represent the interest of the home office to the field and represent the interest of the field to the home office demonstrating teamwork and partnership within the Commercial Organization and other key supporting functions.

This position can be based out of the following preferred locations: San Francisco, CA / Los Angeles, CA / Las Vegas, NV / Dallas or Houston, TX / Chicago, IL / Denver, CO

The ability of the Senior Director is to achieve this goal will be driven by the following key success factors:
  • Attract, engage, develop and retain top performers and high potentials within the sales organization. Develop talent in alignment with business needs and succession goals for the organization. Coach RBDs to consistently manage performance and hold high performance standards through motivating and inspiring the teams they lead
  • Translate product strategies and tactics into specific zone, region, and territory plans and manage the execution of those plans to drive the achievement of the financial goals
  • Provide leadership and vision to all personnel in the zone
  • Demonstrate initiative and analytical insight to ensure that zone market trends, challenges and opportunities, and the Company's response to those trends, challenges and opportunities, are effectively communicated across Commercial Operations
  • Leverage leadership and collaboration skills to manage, develop, and influence Key Customers, specifically, Key Accounts, and KOLs. The Senior Director will build and develop sustainable relationships with key customers

Leadership Competencies
  • Lives the Values: Embraces the GBT core values and exhibits behaviors that consistently reflect our core values
  • Execution and Results: Leverages resources and balances priorities to drive results and achieve business outcomes
  • Influence: Effectively persuades others and seeks out alternative points of view
  • Develops Talent: Develops individuals and teams, within and outside of one's direct area of responsibility, to support individual and organizational growth
  • Communication: Communicates in a clear and concise manner to both internal and external stakeholders
  • Accountability: Holds self and others accountable for outcomes, including successes and mistakes, and the behaviors used to achieve those outcomes
  • Teamwork and Engagement: Works with others towards a common goal and encourages others to perform their best
  • Strategic Perspective: Balances both short-term and long-term outcomes by integrating data and anticipating future directions

Essential Duties and Responsibilities:
  • Manage zone performance to achieve goals, and proactively provide zone insights and trends into the development and execution of plans
  • Recruit, hire, train, and develop Regional Business Directors
  • Coach RBDs in all aspects of job performance and ensure training and development of RBDs and the SCTSs in their zone
  • Conduct regular Field Rides as a primary source of understanding and assessing customer impact and feedback
  • Establish clear roles, responsibilities, objectives and metrics for team members consistent with the Nation
  • Serve as a role model for compliant behavior that is consistent with the mission, vision and values of the organization
  • Act as an effective conduit to represent the company vision and desired direction to the field, and ensure the field is effectively mobilizing and committing to achieving the company's stated visions and direction
  • Develop, present and execute Quarterly Business Reviews process at all levels
  • Prepare and implement development plans and ensure timely communication at the RBD and SCTS levels
  • Participate in development and implementation of national and zone sales strategy and tactics
  • Establish and maintain effective zone communications
  • Responsible compensation planning including salary adjustments, merit increases, promotions, etc.
  • Active participation in the POA Meeting planning process to ensure that Zone issues are identified and appropriately addressed at the strategy formulation stage. Deliver and execute on all POA Meetings

  • Bachelor's degree required, MBA preferred
  • Minimum of 10+ years' experience in the pharmaceutical industry
  • Minimum of 7 years' pharmaceutical or biotech sales management experience
  • Rare Disease launch experience preferred
  • Hematology experience or knowledge of the hematology market highly preferred
  • Must have experience across multiple commercial functions (i.e., sales, market access, marketing, training, etc.)
  • Proven successful track record of consistent high performance
  • Strong leadership, planning and organization, analytics, business acumen, decision making and problem- solving skills
  • Recognized as having a high sense of urgency with obtaining the appropriate level of insight and stakeholder input before driving decisions
  • Developer of people and organizations, inspires followership, and motivates employees to achieve a high- performance bar. Holds people accountable, rewarding for performance and addresses under-performance.
  • Extremely strong influencer and collaborator with demonstrated track record leading in the matrix
  • Takes ownership and solution oriented; fosters a One GBT culture
  • Excellent written and oral communication skills
  • Adherence to GBT's high ethical standards
  • Significant travel required
  • Driving is an essential duty of the job; candidates must have a valid driver's license to be considered

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.