Sr. Director, IDN and Field Sales

CSL Behring
Summit, New Jersey
Oct 10, 2020
Required Education
Bachelors Degree
Position Type
Full time
About CSL

With operations in 35+ nations and ~27,000 employees worldwide, CSL is driven to develop and deliver a broad range of lifesaving therapies to treat disorders such as hemophilia and primary immune deficiencies, and vaccines to prevent influenza. Our therapies are also used in cardiac surgery, organ transplantation and burn treatment.

CSL is the parent company of CSL Behring and Seqirus. CSL Behring is a global leader in the protein biotherapeutics industry, focused on bringing to market biotherapies used to treat serious and often rare conditions. CSL Behring operates CSL Plasma, one of the world's largest collectors of human plasma, which is used to create CSL's therapies. Seqirus is one of the largest influenza vaccine companies in the world and is a transcontinental partner in pandemic preparedness and a major contributor to the prevention and control of influenza globally.

We invite you to take a look at the many career possibilities available around the globe and consider building your promising future at CSL by becoming a member of our team!

Job Description

This is a field-based role reporting up to the Summit, NJ commercial office.

Job Summary:

To manage all aspects of US Seqirus business across 2 distinct Sales Teams: Regional Accounts (Integrated Delivery Networks) and Field Sales (Physician Offices). Achieve annual revenue totaling over $200m ($150+m profit). Achieve 30% growth rates year over year. Oversee the expansion of resources for IDNs and Field Sales over next few years (2x in headcount).

Responsible for building and maintaining executive level relationships across all major US customers within the IDN Retail and Wholesaler channels. Responsible for the successful negotiation of annual deals across ~100 customers.

Direct the evolution of the Field Sales team to focus on the right business and messaging; Influence Sales Enabling teams and Marketing to assure business needs are met

Responsible for influencing senior leadership (Executive Directors and VPs) on the strategy and tactical execution of the business. Influences peers, such as Marketing, Pricing, Operations on important customer/market information related to our strategy

Major Accountabilities
  • Leads the US Regional Accounts and Field Sales teams across two distinct customer channels (IDN and Field Sales) to achieve sales volume, revenue and/or profitability targets.
  • Directs enabling functions to develop work outputs that help drive strategic changes in the business
  • Liaises with internal functions to drive strategic projects, i.e. expansions, targeting initiatives, incentive comp evolutions, etc.
  • Develops and implements contract sales force strategy; Acts as executive liaison to third party contracts sales organization; Responsible for managing all aspects of CSO, including budget, hiring, structure, targeting, reporting, strategy, and execution.
  • Oversees and resolves the complex channel conflicts that occur across the US business
  • Develops commercial strategies and business plans that have short and medium term (up to 3 yr) impact on the growth of the business
  • Influences peers in marketing and pricing/contracting to set pricing and terms targets that are appropriate to meet our business objectives
  • Leads team to develop highly analytic and cross-functional business cases & proposals for specific customer contract offers that are in line with financial targets
  • Monitors complex market dynamics across channels and communicates implications to peers and senior leadership
  • Builds and grows a team of Sales Leaders and continues to develop them in order to meet US business objectives
  • Develops and maintains relationships with key IDN customers
  • Serves as a strategic and key member of the US Sales Leadership Team
  • Builds and develops a team culture and provides guidance to NAMs, RAMs and Field Sales team on meeting their objectives
  • Represents the Seqirus Customer Experience vision internally and externally; Drives strategic account approach that enables a greater customer experience across key customers; Acts as the voice of the customer with internal stakeholders to build Seqirus' acumen on customer challenges; Develops and executes business solutions at customers that help enhance Seqirus' partnership within Seqirus primary channels.
  • Liaises with internal teams on to focus them on customer experience upgrades (i.e. web enabled services) that help drive the business
  • Acts as a resource for NAMS, RAMs and RSMs and VSS in all aspects of their negotiations with customer accounts. Motivates and evaluates team members to full potential by setting challenging yet attainable goals based on customer strategic plan and targets
  • Plans and monitors annual unit budget effectively according to company and Comm Ops budgeting procedures
  • Builds relationships within and outside of Seqirus to meet goals; with multi-level and senior relationships to create a foundation for developing new business opportunities
  • Liaises with Contracts, Customer Operations, Legal, HR, Market Access, and Finance to ensure successful outcomes for the responsible channels
  • Uses available resources to improve regional account management and liaises with Marketing teams to develop pull-through plans and value-added service offerings

Minimum Requirements:
  • Bachelor's Degree in Business, Health Policy, Life Sciences or equivalent years' experience.
  • 12-15+ year' experience in healthcare/ pharmaceuticals with special focus on Sales and Marketing required
  • 7 yrs experience leading and managing teams
  • Significant experience in strategic and tactical/brand marketing and sales management in various organizations.