Neurology Regional Business Director - West (2nd Line Sales Leader)

Employer
Lundbeck
Location
Los Angeles, CA
Posted
May 24, 2022
Ref
2947
Hotbed
Biotech Beach
Required Education
Bachelors Degree
Position Type
Full time

Neurology Regional Business Director - West

 

The region includes states mostly west of the Mississippi (Also Includes MN, MI, WI, IL, IN and parts of KY)

 

SUMMARY

The Regional Business Director (RBD) is responsible for leading field-based Area Sales Managers (ASM) and Biopharmaceutical Account Managers (BAM) to drive the sale and promotion of Lundbeck products in a distinct geographical region.  The product portfolio currently includes both medical benefit and specialty distribution for infusion therapy.  The RBD will utilize robust analytic skills in the development and execution of regional strategies and tactics, including the identification of strengths that will create success and weaknesses/threats which need to be minimized.  The RBD is expected to meet or exceed sales goals and achieve all other financial and operational goals.  Working with their ASMs, the RBD will execute the defined strategies and tactics, including but not limited to: business planning and performance metrics, resource planning and allocation, managed market access and pull-through, succession and talent development, and leadership and management of the sales force.  A key focus and skill in this role will be in the professional development of the ASM and their abilities to upskill the performance and capabilities of their BAMs.  The RBD is accountable for leading the business in a manner which ensures compliance with all Lundbeck business guidelines. 

 

ESSENTIAL FUNCTIONS

  • Develops and executes comprehensive plans to support the short and long-term sales and revenue plans of the organization.
  • Reports to the Vice President of Neurology Sales.  Oversees the execution of the vision and focus of the Business Unit by the Sales Team Region. 
  • Ensures business planning execution by the regional sales team via monitoring/reporting sales performance against key performance metrics. Recommends adjustments to metrics/targets as appropriate. Utilizes reports and other approaches to conduct business reviews and coaching to maintain the highest levels of overall sales performance to desired objectives.
  • Works closely with the marketing department to provide appropriate level of input, as well as to hold the responsibility for sales implementation of marketing / brand plans.
  • Coordinates with the Market Access and reimbursement team to ensure alignment of priorities and efforts between the payer and sales groups.
  • Leads budgeting and expense management for the Region.
  • Performs field travel to meet key customers and customer groups to understand needs, solve problems, develop relevant strategies and actions.
  • Assesses talent and performance abilities of the sales team in the Region, while also playing an integral role in upskilling the sales team. 
  • Has a committed focus and passion around development of current talent and creates individual development plans for each ASM.
  • Partners with HR and VP of Neuro Sales in talent discussions and strategy around the ASMs and BAMs in their Region, which involves succession planning and continual assessment of sales team members. 
  • Partners with internal functions (e.g., sales training, marketing, sales operations, government affairs, etc.…) to provide important feedback and progress checks regarding trends, needs, reporting and competitive developments.
  • Organizes, plans, conducts and attends various sales and sales management meetings.
  • Oversees the business plan as proposed by the area sales management team.
  • Responsible for additional home office responsibilities assigned by senior management.

 

REQUIRED EDUCATION, EXPERIENCE and SKILLS

  • Accredited Bachelor of Arts or Bachelor of Sciences degree
  • 5+ years of pharmaceutical sales management experience leading diversified sales teams with successful results.
  • Demonstrated ability to instill trust and drive results through others.
  • Demonstrated ability to lead a region and leadership team in creating and executing strategic plans.
  • Ability to develop talent through the identification of development strategies and resources, with an emphasis on feedback and coaching.
  • Robust financial acumen.
  • Exceptional communication skills.
  • Strong analytical capability.
  • Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck 
  • Preference for the RBD to live in the Region; however, the RBD must live, at a minimum, in a region which shares a border with the assigned region.
  • Valid driver’s license with a safe driving record that meets company requirements
  • The Company requires all employees to be fully vaccinated against COVID-19 as a condition of employment. Newly hired employees must be fully vaccinated against COVID-19 and provide proof upon hire, or request a medical or religious accommodation

 

PREFERRED EDUCATION, EXPERIENCE and SKILLS

  • Accredited Master’s Degree
  • Live within the region boundary
  • Injectable/infusion sales experience within a buy & bill Medicare Part B/Medical benefit environment or other comparable reimbursement experiences
  • Experiences with Infusion products in multiple sites of care (Home Infusion, Specialty Pharmacy, Infusion Center, Hospital etc..)
  • Experience in medical or specialty pharmacy benefit market with strong level of understanding of price, government payer, and specialty pharmaceutical markets
  • Previous success in managing and providing direction in navigating complex integrated health systems (hospitals, clinics)
  • Previous CNS/Neurology experience in Migraine, Neurology and/or Biologics
  • Product launch or expansion experience, particularly in a new therapeutic class
  • Previous experience building and developing effective teams
  • Marketing management, sales training management, or additional home office experiences.

 

TRAVEL

  • Willingness/Ability to travel up to 70% domestically.  International travel may be required.

 

The range displayed is specifically for those potential hires who will work or reside in the state of Colorado and Connecticut, if selected for this role, and may vary based on various factors such as the candidate’s qualifications, skills, competencies and proficiency for the role. Salary Pay Range: $200,000 - $230,000 and eligibility for a sales incentive target of $66,000 and eligibility to participate in the company’s long-term incentive plan. Benefits for this position include flexible paid time off (PTO), health benefits to include Medical, Dental and Vision, company match 401k and company car. Additional benefits information can be found on our career site.

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Why Lundbeck

Lundbeck is unique from other biopharmaceutical companies in that we are 70 percent owned by a research-focused foundation. We have a deep heritage of discovery and have brought breakthrough therapies to millions of people across the globe. And we're just getting started! Our success is driven by our great people and inclusive culture, which is guided by our beliefs of being Patient-Driven, Courageous, Ambitious, Passionate & Responsible. Are you ready to make an impact, one patient at a time? 

 

Lundbeck offers a robust and comprehensive benefits package to help employees live well and protect their health, family, and everyday life. Information regarding our benefit offering can be found on the U.S. career site.

 

 

Lundbeck is committed to working with and providing reasonable accommodations to disabled veterans and other individuals with disabilities during our employment application process. If, because of a disability, you need a reasonable accommodation for any part of the application process, please visit the U.S. career site.

 

Lundbeck is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, and any other characteristic protected by law, rule, or regulation. Lundbeck participates in E-Verify.