Regional Business Manager Specialty - Gulf Coast

Working from Home
Apr 28, 2022
Bachelors Degree
Full time
The Regional Business Manager is a field-based sales management professional with primary responsibilities to provide inspirational leadership and strategic direction to a team of 8-12 Neuroscience Area Managers to achieve performance objectives.

BUSINESS ACUMEN – This role will be accountable to develop and fully execute on the business plan and objectives for the assigned region including implementing and executing on marketing plan strategies within the region, maximizing budgets and resources, and managing metrics (e.g. call frequency and reach, sales to target).

PERFORMANCE MANAGEMENT AND RESULTS DELIVERY- Responsible for the delivery of results through the development and management of the regional team. This is accomplished by conducting field day requirements and through effective coaching, mentoring and utilization of resources aligned with organizational vision. By developing people, this role will drive business by observing Area Managers interactions with key customers, providing them with individual coaching and feedback to develop them for success in current role and for future growth.

LEADERSHIP AND COACHING - As a role model the Regional Business Manager will inspire commitment, trust, collaboration and motivation for the shared vision by facilitating team communication, morale and effectiveness within their own team and/or cross functional teams. Managing multiple priorities and resources related to individual and group efforts. Additionally, will be asked to demonstrate strong business ethics, remain compliant and ensure each team member does the same

Essential Job Functions:

Business Skills and Acumen

  • Daily activities include, but not limited to, managing budgets and leveraging resources within assigned region to optimize revenue and achieve overall business plan objectives, analyze sales and operations data and metrics to improve effectiveness.
  • Work in partnership with the Avanir Marketing Team to establish field sales implementation strategies and tactics that ensure proper product positioning.
  • Develop and maintain strong working relationships with all members of the Avanir team including members of Managed Markets, Training, Sales Operations, Medical Affairs, and corporate staff.
  • Maintain knowledge and understanding of payer mix, reimbursement environment, and distribution in assigned region.

Performance Management and Results Delivery

  • Responsible for the delivery of results through the development and management of the Neuroscience Area Managers.
  • Ensure Neuroscience Area Managers have direct accountability for their given geography and clearly understand performance expectations.
  • Provide consistent, timely and accurate performance feedback based on your observations of key customer interactions. as part of an overall performance management process through timely assessment of performance using quantifiable outcomes.
  • Manage T&E and program budgets.
  • Recruit and retain top Neuroscience Area Managers for long-term success in given Region.
  • Ability to engage in difficult conversations (Managerial Courage) to improve performance where necessary.

Leadership and Coaching

  • Effectively provide inspirational leadership, strategic direction and manage 8-12 Neuroscience Area Managers within an assigned region with accountability for recruiting, training, and skill development toward the expansion of business opportunities and achievement of sales and market share goals. 
  • Fully invest in the professional development of all Neuroscience Area Managers within assigned region by partnering with Human Resources to ensure the continued development of promotable candidates and succession planning.
  • Coach, motivate and develop Neuroscience Area Managers to realize maximum potential through observing and identifying strengths and areas of opportunity to ensure constant talent development.
  • Able to influence, inspire, manage during adversity.
  • Establish work standards that are aligned with Avanir's corporate culture, vision, and values. Adhere to company standards for personal honesty, integrity, trust, respect and accountability. Perform all responsibilities in accordance with Avanir policies and procedures and applicable state and federal rules and regulations.
  • Strict adherence to all compliance and promotional guidelines, and ensure that team also adheres to these standards.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.  

Education and Qualifications:

  • Bachelor’s degree is required
  • 7+ years of pharmaceutical/biopharmaceutical sales experience with at least 3 years in sales management
  • Sales Management experience with no alliance, partnership, and/or overlap (district/region)
  • Proven and documented track record of sales success and leading sales team in an environment requiring high accountability and maintaining a high level of performance
  • CNS experience is preferred
  • Previous experience in corporate-office or other field-based roles (e.g. Managed Care/Key Accounts, Training, Sales Operations, Marketing) a plus.
  • Proven leadership and management skills.  Excellent business acumen.  Ability to learn complex technical / scientific information and effectively communicates to internal team and external audience of health care professionals.  Takes ownership and demonstrates an entrepreneurial approach in managing an assigned region and field sales team. Proactively identifies obstacles and responds by developing and implementing action plans to achieve challenging goals.  Provides timely guidance and feedback to help others strengthen specific knowledge/skill areas needed to accomplish a task or solve a problem.
  • Uses appropriate methods and a flexible interpersonal style to help build a cohesive team (Situational Leadership) facilitates the achievement of team goals.  Sets high standards of performance for self and others; assumes responsibility and accountability for successfully completing assignments or tasks.  Makes customers and their needs a primary focus of one’s actions; develops and sustains productive customer relationships.
  • This position will require individuals to be fully vaccinated against COVID-19 as part of your job responsibilities.

Commitment to Diversity & Inclusion:

Avanir’s commitment to diversity and inclusion is essential to realizing our mission, vision and values. We recognize that differences in age, race, gender, religion, nationality, sexual orientation, physical ability, thinking style and background enrich our work environment and help us better serve patients, caregivers, customers and the broader community. We are committed to developing an inclusive workplace that attracts and retains diverse individuals and creates opportunities for growth and advancement.

Physical Requirements:

This position primarily works out of a vehicle, office environment or facility. It requires the ability to sit or stand for long periods of time and frequent walking. Daily use of a computer, phone, office equipment and other computing and digital devices is required. May be required to stand for extended periods when facilitating meetings or walking in the offices or facilities.  Travel by vehicle plane and other means is necessary, so the ability to operate a motor vehicle and maintain a valid Driver’s license or effectively navigate public transportation is required. While performing the responsibilities of the job, the employee must be able to read and respond to interoffice communications as well as effectively participate and lead meetings. The employee is often required to sit and use their hands and fingers, to lift up to 20 lbs., pull, push, carry, handle or feel.  The employee is required to carry, handle items, reach with arms and hands, to stoop, kneel, or crouch. Mental demands may require prolonged concentration, reading comprehension, understanding and interpretation of concepts, ideas and philosophies.  The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described unless such accommodations would cause Avanir an undue burden.

Work Environment:

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job unless such accommodations would cause Avanir an undue burden. While performing the duties of this job, the employee is exposed to moving vehicles, carts, and mechanical equipment (copiers, computers, coffee machines). May be subject to smells and odors. The noise level in the work environment is usually quiet to moderate.

EEO Statement:

As an equal opportunity employer, Avanir Pharmaceuticals is committed to providing all applicants and employees with equal access to employment opportunities, regardless of sex, race, age, color, national origin, ancestry, disability, pregnancy, religion, genetic information, sexual orientation transgender status, gender identity, marital status, military or veteran status, or any other characteristic protected by federal, state, or local law.  All Avanir Pharmaceuticals employees, officers, principles, agents, and representatives are expressly prohibited from engaging in unlawful discrimination.  Consistent with federal, state, and local requirements, Avanir Pharmaceuticals will reasonably accommodate any qualified individual with a disability if such accommodation would allow the individual to perform the essential functions or the job, unless doing so would create an undue hardship.

Avanir Pharmaceuticals shall abide by the requirements of 41 CFR-60-300.5(a) and 60-741.5(a).  These regulations prohibit discrimination against qualified individuals on the basis of protected veteran status or disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and individuals with disabilities.