Area Business Director - Southeast

PRIMARY RESPONSIBILITIES

• Own and deliver regional sales performance across a team of :4-6 Key Account Managers
• Translate national strategy into actionable regional and territory-level execution plans
• Analyze regional performance trends, market dynamics, and competitive landscape to inform strategy and resource allocation
• Establish and coach to clear performance expectations, KPIs, and accountability frameworks aligned to organizational and sales goals
• Identify risks and opportunities early; proactively adjust strategy to ensure goal attainment
• Proactively and strategically pursue interactions with key decision makers; interactions include IDN Leadership, Hospital Leadership, Infusion Clinic Leadership, Key Opinion Leaders and other key stakeholders.
• Lead, coach, and develop a high-performing team of KAMs, fostering a culture of accountability, continuous improvement, and execution excellence
• Provide consistent, hands-on field coaching, including joint customer calls, strategic account reviews, and real-time feedback
• Elevate team capabilities in strategic account management, clinical acumen, and complex selling environments
• Arrive at, retain top talent; create individualized development plans and succession strategies
• Inspire a values-driven culture where integrity, grit, and ownership guide behaviors and decisions
• Maintain executive-level relationships with key institutions, health systems, and KOLs across the region
• Support KAMs in navigating complex accounts, removing barriers to access, and advancing strategic opportunities
• Engage directly in high-priority accounts and critical negotiations to drive business outcomes
• Ensure a deep understanding of regional market access dynamics, payer environment, and institutional decision-making processes
• Ensure consistent, compliant execution of marketing strategies and tactical plans across the region
• Drive disciplined use of CRM and analytics to monitor performance, guide decision-making, and optimize resource deployment
• Foster operational rigor and efficiency across territory management practices
• Operate effectively within a matrixed organization, partnering with Marketing, Market Access, Medical Affairs, and other key stakeholders
• Align regional insights with cross-functional teams to inform strategy, messaging, and resource allocation
• Serve as a critical feedback loop between the field and leadership to shape ongoing business decisions
• Drive a culture of learning and adaptability, encouraging the team to test new approaches and challenge the status quo
• Leverage data, insights, and field intelligence to continuously refine strategies and elevate performance
• Stay current on clinical advancements, competitive activity, and evolving healthcare landscape

QUALIFICATIONS

• Bachelor’s Degree required; Advanced Degree preferred (MBA, MPH, PharmD, or related field.)
• 10+ Years of related pharmaceutical sales experience. Proven leadership experience in specialty pharmaceutical sales, including management of field-based teams.
• Demonstrated success driving results through others in complex, highly competitive markets.
• Strong understanding of drug development, commercialization, and specialty market dynamics.
• Advanced strategic thinking and analytical capabilities.
• Exceptional coaching, communication, and influencing skills.
• Ability to lead within a matrixed organization and effectively leverage cross-functional resources.
• High degree of business acumen, accountability, and execution focus.
• Working knowledge of the targeted geographical area, highly preferred.
• Preferred experience leading teams in complex institutional or IDN environments.
• Preferred prior responsibility for regional or multi-state business ownership.
• Preferred established relationships with key healthcare systems and KOLs within the region.
• Valid driver’s license and clean driving record.
• Ability to travel within region as needed to fulfill leadership responsibilities and to attend conferences and sales meetings.