Area Business Lead, Hospital (Anti-Infectives) - West

Lead, coach, hire, and develop a highly talented team of hospital Key Account Managers (KAMs) who interface directly with Health Care Professionals and other stakeholders within the institutional setting. Drive optimal access for assigned products, meet or exceed established goals, and ensure adherence to all Shionogi policies and regulations.

Responsibilities

• Create and implement a Key Account Management strategy aligned with territory account plans to achieve monthly, quarterly, and annual product access and launch objectives.
• Recruit, hire, train, and retain a diverse, high-performing team of hospital KAMs, proactively developing talent for future vacancies.
• Identify and address KAM performance challenges, partnering with management and HR on disciplinary action when needed.
• Develop KAMs through observation, coaching, and feedback, documenting performance in Field Coaching Reports, Mid-Year Reviews, and Year-End Reviews.
• Act as a "Player-Coach" in priority accounts, strategically communicating clinical data to executive stakeholders and KOLs.
• Provide regular, candid feedback on communication, account management skills, and performance.
• Develop and execute Business Plans to achieve regional and national goals, analyzing KAM territory performance and utilizing data to create tactical plans.
• Maintain high standards for product knowledge, activity, and account management skills, coaching KAMs on assigned products, treatment regimens, competitors, and market trends.
• Plan and execute effective KAM team meetings aligned with company objectives and strategies.
• Conduct consistent field coaching days with each KAM.
• Build and maintain relationships with key strategic accounts and stakeholders within the region.
• Communicate candidly and timely with management, Regional Account Managers, brand leadership, and internal/external stakeholders.
• Serve as a compliance role model for company policies and regulations.
• Manage team budget and resources, maintaining complete records and submitting reports as required.
• Demonstrate agility, adjusting style to meet situational needs and dedicating time to self-development.
• Focus on customer excellence by building relationships and delivering innovative solutions to meet internal and external customer needs.
• Develop positive relationships with Regional Account Managers to meet and exceed company access goals while adhering to ethical business practices.

Requirements

• BS/BA degree required; MBA/MS preferred.
• Minimum 10 years of successful sales/management experience in the pharmaceutical industry; anti-infective experience highly preferred.
• Previous experience as a hospital pharmaceutical district manager is preferred.
• Proven track record as a people manager or peer leader with mentoring and coaching experience, and consistent high performance in a hospital pharmaceutical sales team.
• Strong understanding of hospital product purchasing, ordering, administration, formulary processes, and reimbursement policies.
• Ability to navigate hospital and institutional systems to access key decision-makers.
• Experience building rapport and relationships within institutional settings to expand product awareness and utilization.
• Competencies in communicating clinical data, business-to-business influencing, and strong oral/written/presentation skills.
• Demonstrated business acumen, selling skills, leadership, and coaching/training/development abilities.
• Strong initiative, judgment, decision-making, strategic planning, and adaptability.
• Flexibility to embrace and lead change, proactively taking ownership of situations.
• Proficient in MS Office Suite (Word, PowerPoint, Excel, Outlook).

Other Requirements

• Complete full onboarding curriculum and pass live call certification and mock objections during ride-along training.
• Valid driver’s license with a clean driving record; ability to pass a background check and meet Shionogi’s Fleet/Car Allowance Policy standards.
• Valid licenses and credentialing required for the assigned territory.
• Significant field travel (approximately 80%), including overnight and/or weekend travel.
• Attend refresher meetings on product and disease-state updates.
• Ability to drive or fly to target accounts, customers, meetings, and conventions.

Essential Physical and Mental Requirements

• Ability to articulate clearly and conduct verbal presentations to large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images <18” away for extended periods (up to 4 hours at a time).
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods (up to 4 hours at a time).
• Ability to lift, tug, or pull up to 15 pounds.

Pay

The base salary range for this full-time position is $170,000 - $235,000. Individual pay is determined by job-related skills, experience, and relevant education or training. The range does not include comprehensive benefits, bonus, long-term incentive, applicable allowances, or additional compensation associated with this role.