Psychiatry Regional Business Director - Northeast

About the role

The Regional Business Director (RBD) for the Northeast region will lead field-based Area Sales Manager (ASM) and Account Manager teams to drive the sale and promotion of Lundbeck products in a distinct geographical region. This role requires a combination of leadership, strategic planning, and execution.

Responsibilities

• Develops and executes comprehensive plans to support the short- and long-term sales and revenue plans of the organization.
• Ensures business planning execution by the regional sales team via monitoring/reporting sales performance against key performance metrics. Adjusts metrics/targets as appropriate. Utilizes reports and other approaches to conduct business reviews and coaching and maintain highest levels of overall sales performance to desired objectives.
• PARTNERS WITH ALLIANCE PARTNERS TO DEVELOP INTEGRATED STRATEGIC BUSINESS PLANS AND TO ENSURE COMMERCIAL EXECUTION.
• ORGANIZES, PLANS, CONDUCTS, AND ATTENDS VARIOUS SALES AND SALES MANAGEMENT MEETINGS.
• WORKS CLOSER WITH PSYCHIATRY MARKETING DEPARTMENT TO PROVIDE APPROPRIATE LEVEL OF INPUT, AS WELL AS TO HOLD THE RESPONSIBILITY FOR SALES IMPLEMENTATION OF MARKETING PLANS.
• CORPORATES WITH THE MARKET ACCESS AND REIMBURSEMENT TEAM TO ENSURE COORDINATION OF PRIORITIES AND EFFORTS BETWEEN THE PAYER AND SALES GROUPS.
• LEADS BUDGETING AND EXPENSE MANAGEMENT FOR REGIONAL SALES TEAM.
• EXECUTES A TALENT STRATEGY WHICH INCLUDES THE DEVELOPMENT AND ENGAGEMENT OF THE SALES FORCE, AS WELL AS SUCCESSION PLANNING.
• PARTNERS WITH INTERNAL FUNCTIONS (E.G., SALES TRAINING, MARKETING, SALES OPERATIONS, MEDICAL, GOVERNMENT AFFAIRS) TO PROVIDE IMPORTANT FEEDBACK AND PROGRESS CHECKS REGARDING TRENDS, NEEDS, REPORTING AND COMPETITIVE DEVELOPMENTS.
• OVERSEES THE BUSINESS PLANNING SYSTEMS IMPLEMENTED BY THE AREA SALES MANAGEMENT TEAM.
• RESPONSIBLE FOR ADDITIONAL HOME OFFICE RESPONSIBILITIES ASSIGNED BY SENIOR MANAGEMENT.

Requirements

• Accredited Bachelor of Arts or Bachelor of Sciences degree from an accredited college or university.
• 5+ years of pharmaceutical salespeople 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.
• Computer literate, with proficiency in Microsoft Office software.
• Willingness to travel up to 70% domestically to meet/interact with customer base and internal personnel within assigned region; and typically attend internal/external conferences and meetings spanning locations within the United States.

Preferred Education, Skills and Experience

• Accredited Master of Business Administration.
• Psychiatry product experience.
• Previous cross-functional experience in operations, analytics, marketing, and/or training.
• 2+ years of second-line sales management.
• Marketing management, sales training management, or additional home office experiences.
• Previous experience working with alliance partners (i.e., co-promotions).
• Successful new product launch experience.