Regional Business Director - Mid-West

About the role

The Regional Business Director (RBD) will build and lead a team of Neurology Account Specialists, launch approved products, create and execute strategies, develop people, manage performance, and drive results for Shionogi’s approved products. This experienced sales leader will leverage strong business acumen, in-depth knowledge of the specialty pharmaceutical market, and significant launch experience. The RBD will use a highly collaborative, customer-focused approach to achieve goals and analyze sales data to identify opportunities for growth or areas of concern. Responsibilities include sales management, pre-launch activities, strategic business planning, and implementation of approved products for the assigned region.

Responsibilities

• Utilize knowledge of institutions, market access, and key customers to optimize national strategy and drive business results at the regional level.
• Participate in the formulation of national/regional sales strategies and execute them within the geographic area.
• Establish and manage regional expense budgets; ensure appropriate resource utilization and planning.
• Drive the selection and hiring of Neurology Account Specialists.
• Provide ongoing coaching, performance feedback, and inspiration to build a high-performing and engaged team.
• Ensure the regional sales team operates in full compliance with company policies and corporate governance.
• Inspire ownership, accountability, initiative, and engagement by regularly communicating vision, business objectives, performance outcomes, and future action steps.
• Identify and seize opportunities to build organizational efficiency and process improvements to positively impact business results.
• Partner with CADs, DPAs, MPAs, HUB, and other personnel to develop strategies, build relationships, and ensure corporate objectives are achieved.
• Develop, nurture, and maintain professional relationships with targeted KOLs, including physicians, medical staff, and key center personnel.
• Anticipate potential business challenges and take a proactive, self-directed approach to address them.
• Adjust priorities to ensure business needs are met; maintain exceptional proficiency in selling skills, clinical, market and product knowledge, and the regional business environment.
• Act as a company ambassador; present a professional image and represent the company, products, and people with integrity and respect.
• Complete tasks and projects assigned by the Sr. Director, National Sales.
• Ensure all activities are in compliance with applicable regulations and pharmaceutical guidelines.

Relationships

Reports directly to the Sr. Director, National Sales. Hires, motivates, develops, and directs a team of field-based Neurology Account Specialists in the assigned region. Collaborates with field-based and internal colleagues up to senior levels, particularly in Sales, Sales Operations, Medical, Compliance, and Human Resources. Interacts regularly with external contacts including Key Opinion Leaders (KOLs), physicians, healthcare providers, administrators, and HUB personnel.

Qualifications

• Education: BA/BS degree required; advanced degree preferred.
• Professional Experience: Minimum of 7 years of pharmaceutical sales experience, with at least 5 years in sales management.
• Preferred Experience: Neurology, Rare Disease, CNS, Orphan Drugs, new product launches, and hiring, selection, and development of sales teams.
• Knowledge and Skills:
  • In-depth understanding of the pharmaceutical industry and regulations/guidelines pertaining to pharmaceutical sales.
  • Buy and Bill, hospital, and institutional knowledge is highly preferred.
  • Business acumen, strong bottom-line orientation, entrepreneurial spirit, and resourcefulness.
  • Leadership and motivational skills with demonstrated ability to observe, assess, and develop sales staff.
  • Superior oral/written communication and presentation skills.
  • Proficiency in MS Office (Outlook, Word, Excel, and PowerPoint).
  • Ability to travel up to 50%+, including frequent overnight stays.

Pay

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