Senior Director, U.S. Rx Sales

Responsibilities

• Ensuring the sales organization is run effectively to ensure ALK US meets its financial objectives
• Partner with marketing to establish the key projects to assist with sales focus and goals
• Establish sales strategy to attain sales growth
• Develop sales direction to ensure Sales Growth Target is achieved
• Develop or enhance incentive plans to support sales growth
• Analyze key metrics (ROI analysis and KPIs) to track progress and determine where business is growing or declining to adjust strategies support growth
• Develop and maintain effective communication channels and teamwork
• Coordinate sales force coverage to optimize territories
• Ensure proper sales force planning for organizational growth
• Set clear expectations throughout the sales organization with: Executional excellence, Effective feedback, Timely accountability
• Sales force management: Coaching and Developing sales managers to achieve performance goals with established KPIs
• Ensure sales managers are monitoring their KPIs including key regional managed care changes and key account progress
• Work with sales managers to ensure alignment and collaboration with the cross-functional team
• Provide key areas for sales training improvements and the development of our sales talent
• Aid in the development of sales managers and representatives
• Ensure compliance with execution and facilitation of company and sales force (ALK Code of Conduct) policies and procedures
• Develop expense and sales projections

Requirements

• Minimum 5 years of sales team leadership experience in pharmaceutical, medical, or biotech sales
• Demonstrated success in leading sales leaders to achieve sales organization goals
• Proven success in building and leading a sales team, covering a large geography, and managing complex systems
• Successful record of hiring, coaching, developing a diverse team of sales professionals with ability to retain top talent
• Strong overall business acumen and growth-oriented, innovative thinking
• Possess strong communication skills, good interpersonal and problem-solving skills
• Process-oriented with proven success at optimizing the Sales function
• Tenacious character and excellent open probing skills with ability to build rapport with customers instantly
• Aptitude for engaging with diverse groups and skill in balancing both customer and organizational priorities

Qualifications

• Minimum 5 years of sales team leadership experience in pharmaceutical, medical, or biotech sales
• Demonstrated success in leading sales leaders to achieve sales organization goals
• Proven success in building and leading a sales team, covering a large geography, and managing complex systems
• Successful record of hiring, coaching, developing a diverse team of sales professionals with ability to retain top talent
• Strong overall business acumen and growth-oriented, innovative thinking
• Possess strong communication skills, good interpersonal and problem-solving skills
• Process-oriented with proven success at optimizing the Sales function
• Tenacious character and excellent open probing skills with ability to build rapport with customers instantly
• Aptitude for engaging with diverse groups and skill in balancing both customer and organizational priorities

Skills

• Strategic leadership
• Commercial expertise
• Market access understanding
• People development skills
• Leveraging existing relationships with advocates, allergists, ENTs, and PCPs
• Driving business growth
• Growing new business throughout the U.S.
• Effective sales professionals (First line sales managers and sales representatives)
• Effective feedback
• Timely accountability
• Executional excellence
• Communication skills
• Interpersonal and problem-solving skills
• Process-oriented
• Open probing skills
• Engaging with diverse groups
• Balancing customer and organizational priorities

Benefits

• Excellent benefits including medical, dental, and vision
• Life and Disability insurance covered at 100%
• 401(k) plan with generous employer contribution
• 12 company-paid holidays per year