Territory Business Manager - San Diego

About the role

The Territory Business Manager (TBM) is accountable for delivering sustained business performance across a three-product hematology/oncology portfolio, with metastatic breast cancer (mBC) as the primary therapeutic focus and additional responsibility for relapsed/refractory acute myeloid leukemia (r/r AML) and chronic immune thrombocytopenia (cITP). The TBM develops and executes an integrated territory strategy that advances appropriate patient identification and treatment, expands customer access, and drives results across community oncology and hematology practices in a compliant, patient-focused manner. Success requires deep breast cancer experience, a demonstrated record of performance, and the ability to operate as the owner of a complex business. The TBM serves as the field integrator for key accounts, coordinating Rigel commercial resources and partnering effectively with Medical Affairs while maintaining clear role boundaries and compliance standards. The individual must translate market, account, customer, patient-flow, access, and competitive insights into focused priorities and disciplined execution. The San Diego territory encompasses San Diego, Palm Springs, inland Empire, and High Desert.

Responsibilities

• Drive portfolio performance. Meet or exceed sales objectives across mBC, r/r AML, and cITP, with the majority of strategic focus, customer engagement, and execution directed to the mBC opportunity.
• Own the territory business. Develop, maintain, and execute a comprehensive territory and account plan using performance data, patient-flow insights, market dynamics, competitive intelligence, access considerations, and customer needs.
• Prioritize for impact. Segment and prioritize accounts and customers based on opportunity, influence, readiness, access, and potential patient impact; establish clear objectives, actions, milestones, and measures of success.
• Deliver effective customer engagement. Conduct high-quality, compliant sales interactions with oncologists, hematologists, advanced practice providers, pharmacists, nurses, practice administrators, and other members of the care team.
• Lead with breast cancer expertise. Demonstrate strong knowledge of the mBC treatment landscape, relevant patient populations, treatment sequencing, biomarker testing, customer decision drivers, and evolving standards of care.
• Maintain portfolio expertise. Build and sustain disease-state, product, competitive, and marketplace knowledge in r/r AML and cITP while effectively balancing priorities across multiple promoted products.
• Navigate the access environment. Identify and address account-level access and reimbursement barriers by understanding formulary and pathway dynamics, payer policies, specialty pharmacy processes, patient-support resources, and operational workflows.
• Apply GPO insight. Use knowledge of group purchasing organizations, oncology networks, aggregators, contracting relationships, and practice economics to inform account strategy and enable appropriate access in a changing healthcare landscape.
• Coordinate cross-functional execution. Serve as the territory lead for aligned account planning with Sales Leadership, Marketing, Market Access, Patient Services, Business Operations, Training, and other commercial partners.
• Partner effectively with Medical Affairs. Collaborate with Medical colleagues in accordance with policies and role clarity; share appropriate field insights, coordinate customer needs, and support an integrated account experience without compromising scientific independence.
• Build trusted customer partnerships. Develop durable relationships by listening first, understanding clinical and operational needs, and delivering relevant value to the full patient-care team.
• Create access and resolve barriers. Mobilize appropriate internal resources to address customer needs, accelerate account readiness, and support effective product access and patient-service navigation.
• Generate actionable insights. Capture and communicate customer, competitor