Ferring Pharmaceutical 5000 Estate Enighed, Independence, KS 67301, USA
Sep 16, 2019
The Regional Business Director (RBD) is responsible for development of FERRING’s Urology/Oncology BU leading a team of sales specialists ranging from 8 to 12 personnel. The RBD will be responsible for forging and sustaining critical customer relations, leveraging appropriate resources, managing and coordinating business plans across all customer segments, overseeing business development and product promotion across large regional geography, as well as the hiring, retention, and professional development/ management of account specialists on his/her team. Responsibilities VISION / STRATEGY: Lead the development, implementation and communication of strategic regional sales plans which align with business goals, and provide strategic and tactical input to senior management on sales, operating issues, and profitability goals In this highly visible, key leadership role, the RBD will build the capabilities of regional sales management and the field sales team while partnering with Marketing, Key Accounts, Market Access, Reimbursement, Patient Services, Regulatory and other functional areas to develop and execute sales strategies which meet and/or exceed defined goals LEADERSHIP: The Regional Business Director will lead a best-in-class regional sales team and will maximize revenue growth and profitability The RBD will exude an enterprising mindset by understanding the ‘big picture” and collaborating with constituents to motivate towards a shared vision, driving performance on a national level. The RBD will be a highly collaborative leader who is charismatic, energetic and driven and thrives in a nimble, entrepreneurial organization with minimal direction. Navigate sales process with executive presence, finesse and integrity and lead the effective negotiation of mutually beneficial agreements with customers. Develop and maintain relationships with customers and other industry executives which advance and enhance the company’s position in the urology/ oncology marketplace, and presence in the industry. Establish and maintain relationships with thought leaders, professional organizations and partner companies. Challenges the status quo. Sets aggressive goals and priorities aligned with corporate priorities. Makes timely decisions even when information is incomplete. Identifies and negotiates for resources necessary to achieve objectives. Demonstrates a sense of urgency to overcome obstacles and achieve measurable results; take-charge individual who is both resourceful and driven; consistently achieves objectives; steadfastly pushes self and others to achieve results consistent with the company’s mission and values. Holds self and others accountable for the achievement of performance expectations. Creates an environment that enables others to perform at their best. COMMERCIAL EXECUTION: The RBD will establish rigorous business fundamentals and metrics, drive sophisticated operational change, set high performance standards and deliver results across the business. The RBD will create impact by successfully leading, influencing and motivating high performance teams, adapting quickly to launch needs/adjustments, and navigating a dynamic and evolving market, to achieve and exceed expected results in a complex specialty environment Coaching sales representatives in line with FERRINGS‘s sales model to drive sustained improvement in core sales competencies; this to include product as well as reimbursement/ fulfilment skills sets. Participate in Sales field rides, target planning, territory alignment, develop employees based on results Oversee the development of regional sales forecasts that align to organizational goals, leveraging analysis and interpretation of general economic, industry, marketing and sales data The RBD will set goals and expectations to grow 50% faster than the industry, in line with FERRING’s corporate expectations Requirements: Bachelor degree with emphasis in Business, Marketing, Sciences or related field required; advanced degree a plus. 10+ years in the pharmaceutical industry. 4+ years’ leading sales teams. Broad commercial breadth of work experience, which may include (Marketing, Training, Key Accounts, Market Access, etc.) Demonstrated track record of accomplishment in sales management, delivering top line growth and bottom line results. Experience with Specialty therapeutic area strongly preferred; complex “buy and bill” products a plus; Urology/ Oncology/ Infusion/ Diagnostics experience highly-valued. Product launch experience preferred. Demonstrated ability to develop and execute innovative, comprehensive and successful sales strategies and plans and communicate them clearly and effectively within the organization to gain alignment and drive results through a focused and disciplined approach. Proven sales performance as evidenced by % to quota, ranking reports and recognition awards. Expert at navigating complex key account management and success in pulling through sales, leveraging relationships at all levels and layers within the process. Thorough understanding of healthcare regulatory and enforcement environments. In-depth understanding of billing, coding and reimbursement for physician administered treatments. Collaborative leader and organizationally savvy team player with a track record of successfully leading, influencing and motivating high performance teams to achieve results. Proven experience leading others through change in highly complicated and competitive environment. Ability to build, engage and motivate and coach highly effective cross-functional teams. Exceptional leadership skills with both direct-line and within a matrix management setting. Demonstrated ability to lead people and get results through others; ability to foster and inspire change in individuals and organizations. Success in turning around underperforming teams. Demonstrated track record of coaching and developing next-generation leaders. Influence across functional and regional boundaries. Polished executive presence and exceptional interpersonal and communication skills (verbal, written and presentation) to effectively address individuals across all levels. Adept at presenting/discussing business performance with executive management team. Strong negotiation skills, business acumen and analytical prowess; demonstrated success in negotiating, executing and implementing contracts. Demonstrated experience crafting value propositions and messaging which are effectively communicated to customers. Independent thinker with analytical savvy. Ability to quickly manipulate numbers, draw conclusions and exhibit solid problem solving. Financially savvy. Proven financial planning and budget management capabilities. Demonstrated ability to develop consistent and reliable forecasting methodologies. High EQ. Ability to build consensus between multiple constituents. Track record of establishing effective relationships through mutual respect and trust in dealing with others. Comfortable navigating in ambiguity, able to balance process with agility and able to make timely and insightful decisions and to solve problems. Able to prioritize effectively, addressing short-term needs while maintaining a focus on long-term strategies. Superior strategic thinking skills, creativity and the capacity to uncover new business opportunities in the absence of complete resources and direction. Resourceful with strong networking skills. Entrepreneurial attitude and/or experience in a start-up environment. Autonomous, self-starter who thrives in a fast-paced, dynamic, “Roll up your sleeves” culture. Strong motivation to create an impact. High energy, drive for results and passion for winning. Champions continuous learning / knowledge with a track record of establishing a culture of accountability and commitment to broad business goals. Highly ethical and patient-centered. Demonstrated passion for improving patient outcomes and patient care delivery. Valid driver’s license in good standing.