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Regional Oncology Manager, Rare Disease - West in Los Angeles, CA at DSI

Date Posted: 12/5/2018

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Job Description

Join a Legacy of Innovation 110 Years and Counting!
With over 100 years of scientific expertise and a presence in more than 20 countries, Daiichi Sankyo and its 15,000 employees around the world draw upon a rich legacy of innovation and a robust pipeline of promising new medicines to help people. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, under the Group’s 2025 Vision to become a “Global Pharma Innovator with a Competitive Advantage in Oncology,” Daiichi Sankyo research and development is primarily focused on bringing forth novel therapies in oncology, including immuno-oncology, with additional focus on new horizon areas, such as pain management, neurodegenerative diseases, heart and kidney diseases, and other rare diseases.

Job Summary
The Regional Oncology Manager is responsible for overseeing the sales execution of oncology product(s) within their geographic Region. This role represents the Region for all business applications and plays a vital role in fostering the company’s culture, reputation and image. Key responsibilities include the ability to drive the national sales strategy throughout assigned geography, cultivate a motivated and highly performing sales environment, and lead, manage, coach and develop a diverse high performing sales team to achieve and/or exceed sales goals. This includes the identification and development of key talent for future leadership roles within the organization. Additionally, this role is responsible for having a thorough understanding of the business in the assigned Targeted Centers of Excellence, providing their National Sales Director with input into strategic business decisions and effectively allocating and leveraging company resources. The Regional Oncology Manager is responsible for coordination among the various partners of the Commercial Cancer CARE Team.

Develops and implements Regional strategic and tactical sales plans through effective resource utilization including Sales Management, Managed Markets and Home Office staff. Analyzes market data to evaluate sales trends within the Region and regularly reviews performance against objectives. Responsible for Regional business reviews with NSD and management team to ensure strategic and tactical sales plans are carried out. Consistently demonstrates good business acumen by creating, communicating and executing Regional selling strategies, enabling the Region to meet or exceed all relevant sales performance goals. The Regional Oncology Manager is responsible for coordination among the various partners of the Commercial Cancer CARE Team including Oncology Reimbursement Managers, Clinical Nurse Managers, Account Managers and Medical Science Liaisons, as appropriate and allowed by company policy and procedure. Additionally, the Regional Oncology Manager is responsible for ensuring that all results are achieved in compliance with all company policies and practices, plus, all applicable federal, state, and local regulations.

Recruits, hires, trains, retains, develops and leads diverse, high performing Oncology Territory Managers to their full potential. Promotes the fair, objective and consistent resolution of employee relations and compliance issues by coaching representatives and partnering with Human Resources and Compliance. Monitors District compliance of Field Sales promotional activity, ensuring appropriate reporting procedures are taking place. Conducts field travel with each Oncology Territory Manager on a consistent basis, calling on Targeted Centers of Excellence, key accounts, institutions and customers as assigned by the company. Establishes, models and maintains expert clinical acumen, product knowledge and selling skills standards within the team. Ability to tailor coaching to a variety of Oncology Territory Manager style types and leverage the organizational competency model. Consistent, effective, and timely completion of Field Coaching Reports after each field ride. Identifies and acknowledges individual strengths and needs within the Region. Maintains awareness of the development of employees within the Region by working closely with employees and their Individual Development Plans.

Reviews monthly Sales A&P and Operational budget reports and institutes action where required. Makes Regional budget decisions aligned with sales plan to support business strategy and achieve optimal results. Reviews, and approves or rejects Travel & Expense reports and promotional disbursements of direct reports to ensure procedural and reimbursement guidelines are being met, in accordance with company policy and procedure.

Collaborates with internal departments, Oncology Territory Managers and Commercial Cancer CARE Team partners to ensure effective communication and implementation of company objectives. Participates in national task forces to provide feedback, solutions and direction on organizational initiatives that may have impact on the field either regionally or nationally. Maintains complete records and submits accurate reports as directed by management.

Plans and conducts effective sales meetings, launches any company issued programs and promotions; directs and monitors the execution of approved programs and promotional campaigns.

Actively involved with the development and coordination of tactical plans for managed care pull through within the geography.

Must be able to travel to meetings and related Sales events 70% of the time.

Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

Qualified candidates must have a Bachelor’s degree from an accredited college or university. Advanced degree preferred (Master’s Degree or MBA).

A minimum 8 years in the pharmaceutical/biotech industry is required, with a minimum of 5 years sales management experience with demonstrated sales success preferred. Academic Hospital, oncology and/or rare disease and other pharmaceutical management and/or other department experience a plus.

  • Strong business acumen, including the ability to build Regional business plans based on analysis of key performance metrics and the understanding of marketplace opportunities and barriers.
  • Able to demonstrate the ability to shift focus and change course. Able to do so with minimal impact to completing job requirements.
  • A proven track record of success in implementing a sales strategy and driving revenue growth and expansion.
  • Ability to coach and lead Oncology Territory Managers to execute the implementation of Regional direction.
  • In-depth knowledge of pharmaceutical marketing principles and the demonstrated ability to learn oncology disease-state information with a high degree of clinical proficiency and disseminate the information regionally.

Daiichi Sankyo, Inc. is an equal opportunity/affirmative action employer. Qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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