Director, Managed Markets Regional Accounts - West in Bernards, NJ at DSI

Date Posted: 3/13/2018

Job Snapshot

  • Employee Type:
  • Location:
    Bernards, NJ
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

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 Region Director is part of a U.S team that creates patient access for DSI’s medicines with a focus on oncology. Using a deep understanding of payer and provider economics and an account based selling approach the team delivers solutions for our customers, most importantly, patients.

The Director must be able to anticipate future market shifts and emerging needs for both internal and external customers. They must also provide critical input to help shape the overall strategic direction for products and services on a regional level.

The Director is responsible for the management and development of the RAMs, building high performing teams, and partnering successfully with cross-functional teams.

  • Develops knowledge of customer and their business environment. Analyzes market data to evaluate sales and profitable relationships within the Region and its prioritized accounts. Regularly reviews performance against objectives and key account strategies. Analyzes market data to evaluate access and sales trends within the Region. Ensures optimal account penetration and formulary access is met.
  • Responsible for Region business reviews with management team to ensure tactical sales plans are carried out. Consistently demonstrates good business acumen by creating, communicating, and executing Regional account strategies, enabling the Region to meet or exceed all access and relevant sales performance goals.
  • Establish and maintain strong personal relationships with key decision-makers of significant managed markets customers, including but not limited to payers, IDNs, OHS’s, Community Oncology and Federal Facilities. Regularly attend key appointments with RAM team. Model pre and post call planning, provide constructive feedback on sales messaging and collaborate on customer relations activities that lead to increased formulary access. Coordinate pull through inspection and oversight with field sales leadership.
  • Plan and attend Corporate-planning meetings with the Sales Leadership and Managed Marketing/Contracting/Medical to present and discuss strategic issues relative to the sale of the DSI products. Work with individual Sales Management and RAMs on specific account strategies and Pull-Through programs for applicable accounts.
  • Hire, teach, and model how Regional Account Managers (RAM) should cultivate business with key regional accounts. Collaborate with DSI field sales to help drive utilization of our products. Coach & develop individual and team skills and competencies. Ensure individuals and the team to improve promotional, business case development and negotiating skills. Possess strong financial acumen and transfer competency to team.
  • Develop and monitor the performance objectives of the RAM. Provide regular feedback as to the obtainment of the specified objectives. Develop career initiatives to ensure long term professional growth.
  • Participate and contribute to contractual negotiations between account team and customer. Inspect and review each business case prior to submission for internal review. Collaborate with Director of Contracting to assess and evaluate opportunities and performance.
  • Reviews monthly Sales A&P and Operational budget reports and institutes action where required. Makes Regional budget decisions aligned with strategic sales plan to achieve optimal return on investments. Approves Travel & Expense reports and promotional disbursements of direct reports to ensure procedural and reimbursement guidelines are being met.

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

Qualified candidates must have a Bachelor’s degree in an accredited college or university. MBA is preferred. Minimum of 10 years pharmaceutical - to include a minimum of 7 years account management and/or sales experience. Minimum 2 years DM leadership experience.

Ability to think strategically and bring a high level of creativity to the organization.

High level of self-awareness with the ability to translate feedback into action.

Comprehensive understanding of the managed markets, buy and bill, and pharmaceutical industry; Strong knowledge of both payers and OHS customers is preferred. Knowledge and work experience with Corporate Oncology accounts preferred.

Proven success in areas of leadership, judgment, teamwork, and selling skills.

Able to build followership and gain buy in on key initiatives and strategies.

High degree of learning agility easily adaptable to new, ambiguous or difficult conditions.

Strong collaborative nature and able to build strong partnerships.

Ability to travel up to 60%.

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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