National Sales Director, Rare Disease in Bernards, NJ at DSI

Date Posted: 6/21/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Bernards, NJ
  • Job Type:
    Sales
  • Experience:
    Not Specified
  • Date Posted:
    6/21/2018
  • Job ID:
    9199BR

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 National Sales Director, Rare Disease is a sales management position reporting directly to the Head of Sales. The National Sales Director, Rare Disease is responsible for overseeing the sales execution for the brand. Key responsibilities include the ability to create a motivating sales environment, achieving sales targets in an optimal manner, ensuring that all results are achieved in a compliant manner within Federal, State, and Local regulations, and developing highly motivated and performing employees. In this role, the individual will work directly with National Accounts and Contract Strategy, Regional Accounts and Oncology Reimbursements, Supply Chain for Specialty Pharmacy distribution (as necessary), Marketing and Sales Strategy leaders to set the strategy and pull through, nationally. The National Sales Director, Rare Disease will also manage a field based sales operations staff which will be responsible for analytics, monitoring of resource utilization, performance monitoring and business planning.

Responsibilities:

  • Overall Management of Area: Provides inspirational leadership to the franchise nationally by role modeling behaviors and executing strategies consistent with the organizational branding and focus. Accountable for driving productive change across the Nation and ensuring Oncology Territory Managers are equipped to do so. Consistently demonstrates good business acumen by creating, communicating, and executing selling strategies. Leverages National Business Manager to understand the market and competition inclusive of analyzing sales results, trends, and opportunities. Responsible for the overall performance and development of all employees within the sales area supporting the pain and established products portfolio with primary focusing of coaching Regional Directors. Links sales training initiatives to real life practice, ensuring disease state knowledge and marketing practices are utilized. Leads national sales meetings, coordinating and implementing large scale business and developmental training. Ensures optimum field force size, territory and regions, sizing and alignment.
  • Budget Administration: Manages A&P and G&A budgets to maximize profits for the Nation. Reviews budget reports on a monthly basis and takes action, where required. Approves Travel & Expense reports and promotional disbursements of direct reports to ensure procedural and reimbursement guidelines are being met.
  • Human Resources & Compliance Responsibilities: Partners with Human Resources Business Partner to hire, develop, train, and retain a highly productive and motivated sales team. Ensures the fair, objective and consistent resolution of Employee Relations issues by coaching management and leveraging Human Resources and Compliance guidance to effectively manage employee relations, compliance infractions, and performance issues. Strategize with HR Business Partner to identify and address strengths and gaps, enhance employee engagement and drive coaching excellence through building line management capabilities and developing talent. Monitor National compliance of Field Sales promotional activity, ensuring appropriate reporting procedures are taking place.
  • Managed Markets: Works closely with Managed Markets, Supply Chain and field sales counterparts to develop oncology customer and payer strategies, specifically focusing on geographies with opportunities for improved access. Applies a planning and management process to identify and administer effective pull through tactics both at the national and regional levels. Provides a collaborative work approach promoting increased cooperation among all teams and cross functional members to achieve effective and efficient coverage of target customer accounts.
  • Marketing & Data Analytics: Interacts with Marketing and Sales Operations/Market Planning leadership to develop and integrate marketing strategies, DTP opportunities and targeting approaches to accomplish market share and sales objectives, in addition to driving profitable and sustainable growth. Responsible for all sales force promotional activities of promoted pharmaceutical products within the Nation. Identifies opportunities within the Nation and works with key in house stakeholders to develop and implement strategies to overcome obstacles. Works in close partnership with brand lead to optimize resources and communications in support of sales objectives.

Qualifications:
Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.
Education/Experience:
Qualified candidates must have a Bachelor’s degree from an accredited college or university, preferably business or life sciences. MBA or MS is preferred.

  • A minimum 10 years in the pharmaceutical/biotech industry is required, inclusive of 5 year minimum sales management experience with demonstrated sales success. Oncology or Rare Disease experience required. Strongly preferred: knowledge of marketing, analytics and targeting.
  • Strong business acumen, including the ability to build business plans based on analysis of key performance metrics and the understanding of marketplace opportunities and barriers.
  • Ability to identify areas of opportunity for the organization’s products to maximize return on investment, with a good understanding of the market and competition.
  • Understanding of the reimbursement landscape and expertise with Oncology Reimbursement and HUBs.
  • Account selling, knowledge of centers of excellence, key academic medical centers and patient referral approaches.
  • A proven track record of success in developing and implementing a sales strategy and driving revenue growth and expansion.
  • Aptitude to develop relationships and collaborate both internally and externally.
  • Demonstrated ability to apply innovative ways of thinking and problem solve issues as they arise.
  • In-depth knowledge of pharmaceutical marketing principles and the demonstrated ability to learn new disease-state information, with the ability to transfer knowledge to peers and direct reports.

Travel is required up to 70%.

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.