Position Summary
The Regional Business Director (RBD) is responsible for leading and maintaining a high-performance sales organization while fostering a culture of accountability, collaboration, and a sense of urgency towards the achievement of desired goals and outcomes. The RBD utilizes expert knowledge of oncology market dynamics, including key customers and accounts, and possesses an underlying passion for and focus on delivering impactful therapies to transform the lives of patients.
This position remote with a corporate headquarters in Foster City, CA and Parsippany, NJ. The RBD will report to the Vice President, Sales.
Primary Responsibilities
- Develops and leads a high-performing Oncology Key Account Management (KAM) team to meet the evolving needs of customers and drive business results
- Drives strategies, tactics, and initiatives that result in increased engagement with customers
- Oversees the management of the KAM team, including regular interactions with key designated accounts to ensure a high level of expertise and customer service is delivered
- Directs the development and execution of a customer engagement plan within the region that is aligned with brand strategies and tactics
- Works compliantly cross functionally with home-office commercial teams, Marketing, Market Access, and Field Force Management to maximize brand adoption and growth within key accounts, including the successful execution of promotional activities
- Continuously builds and owns strong hematology and relevant oncology clinical acumen, as well as an understanding of the reimbursement dynamics to lead a targeted strategy in assigned region
- Partners with the data, analytics, and commercial technology teams to maximize usage of data, reports, and technology that enable precision customer targeting and the highest level of customer service
- Conducts regular field visits and business reviews to evaluate the assigned KAM team’s performance against established objectives, assessing both objective performance and KAM capabilities
- Informs Commercial Leadership Team (CLT) on market insights, trends, competitive activity, and customer needs
- Provides input to Director of Commercial Training Strategy on training needs for KAMs
- Ensures customer expectations are exceeded
- Develops quarterly business plans that fit the continuously changing marketplace
- Plans, forecasts, and oversees regional operating budgets, while actively monitoring expenses as part of overall P/L management
- Coaches, develops, and ensures KAM alignment to functional and Company goals
- Provides consistent, timely, and accurate performance feedback based on observations of key customer interactions and business performance as part of an overall performance management process
- Ensures all promotional activities within the region are conducted with the highest degree of ethics, meeting all legal requirements and standards
- Partners with Compliance and the CLT to address ambiguous situations leading to decisions that balance innovation and risk management
- Establishes and maintains strong clinical acumen to facilitate rapport with Key Opinion Leaders (KOLs) and community Healthcare Professionals (HCPs)
- Travel domestically approximately up to 50% of the time
Competencies
- Strong organizational skills to maintain a high level of productivity, innovation, and priority-setting in order to deliver on organizational goals
- Excellent interpersonal skills
- Ability to develop important relationships with key stakeholders and senior-level leaders
- Excellent analytical, conflict management, and negotiations skills
- Ability to analyze complex issues to develop relevant and realistic plans, programs, and recommendations
- Demonstrated ability to translate strategy into action
- Ability to communicate complex issues in a simple way and to orchestrate plans to resolve issues and mitigate risk
- Effective coaching/mentoring skills
Experience
- Bachelor’s degree in business, biological sciences, or related discipline; advanced degree preferred
- Minimum of 10 years of pharmaceutical sales experience with at least 4 years of pharmaceutical sales management/leadership experience with demonstrated success in product launches and building high-performance sales and marketing teams
- Minimum of 5 years oncology experience (hematology, IO, solid tumors, and IV infusion products)
- Direct experience working with KOLs and/or executive-level customers of high influence in large practices, hospitals, and community networks
- Experience leading a sales team in oncology large group practices, academic centers/institutions, community markets, and IDNs
- Experience in the use of technology (CRM, business planning tools, reporting tools, LMS) to help build business acumen for self and team
- Experience coaching in a matrixed partner selling environment
- Product marketing, specialty pharmacy, and payer experience is a plus
- Valid driver’s license and satisfactory MVR record
- Must meet all credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned geography; these credentialing requirements may include, but are not limited to, background checks, drug screens, and proof of immunization and/or vaccinations
EEO Statement:
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
Benefit Statement:
All regular-status, full-time employees of Geron are eligible to participate in the Company’s comprehensive benefit program, pursuant to plan terms and conditions. Plan choices include medical, dental, vision, life insurance, flexible spending accounts, disability insurance, supplemental health insurance, a 401(k) retirement savings plan, and an employee stock purchase plan. Geron also provides regular-status, full-time employees with a generous time off program that includes the eligibility to accrue 160 hours of vacation during each full year of employment, 64 hours of sick leave, 9 standard paid holiday days off, and paid leave for certain life events. Geron recognizes that its employees work in many different states and therefore may be affected by different laws. It is Geron’s intention to comply with all applicable federal, state, and local laws that apply to the Company’s employees.
Salary Statement:
Offered compensation is determined based on market data, internal equity, and an applicant’s relevant skills, experience, and educational background.
General Salary Range: $235,000 to $270,000