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Senior Director, National Sales
3 months ago
Position Summary:
Apellis is seeking an experienced and talented commercial leader for the role of Senior Director, National Sales Director - Systemic Franchise. It is an excellent opportunity to make a significant impact, leading the US EMPAVELI Sales Team through a franchise expansion and launch into nephrology.
The Senior Director will be accountable for delivering top-line results for the US EMPAVELI Franchise - Hematology and Nephrology indications. They will oversee all US hematology and nephrology sales personnel. This individual will be responsible for leading the sales team through an expansion to support the additional nephrology indications, fostering a high-performing and collaborative sales culture, being a strong cross-functional partner (with field and home office leadership), and keeping team energized and motivated to succeed across all indications. The role requires strong collaboration with multiple cross-functional partners to build cross-function launch plans in nephrology, and establish the infrastructure and operational considerations necessary to support field sales responsible for the EMPAVELI franchise. A creative growth-oriented mindset, a bias to action, focus on performance, and deep cultural alignment with the Apellis values are essential for success in role.
Key Responsibilities Include:
- At a national level, expand and manage a franchise sales team accountable for sales in PNH (rare hematology), C3G, and IC-MPGN (rare nephrology).
- Ensuring appropriate allocation of resources across the franchise to drive success in both therapeutic areas
- Rapidly expand and manage a high-performing US sales team whose approach aligns with Apellis' mission, values, and culture. Support team members in their development
- Think holistically about the business and closely monitor performance against key metrics, taking accountability for driving success over the long-term in highly competitive markets
- Cultivate collaboration and driving accountability across cross-functional teams in order to deliver on all elements of the launch plan and meet performance targets in a way that aligns with brand strategy and the corporate values / culture
- Establish processes that will enable a foundation for launch success, such as business planning, performance management, and field communication. Advise support team on key requirements, including incentive compensation planning, territory design, sales training, and field force analytics
- Breed and role-model a culture of patient-focus and customer-centricity throughout the organization. Exemplify it by developing and maintaining good business relationships with key external stakeholders
- Drive efficient and thoughtful stewardship of budget
Education, Registration & Certification:
- BA/BA degree
Experience:
- 10+ years of biotech/pharma commercial experience, with robust experience expanding and leading successful sales teams through launch
- Experience in cross-functional commercial roles is preferred
- Experience in hospital sales, solid organ transplant sales, nephrology, and managing teams responsible for multiple indications is a plus
Skills, Knowledge & Abilities:
- Reputation of being a well-respected, dynamic team leader who can build teams, inspire people behind a vision, and hold them accountable for delivering upon goals
- Build meaningful partnerships with cross-functional peers (field and home office leadership) and be comfortable holding them accountable. Bring together cross-functional field leaders to establish a shared vision for shared work
- Adept at translating commercial strategy into field-level execution with market-moving results; establish strong partnership with Marketing counterpart and demonstrate alignment between Sales & Marketing to the broader organization
- Possess a deep understanding of hospital sales, IDNs, payer landscape, trade and distribution, and patient services; strong grasp on how these elements work together and impact decision-making of HCP stakeholder
- Strong communication skills and executive presence - ability to clearly and concisely communicate business performance broadly, including to senior leadership and executive audience
- Have a mindset of growth and change. Be willing to throw away the old playbooks and learn and adjust along the way
- Proactively spot issues on the team or in the business and strive to solve them rapidly. Be the first person to make a business plan for how to address issues and build a coalition around those solutions to make them happen
- Be resilient and ruthlessly focused on delivering for the team. Proactively think of alternative solutions to achieve the desired results when faced with roadblocks
- Effuse a strong commitment to understanding and meeting customer needs, as well as to maintaining close relationships with front-line employees
- Consistently demonstrate integrity on the job, including an understanding of relevant rules and regulations
- Navigate and be successful in a fast-paced, data- and results-driven environment
Travel Requirements:
- 75% travel required
Benefits and Perks:
Apellis offers a great benefit package which includes: health insurance with full premium coverage, 401K with company match, paid time off (PTO), long- term disability insurance, life insurance and more Visit to learn more.
Company Background:
Apellis Pharmaceuticals, Inc. is a global biopharmaceutical company that combines courageous science and compassion to develop life-changing therapies for some of the most challenging diseases patients face. We ushered in the first new class of complement medicine in 15 years and now have two approved medicines targeting C3. These include the first and only therapy for geographic atrophy, a leading cause of blindness around the world. With nearly a dozen clinical and pre-clinical programs underway, we believe we have only begun to unlock the potential of targeting C3 across many serious diseases.
For more information, please visit or follow us on Twitter and LinkedIn
EEO Statement:
Apellis is an equal opportunity employer and complies with all applicable federal, state and local fair employment practices laws. Apellis strictly prohibits and does not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, creed, national origin or ancestry, ethnicity, sex (including pregnancy), gender (including gender nonconformity and status as a transgender or transsexual individual), age, physical or mental disability, citizenship, past, current or prospective service in the uniformed services, genetic information, marital status, AIDS/HIV status, smoker/nonsmoker, and occupational pneumoconiosis or any other characteristic protected under applicable federal, state or local law.
For San Francisco postings: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
