Director, Inside Sales and Commercial Effectiveness

ABOUT MEITHEAL PHARMACEUTICALS

Founded in 2017 and based in Chicago, Meitheal Pharmaceuticals is focused on the development and commercialization of generic injectables and, as of 2022, has expanded its focus to include fertility, biologics, and biosimilars. Meitheal currently markets 50 US Food and Drug Administration (FDA)-approved products across numerous therapeutic areas including anti-infectives, oncolytics, intensive care, and fertility. As of the end of April 2023, Meitheal, directly or through its partners, has over 20 products in the research and development phase, 21 products planned for launch in 2023, and an additional 20 products under review by the FDA. Meitheal's mission is to provide easy access to fairly priced products through robust manufacturing, consistent supply, and rapid response to our customers' needs.

Ranked among the top 100 Crain's Best Places to Work in Chicago, Meitheal emulates the traditional Irish guiding principle we are named for - Meitheal (Mee*hall): working together toward a common goal, for the greater good.

The Director, Inside Sales & Commercial Effectiveness, is responsible for leading a team of Inside Sales Representatives (ISRs) to achieve and exceed sales targets for the Generics portfolio. Responsibilities include providing personalized coaching and constructive feedback to direct reports, collaborating effectively with internal and external stakeholders to identify targeting and optimize results, and supervising the day-to-day operations of the ISRs, ensuring smooth workflows and efficient processes. This role will cultivate a team culture of excellence, high performance and collaboration. The Director will partner with the Senior Director, Generics, to establish and monitor objectives and results for the Inside Sales team, assist with onboarding new team members, and mentor and coach ISRs.

The ideal candidate must demonstrate the ability to achieve strong sales results through leading a team, sales and business acumen, proven ability to learn complex technical material (generic pharmaceuticals preferred), and excellent communication and interpersonal skills. The successful candidate will also demonstrate the ability to work effectively in a key cross-functional role with internal and external stakeholders. Additionally, this position may require a high degree of customer interaction and communication to ensure the customer experience is positive and professional, while consistently focusing on gaining customer buy-in of the Meitheal Generics portfolio.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Commercial Strategy Development: Collaborate with Generics leadership to execute a comprehensive commercial strategy for the injectable portfolio and ensuring alignment with overall business objectives.
• Sales Performance Management: Establish and monitor key performance indicators (KPIs) for sales teams, analyzing performance data to identify trends and areas for improvement.
• Inside Sales Management: Lead the inside sales team, providing guidance, support, and resources to enhance performance and drive revenue growth. Inspire and motivate the virtual sales team to achieve individual and collective goals, fostering a culture of accountability and high performance. Assist with negotiation/capture of contracts with key hospital accounts.
• Training & Development: Design and implement training programs focused on data literacy, CRM usage, and effective sales techniques, ensuring teams are equipped to utilize insights for improved performance.
• Process Optimization: Evaluate and refine sales processes, focusing on integrating technology and best practices to enhance efficiency and effectiveness across the sales organization.
• Market Insights: Conduct market research to identify industry trends, competitive dynamics, and customer needs specific to injectable pharmaceuticals, translating findings into actionable sales strategies.
• Collaboration with Cross-Functional Teams: Work closely with marketing, medical affairs, commercial ops, and customer service to ensure alignment in messaging, support for sales initiatives, and exceptional customer experience.
• Sales Enablement: Develop and distribute sales enablement tools and resources, ensuring sales teams are equipped to engage effectively with healthcare professionals.
• Change Leadership: Champion a culture of continuous improvement within the inside sales organization, leading initiatives that promote agility and adaptability in a rapidly changing market.
• Data Analysis & Reporting: Utilize advanced analytics to assess sales performance, market trends, and customer behavior. Develop dashboards and reporting tools to provide actionable insights to the sales teams and senior management.
• IT Solutions Implementation: Oversee the selection and implementation of sales technology and tools (e.g., CRM systems, sales force automation tools) that enhance productivity and streamline operations. Collaborate with IT teams to ensure systems are optimized for sales processes.
• Feedback Loop: Establish and manage a feedback mechanism to gather insights from the sales team about customer interactions and market trends, informing ongoing strategy adjustments.
• Motivation & Recognition: Implement recognition programs to celebrate individual and inside sales team achievements, fostering a positive and motivating work environment. Create incentives that reward performance and encourage team members to exceed their sales goals.

Competencies

• Building and maintaining interpersonal relationships.
• Analyzing data and drawing meaningful conclusions.
• Developing and executing strategies and action plans (e.g., sales, commercial effectiveness).
• Monitoring results and developing / executing plans to fill any gaps.
• Managing, motivating and leading inside sales professionals.
• Listening to needs and developing / implementing solutions.
• Communicating information in a clear and impactful manner, via verbal and written means.
• Negotiating with customers and internal stakeholders.
• Driving sales of generic injectable products to meet / exceed targets.
• Leading cross-functional teams effectively to achieve individual and team goals.

Qualifications

• Bachelor's degree, preferably in business or life sciences, and MBA preferred; or equivalent skills and experience required.
• 7+ years of experience in sales management within the pharmaceutical or biotech industry, with specific experience in injectable products.
• Proven track record in managing sales teams and driving sales effectiveness.
• Strong analytical skills, with the ability to interpret data and derive actionable insights.
• Excellent leadership, communication, and interpersonal skills, capable of influencing stakeholders at all levels.
• Proficient in CRM software and sales analytics tools; experience with sales force automation is a plus.
• Knowledge of industry regulations and compliance related to pharmaceutical sales.

Required Knowledge, Skills and Abilities

• Inside Sales Management experience in a medical or healthcare-related environment is required.
• Experience providing remote support, particularly in a regulated environment.
• Experience with implementation of CRMs (customer relationship management) such as Veeva, Salesforce or similar preferred.
• Proven leadership capabilities, including the ability to motivate and develop a high-performing team.
• Excellent communication skills, both written and verbal, with the ability to convey complex information in a clear and concise manner.
• Thrives in a fast-paced environment and operates with a sense of urgency and passion for achieving sales goals. Demonstrates the ability to work well under pressure and maintain composure in the face of difficult and/or challenging situations.
• Effectively handles multiple challenges or tasks through prioritization and multi-tasking.
• Appropriately escalates issues.

Travel

Some travel is expected.

Computer skills

General computing skills, along with proficiency with Microsoft Office products and CRM systems

Why Join Us?

• Be part of a fast-growing company dedicated to making healthcare more accessible and affordable.
• Work in a collaborative and supportive environment that values teamwork and common goals.
• Opportunity to make strategic decisions and have a significant impact on the company's product offerings.
• Hybrid schedule - two days in the office per week.
• Casual dress code.

Equal Opportunity Employer:

Meitheal Pharmaceuticals provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.