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National Sales Director, Cardio-Metabolic
2 months ago
About us
Based in Parma, Italy, Chiesi is an international research-focused pharmaceuticals and healthcare group with over 85 years' experience, operating in 30 countries with more than 6,000 employees (Chiesi Group). To achieve its mission of improving people's quality of life by acting responsibly towards society and the environment, the Group research, develops and markets innovative drugs in its three therapeutic areas: AIR (products and services that promote respiration, from new-born to adult populations), RARE (treatment for patients with rare and ultra-rare diseases) and CARE (products and services that support special care and consumer-facing self-care).
We are proud to be the largest global pharmaceutical group to be awarded B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes transparent ethical behavior at all levels.
We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities.
Chiesi USA
Chiesi USA is a specialty pharmaceutical company focused on developing and promoting products for the hospital, adjacent specialty and rare disease markets. We are a B Corp and Benefit company awarded Top Employer status for six consecutive years and certified as a Great Place to Work.
At Chiesi, we share an entrepreneurial spirit and act as a force for good, pursuing high social and environmental standards, to ensure the wellbeing of our people, patients, and communities. We offer a work environment where professionals have the opportunity to build a purposeful career focused on helping others while achieving a fulfilling work-life balance, meeting exciting challenges, and engaging in important and rewarding work.
What we offer
Chiesi offers competitive benefits, services, and programs that enrich the personal and professional lives of our employees. Our shared values of passion, innovation, trust and integrity bring out the individual talents and diverse perspectives of each of our colleagues. Our environment encourages each individual to reach his or her full potential and drive outstanding results. We celebrate that "Every one of us is different. Every one of us is Chiesi."
Who we are looking for
PurposeWe are seeking a National Business Director (NBD) Rare Cardiometabolic who is a proven leader and people developer with integrity, drive and passion for performance who can thrive in a fast-paced business environment and who can drive a strong performance of products in the ultra-rare cardiometabolic space for our business and patients. This individual will be fully responsible for our field sales Cardiometabolic team at a national level and must have strong experience with ultra-rare disease sales planning and execution, including but not limited to: effective patient finding activities and HCP targeting, disease awareness, patient pull through, and promotional execution in a competitive space for increased product performance as well as ongoing training and development to ensure continued execution success by the sales team.
This position contributes to the company's success by driving sales to meet the P&L objectives for the rare cardiometabolic area at the national level. As an NBD, you are responsible for driving sales results through the leadership, coaching and development of a team of Key Account Managers (KAMs). This is a field sales remote position that will require approximately 50% domestic travel.
The NBD will report directly to the Head of Sales, Endo-Metabolic, while working with overlapping colleagues, as well as a cross-functional team to ensure their sales team has excellent knowledge on clinical, payer access and company resources so they can effectively support prescribing, initiation, and continuity of therapy for patients.
National Sales Objectives:
- Meet or exceed national sales and brand performance objectives.
- Consistently analyze performance, business trends, and promotional budgets; develop and execute business plans that optimize the commercial potential of the assigned product portfolio.
- Ensures the team is focused on targeting, quarterly planning, and working consistently through all key accounts and targets in differing states and regions of the nation to drive effective patient identification and brand choice.
- Drives teams focus on managing leads as top priority with timely and consistent follow-up.
- Acts as a liaison between HQ partners and their team to ensure the team has all necessary information and resources to be successful.
- Maintain expertise of the assigned products and service offerings, relevant disease state(s), and appropriate knowledge of competitive products.
- Collaborate with and provide insights to marketing, sales leadership, other key internal partners, and sales training.
- Helps identify and support the team's efforts at HCP conferences with a presence to communicate key messages, drive product theatre attendance and share approved resources.
Sales Force Management/Development:
- Lead the team on analyzing their local market to create and execute strategic plans to ensure sales objectives are met which align to brand strategy.
- Oversees the implementation of the national sales/marketing strategy by providing direction, oversight, and guidance to the team, ensuring that they have the necessary resources and skills to compliantly expand the utilization of our marketed cardiometabolic products.
- Responsible for the consistent and continued development of the team's core competencies including but not limited to, selling skills, market/business acumen, territory management as well as diseases state and product knowledge.
- Accomplishes national sales talent objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, and counseling employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions, enforcing policies and procedures.
- Executes ongoing and well as mid-year and year-end reviews to support the team's professional development and growth plans.
- Efficiently manages all performance management situations to an effective, quick resolution.
Administrative Duties & Compliance:
- Stay current and in compliance individually and as a Nation (internal and mandated government regulations).
- Stay current and within compliance of Chiesi Travel & Expense Policy and procedures and ensure compliance of sales team.
- Track and manage national expenses in line with budget.
- Stay current with and adhere to all Chiesi policies and procedures, culture, and values.
- Other duties as assigned.
- Minimum of 10 years of specialty pharmaceutical/oncology/rare disease sales experience with a minimum 5 years of recent experience in rare disease product sales.
- 5+ years pharma people leader experience.
- Rare Disease experience required; previous endocrinology and/or cardiology experience a plus.
- Previous ultra-rare disease sales experience a strong plus.
- Experience leading a team in the ultra-rare disease space that involves successful patient finding efforts to drive results is a strong plus.
- "Business owner" mentality taking full accountability for the rare cardiometabolic business.
- Ability to establish strong relationships with KOLs and quickly establish strong access and market knowledge.
- Proven track record of achieving/exceeding sales objectives.
- Knowledge of applicable regulations and standards affecting the pharmaceutical industry.
- Strong business acumen; analytical ability and broad healthcare knowledge.
- Previous experience in either sales training, sale operations or managed care functions a plus.
- Adaptable to changing priorities and market dynamics including payer-reimbursement challenges.
- Ability to function effectively in an evolving start-up organization/division.
- Excellent leadership, communication, and presentation skills; a team-player that is self-motivated.
- Ability to represent the Cardiometabolic business in discussions with cross-functional team and senior leadership.
Education
Bachelor's Degree from an accredited four-year institution; education in science or business a plus.
Chiesi USA is an equal opportunity employer committed to hiring a diverse work force at all levels of our business. All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one's employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.
