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Regional Sales Director

2 months ago

Dallas, United States Lantheus Full time
Description

Lantheus is headquartered in Bedford, Massachusetts with offices in New Jersey, Canada, and Sweden. For more than 60 years, Lantheus has been instrumental in pioneering the field of medical imaging and has helped physicians enhance patient care with its broad product portfolio.

Lantheus is an entrepreneurial, agile, growing organization that provides innovative diagnostics, targeted therapeutics, and artificial intelligence (AI) solutions that empower clinicians to find, fight and follow disease. At Lantheus our purpose and values guide our behaviors in all interactions and play a vital role in creating a dynamic environment that contributes to our success. Every employee is crucial to our success; we respect one another and act as one knowing that someone's health is in our hands. We believe in helping people be their best and are seeking to bring together a diverse group of individuals with different viewpoints and skill sets to be a part of a productive and inclusive team.

Summary of Role:

Regional Sales Director contributes to the PYL National Sales Strategy and oversees the launch and execution by achieving and exceeding sales and profit objectives in the allocated regional geography. This is achieved by planning, hiring and leadership of field based PCAMs, referring Prostate Cancer (PCa) and utilizing customer interactions and collaboration with Pharmacy Manufacturing Facilities (PMFs). This position covers all aspects related to direct HCP and customer engagement.

The RSD will attract, develop, and manage a high performing team of approximately 6 PCAMS (Prostate Cancer Account Managers) to achieve or exceed dose and sales objectives. This activity will contribute to Lantheus/ Progenics being regarded as the preferred partner in the PCa Imaging community. Key customer stakeholders include HCPs, Advanced Practice Providers, Nurses, Pharmacists, Department Administrators and additional key medical and administrative personnel from Urology, Uro-Medical Oncology, Nuclear Medicine and Radiation Oncology.

The RSD is responsible for the creation and implementation of a strategic business plan to execute agreed tactics focused on driving demand while representing a consistent Patient First approach. The RSM will collaborate with stakeholder functions (e.g., National Accounts Director, PMFs, Marketing, Market Access, Medical Science, Commercial Operations, Supply Chain, Finance, Corporate Development, etc.) to optimize the customer experience and maximize business outcomes, ultimately contributing to the global revenues and growth expectations for the portfolio.

Qualified candidates must demonstrate an increasing record of success in their ability to develop, lead, inspire and retain a high performing sales team in achievement of objectives through effective communication and tactical product strategies. Evidence of strategic and collaborative approach while providing innovative solutions to competitive market conditions.

Essential Capabilities/Competencies:

  • Oversee the regional sales strategy through execution of territory business plans to include new customer contracts, PyL market share growth and modeling competitive threats. This should lead to the achievement or exceeding of PyL sales forecasts and volume targets at both region and account level
  • Manage the regional sales expense budget and allocate according to best ROI principles
  • Input into the design and execution of Sales Force Incentive Compensation Strategy
  • Attract, develop, inspire, and retain high performing PCAMS
  • Work with relevant Functional Heads to manage growth and change, develop human capital, and create and maintain a culture of engagement and accountability
  • Provide prompt and objective feedback, coaching, and counseling to enhance or improve performance by setting expectations and holding individuals accountable for performance and behavior
  • Manage to appropriate HCP and customer usage of PyL in line with approved PI. This activity involves effective sales communications with both the referring HCP (Urology, Uro-Oncolgy etc.) and the Nuclear Medicine/PET clinics executing the referral order
  • Cultivate productive relationships with customers to include HCPs, Advanced Practice Providers, Nurses, Pharmacists, Department Administrators and other key medical and administrative personnel from Urology, Uro-Medical Oncology, Nuclear Medicine, and Radiation Oncology
  • Develop relationships with KOL's in Urology, Uro-Medical Oncology, Nuclear Medicine, and Radiation Oncology
  • Actively manage relations with PMFs to ensure optimal supply chain fulfilment and contribution to sales forecasts
  • Foster an integrated customer account strategy and drive the cultivation of synergy among Medical Affairs, Marketing, Market Access and all related work teams including PMF's aimed at growth and continuous improvement; identify and provide market intelligence about trends in patient / disease management, competing technologies, reimbursement issues, etc. that may affect the appropriate usage of Lantheus Holdings' products
  • Prioritize multiple projects and drive focus on high impact opportunities; monitor Performance Dashboards to analyze, interpret, and execute actionable sales efforts, prioritizing customers and assigning responsibilities
  • Comprehensive understanding of the pharmaceutical, diagnostic and PMF industry as well as HealthCare Systems (e.g., IDN, GPOs, Community Oncology, P&T Committees, referral patterns, etc.)
  • Ensure a compliant, ethical culture to promote Lantheus Holdings products and adhere to the highest ethical standards

Minimum Skills, Experience and Education

Required:

  • 10-+ years demonstrated successful sales experience in the health care field, including 2+ years in a sales leadership role, ideally in Uro-Oncology, Nuclear Medicine Diagnostics and/or Therapeutics; demonstrate high clinical acumen and a focus on high priority opportunities
  • 2+ years contracting experience with healthcare entities; strong influencing and negotiation skills
  • Analytical business performance assessment, commercial operations, and managing resource allocation
  • Communicate ideas and information, both verbally and written, in a persuasive and appropriate manner; ability to communicate complex or technical content in a convincing way to non-technical audiences
  • Excellent coaching skills to maximize the productivity of high performing Account Management professionals
  • Proficient MS Office and CRM skills
  • Experienced in managing multiple projects simultaneously and delivering results in a timely manner; effective management skills in environment of ambiguity
  • Effective collaboration skills with internal and external stakeholders; the ability to work at peer-level with experienced technical and commercial experts

Preferred:

  • MBA
  • Experience developing talent and high performing teams while leading and collaborating cross-functionally
  • Understanding of product launch and product commercialization processes
  • Clinical and/or technical discipline knowledge of PET/CT Imaging and/or Uro-Oncology

Other Requirements:

  • Field based remote role requiring routine overnight travel up to 60%; recurrent weekend work may be required
  • Valid driver's license

Please be aware that Lantheus has a Mandatory COVID-19 Vaccination Policy applicable to this position.

Core Values:

The ideal candidate will embody Lantheus core values:

  • Let people be their best
  • Respect one another and act as one
  • Learn, adapt, and win
  • Know someone's health is in our hands
  • Own the solution and make it happen

Lantheus is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person's race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Lantheus is an E-Verify Employer in the United States. Lantheus will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the Lantheus Talent Acquisition team at talentacquisition@lantheus.com.

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