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Director, Regional Sales Biosimilars Leader
2 months ago
Fresenius Kabi USA, LLC is seeking a highly experienced and skilled Director, Regional Sales Biosimilars to lead our Pacific Region sales team.
This is a front-line field sales leadership role accountable for building, leading, and coaching a field-based sales team in a defined geographical region. The successful candidate will be responsible for leading and directing all tactical field sales efforts and ensuring the successful attainment of all regional sales goals and objectives.
The Pacific Region covers a significant portion of the western United States, including Washington, Oregon, Idaho, and Northern California.
Key Responsibilities- Develop and Execute Regional Sales Strategy
Defines and establishes regional and territory strategic sales direction, maintaining a current understanding of local market trends, practice structures, business models, and key influencers.
Lead and Motivate Sales TeamProvides leadership and motivation for the sales team, setting goals and priorities for all Key Account Managers/Reps within the region.
Drive Sales PerformanceRegularly uses analytical tools to understand and evaluate the business, coaching and leading the sales team to execute to exceed sales objectives and apply the appropriate resources in an effective, compliant, and ethical manner.
Develop and Manage Sales OpportunitiesWorks with the team to develop, manage, advance, and close opportunities with their accounts, providing consistent, engaging, and tailored coaching focused on sales effectiveness, executional excellence, and impact with long-term development.
Monitor and Analyze Sales PerformanceMonitors sales activities (CRM) and sales results using available sales analytical tools, reviewing and approving annual objectives, performance goals, and personal development plans.
Recruit and Train Sales Team MembersInterviews, hires, and trains Key Account Managers/Reps, analyzing competitors' programs and developing aggressive response strategies.
Support Sales OperationsPrepares reports for the region, account managers, and sales leadership as needed, supporting all computer-based sales reporting and assisting the team with contract negotiations and contract implementation in complex models.
Stay Up-to-Date on Industry DevelopmentsUnderstands and has deep knowledge of Buy & Bill, with a solid understanding of Group Purchasing Organizations (GPOs), Hospitals, Integrated Delivery Networks (IDNs), Community Practices/Clinics, and Academic Centers.
Conduct Regular Field VisitsConducts regular field visits and business reviews with their team, ensuring that a high level of clinical/business acumen and customer service is delivered to all accounts/customers.
Develop and Facilitate Sales MeetingsDevelops, leads, and facilitates regional sales meetings to ensure alignment with organizational strategies, brand strategies, and executional excellence, acting and modeling with integrity, compliance, internal policies, Code of Ethics, and Business Conduct.
Requirements- Education
Bachelor's degree required; Master's preferred.
ExperienceMinimum of 10 years of pharmaceutical/biotech industry experience (sales, marketing, training, analytics, operations), with at least 5 years of proven, consistent, and documented track record of pharmaceutical field management experience required.
Biosimilar ExperienceMinimum of 3 years biosimilar experience preferred.
Buy & Bill ExperienceBuy & Bill experience required, and a deep understanding of the contracting process.
Communication and Leadership SkillsStrong customer and collaborative communication skills as contact level is high with both internal colleagues (e.g., sales, marketing, market access) and outside customers, with experience and expertise in leading teams that call on Hospitals, IDNs, and Community Clinics/Practices/organizations/affiliations, Academic Centers.
Organizational and Analytical SkillsStrong organizational and analytical skills are required with an ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications.
Travel RequirementsRequires travel - Air/Auto.
AutonomyAbility to operate with minimal supervision.
Additional InformationFresenius Kabi USA, LLC offers an excellent salary and benefits package including medical, dental, and vision coverage, as well as life insurance, disability, 401K with company match, and wellness program.
Fresenius Kabi USA, LLC is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.
