Regional Sales Director, Prostate Cancer

Sumitomo Pharma Co., Ltd., is a global pharmaceutical company based in Japan with operations in the U.S. (Sumitomo Pharma America, Inc.), focused on addressing patient needs in oncology, urology, women's health, rare diseases, cell & gene therapies and CNS. With several marketed products and a diverse pipeline of early- to late-stage investigational assets, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website or follow us on LinkedIn.

Job Overview

We are currently seeking a qualified, highly motivated, experienced individual for the position of Regional Sales Director, Prostate Cancer - Northeast. The position reports to the Senior Area Sales Director. The location of the position is field based. Candidates must live within territory, with a preference for candidates who live near a major metropolitan airport in Massachusetts, Connecticut, Rhode Island, Maine, New Hampshire, Vermont, Upstate New York, or Eastern Pennsylvania. The Regional Sales Director (RSD), for our Prostate Cancer franchise, will build, lead and manage a team of sales representatives across a defined geography. The function will focus on achieving sales goals within the prostate cancer therapeutic area. The RSD will develop a best-in-class launch selling team and will maximize revenue growth and profitability. This individual will be a highly collaborative leader who is energetic and driven and thrives in a nimble, start-up organization. The RSD will demonstrate a sense of urgency to prepare and successfully execute a new product launch plan for the assigned geography in addition to driving results through the sales team that is consistent with SMPA's goals, mission, and values. 

Job Duties and Responsibilities

• Lead and directs a team of sales representatives, ensuring that they are well-trained on product knowledge, sales skills, market conditions, strategy and tactics, corporate policies and procedures, and business planning models.
• Effectively assures the continued success of Orgovyx and maximize the achievement of regional sales objectives through execution of Brand Plan of Action strategies and tactics.
• Ensure sales representatives have direct accountability for their given geography and clearly understand performance expectations.
• Provide consistent, timely and accurate performance feedback based on observations of key customer interactions as part of an overall performance management process through timely assessment of performance using quantifiable outcomes.
• Establishes consistency in leadership/management principles and practices across the region. Develops strategies and tools to support sales representatives with business challenges.
• Plans, forecasts, and oversees regional operating budgets, while actively monitoring expenses.
• Monitors and assesses competitive sales activity in the market. Shares information and makes recommendations to leadership.
• Partners with Senior Sales Directors, Marketing, Training and Development, and the Commercial Operations teams to develop, implement, and manage the sales strategy and execution.
• Stays well-versed and owns a strong understanding of payer mix, reimbursement environment, and distribution to lead a targeted strategy in assigned region.
• Ensures all department personnel are fully informed of, and in compliance with Sumitomo Pharma America commercial compliance policy, all applicable federal and state laws and guidance relating to product promotion and information dissemination including, but not limited to, the Federal Food, Drug, and Cosmetic Act, the Food and Drug Administration's implementing regulations, the Federal Anti-Kickback Statute, the False Claims Act, PhRMA, Corporate Code of Business Conduct and the Office of the Inspector General's Compliance Program Guidance for Pharmaceutical Manufacturers.
• As a field-based position, this sales director role will require 40%-60% travel throughout a large geographic region, with occasional travel to corporate headquarters.

Key Core Competencies

• Proven to be successful in all respects of selling, i.e. technical knowledge, sales techniques, interpreting/analyzing data, and has an in-depth understanding of the medical field and biopharmaceutical industry.
• The ability to share the business trajectory and vision with the organization and appropriate external customers in a manner that inspires commitment
• Analyzes, understands, and presents scientific/technical details, by bringing to bear a thorough understanding of pharmaceutical marketing and sales regulations, guidelines, and policies.
• Has a consistent record of developing highly successful region/district sales representatives
• Has demonstrated proficiency in driving sales effectiveness, through robust analysis, and strong interpersonal skills
• The ability to multi-task, and work within cross-functional teams. Exemplifies operational excellence for administrative tasks
• Demonstrated proficiency in leveraging technology platforms and business hardware/software in the development, management, and overall modeling of business plans and related key performance indicators
• Leads product and disease state discussions during internal and external-facing meetings. Proactively shares knowledge of new product or disease state developments, including new considerations in the pros and cons (overall goals of plan, cost vs. efficacy, dosing, duration, etc.) of a product protocol

Education and Experience

• Candidates will possess a BA or BS degree, preferably in life sciences or business administration with a minimum of 12+ years of validated commercial experience in the pharmaceutical or healthcare industry, or biotech industry, preferably in specialty pharmaceuticals
• 5+ years of pharmaceutical sales management experience (managing field sales reps) required
• 3+ years of pharmaceutical sales management experience leading a team in Urology, Oncology, or Men's Health
• Demonstrated sales track record of success, leading teams and developing talent
• Specialty, Oncology and/or urology product launch experience strongly preferred
• Proven track record of success and experience in start-up pharma and/or diagnostics company is desired
• Account Management, Market Access, or Advocacy experience is desired
• Candidate must live within the geographical territory.

Travel, Physical Demands, and Work Environment

• Regularly required to operate standard office equipment
• Ability to work on a computer for extended periods of time
• Regularly required to sit for long periods of time, and occasionally stand and walk
• Regularly required to use hands to operate computer and other office equipment
• Close vision required for computer usage
• Occasionally required to stoop, kneel, climb and lift up to 20 pounds

The base salary range for this role is $176,000 to $220,000. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state.  Our robust time-off policy includes flexible paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter.  Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential.

Compliance: Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sumitomo Pharma America (SMPA) and affiliates are carried out with the "best" industry practices and the highest ethical standards.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a personal computer for extended periods of time.

Sumitomo Pharma America (SMPA) is an Equal Employment Opportunity (EEO) employer

Qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.