Area Business Director (ABD) Acute Care, Northeast

Role Summary

This Area Business Director (ABD) Acute Care, Northeast leads a high-performance sales team within the Commercial Acute Care group, accountable for Purified Cortrophin Gel sales performance. The role requires strategic agility, business acumen, leadership, and cross-functional collaboration with stakeholders across patient support, operations, legal/compliance, marketing, and regional teams. Ideal candidates have sales leadership experience in relevant medical practice areas and a proven track record of market growth with drug launches in competitive spaces.

Responsibilities

• Hire, lead and retain a team of Account Specialists rooted in strategy and accountability to ensure the team meets or exceeds sales forecasts while following all compliance expectations.
• Work with the VP of Sales to develop regional and territory business plans based on revenue goals, marketing plans, and required competencies and capabilities.
• Review and analyze Area performance metrics to identify trends and opportunities to improve performance.
• Partner with the Field Operations team responsible for establishing the call plan, targets, incentives, collecting data, and measuring performance.
• Collaborate with US Marketing, Channel and Reimbursement, Patient Support Services, Business Operations, Medical Affairs, Legal, Compliance and other internal stakeholders to support the field with appropriate materials and programs; monitor progress and drive course correction where necessary.
• Conduct field visits, regional team meetings to align teams, ensure direct reports understand product and market landscape to meet or exceed targets; monitor execution, identify issues/opportunities and define new actions.
• Bring competitive intelligence and work closely with Marketing to develop insights and market solutions; help define sales excellence metrics and monthly dashboards.
• Lead and support in National and regional conferences/exhibits.
• Collaborate with Legal, Regulatory, Compliance and other internal stakeholders to ensure tactics and operations are executed with integrity and compliance.
• Performs other duties as assigned or requested.

Qualifications

• Bachelor’s degree required; Advanced degree in business or science preferred
• 10+ years of demonstrated success in primary or specialty pharmaceutical sales, with a minimum of 3 years in a people leadership role
• Experience in Podiatry and Specialty Care strongly preferred
• Understanding and experience working with in-house patient support services
• Understanding and experience working with drugs requiring prior authorization or specialty pharmacy
• Understanding of patient services and specialty channel distribution preferred
• Familiarity with relevant legal and regulatory pharmaceutical industry requirements
• Experience leading and executing Area-level business planning activities
• Must be able to work evenings and weekends, as needed, for physician or patient events (in person and virtual)
• Must reside within the geography and manage a multi-state territory with a diverse customer base
• Driver's license required; Overnight travel is required (approximately 50–85% depending on geography and business needs)