Area Business Director - East

Role Summary

The Area Business Director (ABD/Director of Regional Sales equivalent) is accountable for setting strategic and tactical direction to drive clinical conviction of Anktiva for their area field sales team, along with the execution and achievement of their team’s revenue goals. The ABD will achieve yearly sales performance targets within the bladder cancer market and create impactful and collaborative area business & account plans. To achieve revenue performance goals, the ABD will focus their field sales team to gain a breadth and depth of treatment adoption within the Large Urology Group Practice Association Clinics, (LUGPA), Academic institutions, and Independent Delivery Network (IDN) Hospitals who treat and manage NMIBC bladder cancer patients for their assigned area. The ABD must have a strong understanding of the unique market opportunities of their geography, including account affiliations and decision makers, prescriber influencers, Buy and Bill Model and treatment pathways.

Responsibilities

• Lead, empower, and direct a field team of Uro Oncology Business Managers (BM), ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning.
• Design and implement short and long-term business plans intended to achieve commercial objectives and drive sales revenue with targeted accounts for their areas.
• Achieve promotional objectives through execution management of specific marketing strategies and tactics for each BM.
• Establish consistency in situational leadership principles with each team member to provide a trusting and productive working relationship. Hire and coach team members for designated territory as needed.
• Ensure forecast and quotas align, and sales compensation / incentive plans support growth.
• Develop solutions to help address BM business challenges including barriers to appropriate product adoption.
• Provide consistent, timely, and quantifiable BM performance feedback based on observations of key customer interactions and promotional tool utilization.
• Clearly communicate and present all approved GPO and reimbursement resources.
• Assess competitive promotional activity and treatment adoption from customers to share information and recommendations to leadership team.
• Ensure sales teams have the needed data to maximize sales impact, and to refocus tactics and execution when indicated.
• Develop key customer relationships through regular interaction, scheduled calls, industry events, and personal communication.
• Partner with cross-functional commercial members to develop, implement, and manage the strategy and execution of the commercial launch.
• Ensure all BMs are fully informed of ImmunityBio‚Äôs commercial compliance policy, all applicable federal and state laws, and guidance relating to product promotion.
• Plan, forecast, and oversee an operating budget while actively monitoring expenses.
• Represent product in a professional, compliant, and ethical manner.
• Perform other special projects and duties as requested.

Qualifications

• High School Diploma required. Bachelor‚Äôs degree strongly preferred
• 10+ years of commercial experience in the pharmaceutical, biotechnology, or healthcare industry, preferably in specialty therapeutics required
• 4+ years of managing a field commercial team required with 4+ years of specialty urological oncology /urology product experience required
• Proven track record of success and experience in start-up biopharma and/or diagnostics company required
• Must possess and maintain a current valid driver's license

Knowledge, Skills, & Abilities

• Possess integrity, be inclusive, and lead with a people-first approach.
• Creates genuine relationships with commercial field individuals providing the foundation for long-term wellbeing, engagement, and high-performance.
• Possess deep knowledge of the uro-oncology market dynamics that influence prescriber behavior ‚Äì including key customers, accounts, pathway influencers, and payers.
• Strong foundation in leadership skills, professional development, and team- building.
• Provides a trusting environment to foster and build resilient, high-performing teams.
• Social/emotional/relationship intelligence and effective communication with team members, colleagues, leadership, and customers.
• Practices growth-mindset thinking and behaviors; is a continual learner, open to innovative ideas and solutions; and collaborates with cross-functional commercial members.
• Effective prioritization, flexibility and change management in a dynamic environment.
• Understands the complexities and subtleties of the urologic oncology marketplace and customer segments.
• Analyzes data to create informed, strategic plans that optimize commercial effectiveness.
• Leverages technology platforms and business software in the development, management, and execution of key performance indicators.
• Excellent oral and written communication skills for effectively interfacing with all levels of management and departments within the company.
• Impactful presentation skills both in-person and using virtual platform environments. An ability to connect with employees and customers in both settings in order to build trust and communicate clearly.

Working Environment / Physical Environment

• Remote
• As a field-based position, this role will require up to 60% travel throughout a large geographic area
• Requires driving a personal vehicle on behalf of the Company
• Must successfully complete a motor vehicle record check upon hire and annually thereafter
• Must maintain a standard form of automobile liability insurance that meets the company‚Äôs required minimum coverage limits (currently $250,000/$500,000 bodily injury liability and $100,000 property damage liability)
• Must provide proof of insurance coverage that meets these requirements upon hire and annually thereafter