Area Business Director - Great Lakes

PRIMARY RESPONSIBILITIES
Regional Strategy & Business Ownership
- Own and deliver regional sales performance across a team of 4–6 Key Account Managers (KAMs)
- Translate national strategy into actionable regional and territory-level execution plans
- Analyze performance trends, market dynamics, and competitive landscape to inform strategy and resource allocation
- Set and coach clear performance expectations, KPIs, and accountability frameworks
- Identify risks and opportunities early and adjust strategy to ensure goal attainment
- Proactively engage key decision makers (IDN leadership, hospital leadership, infusion clinic leadership, KOLs, and other stakeholders)

Leadership, Coaching & Talent Development
- Lead, coach, and develop KAMs; foster accountability, continuous improvement, and execution excellence
- Provide hands-on field coaching (joint customer calls, strategic account reviews, real-time feedback)
- Strengthen capabilities in strategic account management, clinical acumen, and complex selling
- Attract, develop, and retain talent; create development plans and succession strategies
- Model values-driven leadership (integrity, grit, ownership)

Customer & Market Engagement
- Maintain executive-level relationships with key institutions, health systems, and KOLs
- Support KAMs in navigating complex accounts and removing access barriers
- Engage in high-priority accounts and critical negotiations
- Understand market access dynamics, payer environment, and institutional decision-making

Execution Excellence & Operational Leadership
- Ensure compliant execution of marketing strategies and tactical plans
- Drive CRM and analytics use to monitor performance and optimize resources
- Oversee administrative/compliance tasks (T&E, reporting, SOPs, Sunshine Act)

CROSS-FUNCTIONAL COLLABORATION
- Partner with Marketing, Market Access, Medical Affairs, and other stakeholders
- Share regional insights to inform strategy, messaging, and resource allocation
- Serve as a feedback loop between field and leadership

QUALIFICATIONS
- Bachelor’s degree required; advanced degree preferred (MBA, MPH, PharmD, or related)
- 10+ years related pharmaceutical sales experience
- Proven leadership in specialty pharmaceutical sales and management of field-based teams
- Demonstrated success driving results through others in complex, competitive markets
- Strong knowledge of drug development, commercialization, and specialty market dynamics
- Advanced strategic thinking/analytical skills; exceptional coaching, communication, and influencing
- Ability to lead in a matrixed organization
- Strong business acumen, accountability, and execution focus
- Preferred: knowledge of targeted geography; experience in complex institutional/IDN environments; prior regional/multi-state ownership; established relationships with healthcare systems and KOLs
- Valid driver’s license and clean driving record
- Ability to travel within region as needed (approximately 75%)