Area Business Director - Great Lakes

Role: Area Business Director (ABD)

Responsibilities:
- Own and deliver regional sales performance across a team of 4–6 Key Account Managers (KAMs)
- Translate national strategy into actionable regional/territory execution plans
- Analyze regional performance trends, market dynamics, and competition to guide strategy and resource allocation
- Set and coach clear performance expectations, KPIs, and accountability frameworks
- Identify risks/opportunities early and proactively adjust to ensure goal attainment
- Pursue strategic interactions with decision makers (e.g., IDN, hospital, infusion clinic leadership, KOLs)
- Lead, coach, and develop KAMs; foster accountability, continuous improvement, and execution excellence
- Provide hands-on field coaching (joint calls, strategic account reviews, real-time feedback)
- Improve capabilities in strategic account management, clinical acumen, and complex selling
- Attract, develop, retain talent; create individualized development plans and succession strategies
- Maintain executive-level relationships with institutions, health systems, and KOLs
- Support KAMs in complex accounts; remove barriers to access and advance opportunities
- Engage directly in high-priority accounts and critical negotiations
- Ensure compliant execution of marketing/tactical plans; oversee CRM/analytics use
- Complete accurate administrative/compliance activities (T&E, reporting, SOPs, Sunshine Act)
- Collaborate cross-functionally with Marketing, Market Access, Medical Affairs; provide field feedback to leadership

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