Area Business Director - Northeast

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/territory execution plans
- Analyze regional performance, market dynamics, and competitive landscape; adjust strategy and resource allocation
- Set and coach clear performance expectations, KPIs, and accountability frameworks
- Identify risks/opportunities early; proactively adjust to ensure goal attainment
- Engage key decision makers (e.g., IDN leadership, hospital leadership, infusion clinic leadership, KOLs, other stakeholders)

Leadership, Coaching & Talent Development
- Lead, coach, and develop a high-performing KAM team; foster accountability and execution excellence
- Provide hands-on field coaching (joint calls, strategic account reviews, real-time feedback)
- Improve team capabilities in strategic account management and complex selling
- Attract, develop, and retain talent; create individualized development plans and succession strategies

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

Execution Excellence & Operational Leadership
- Ensure compliant execution of marketing strategies and tactical plans
- Use CRM and analytics to monitor performance and optimize resource deployment
- Oversee administrative/compliance activities (T&E, reporting, SOP adherence, Sunshine Act requirements)

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 with field-based teams
- Success driving results through others in complex, competitive markets
- Strong understanding of drug development, commercialization, and specialty market dynamics
- Advanced strategic/analytical thinking; exceptional coaching/communication/influencing
- Ability to lead in a matrixed organization and leverage cross-functional resources
- High business acumen, accountability, and execution focus
- Working knowledge of the target geography highly preferred; prior IDN/institutional leadership preferred
- Valid driver’s license and clean driving record
- Ability to travel within the region as needed; ~75% travel