Area Business Director, Pulmonology - West

Role Summary

This Area Business Director (ABD) leads a high-performance sales team to drive Cortrophin Gel sales in Rheumatology, Nephrology, and Neurology. The role reports to the ANI Sales Leadership and requires strategic agility, business acumen, cross-functional collaboration, and a focus on people development to deliver value to patients and their families. The ABD will coordinate with Patient HUB, Market Access, Training, Business Operations, Legal and Compliance to meet or exceed targets and maintain compliance.

Responsibilities

• Hire, lead and retain a team of Account Executives rooted in strategy and accountability to ensure team meets or exceeds sales forecasts while following all compliance expectations.
• Work with Executive Director of Sales and Training 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 Sales Strategy and Training lead to develop training materials, workshops and coaching framework to successfully engage with accounts.
• Partner with Marketing and Field Development lead to develop Key Opinion Leaders within Area.
• Partner with the Field Operations team responsible for establishing the call plan, targets, incentives, collect data and measure 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.
• Work with US Marketing team to develop appropriate programs to support customers.
• Bring key competitive intelligence and work closely with the Marketing team to develop insights and market solutions; help define sales excellence metrics and monthly dashboards.
• 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

• Required: Bachelor‚Äôs degree; Advanced degree in business or science preferred.
• Required: 10+ years of demonstrated success in rare disease or specialty pharmaceutical sales.
• Preferred: Experience in Rheumatology, Nephrology, Neurology.
• Preferred: Product launch experience, including knowledge of government and commercial payers.
• Required: Understanding and experience working with in-house patient support services.
• Required: Familiarity with relevant legal and regulatory pharmaceutical industry requirements.
• Required: Experience leading and executing Area-level business planning activities.
• Preferred: Understanding of patient services and specialty channel distribution.
• Required: Ability to work evenings and weekends, as needed, for physician or patient events (in person or virtual).
• Required: Residency within the geography and ability to manage a multi-state territory with a diverse customer base.
• Required: Driver's license; Overnight travel 50‚Äì85% depending on geography.

Education

• Bachelor‚Äôs degree required; Advanced degree in business or science preferred

Skills

• Account executive development, strategic planning, and high-impact coaching
• Analytical and problem-solving capabilities
• Cross-functional collaboration and stakeholder management
• Market intelligence, competitive analysis, and dashboard development

Additional Requirements

• Overnight travel is required and will range from 50% to 85% depending on geography and business needs.