Area Business Director - Southeast

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 trends, market dynamics, and competitive landscape to inform strategy and resource allocation
- Establish and coach clear performance expectations, KPIs, and accountability frameworks
- Identify risks/opportunities early and proactively adjust strategy to ensure goal attainment
- Proactively pursue interactions with key decision makers (e.g., IDN leadership, hospital leadership, infusion clinic leadership, KOLs, and other stakeholders)

Leadership, Coaching & Talent Development
- Lead, coach, and develop a high-performing KAM team with a culture of accountability and continuous improvement
- Provide hands-on field coaching (joint customer calls, strategic account reviews, real-time feedback)
- Elevate capabilities in strategic account management, clinical acumen, and complex selling
- Attract, develop, and retain talent; create individualized development plans and succession strategies
- Foster a values-driven culture grounded in integrity, grit, and ownership

Customer & Market Engagement
- Maintain executive-level relationships with key institutions, health systems, and KOLs
- Support KAMs in navigating complex accounts and advancing strategic opportunities
- Engage directly in high-priority accounts and critical negotiations
- Ensure strong understanding of market access dynamics, payer environment, and institutional decision-making

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

Cross-Functional Collaboration
- Partner with Marketing, Market Access, Medical Affairs, and others in a matrixed organization
- Align regional insights to inform strategy, messaging, and resource allocation
- Serve as a field-to-leadership feedback loop

Continuous Improvement & Innovation
- Drive learning and adaptability; test new approaches
- Use data/field intelligence to refine strategies and improve performance
- Stay current on clinical advancements and competitive activity

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