Area Business Director - West

The Area Business Director (ABD) is a first-line people leadership role responsible for driving regional/area performance through strategic leadership, coaching, and development of a team of Key Account Managers (KAMs). The ABD owns regional execution and is accountable for sales objectives, market strategy execution, and consistent, compliant implementation across all accounts.

Primary Responsibilities
Regional Strategy & Business Ownership:
- Own and deliver regional sales performance (team of 4–6 KAMs)
- Translate national strategy into regional/territory execution plans
- Analyze 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
- Proactively engage key decision makers (e.g., IDN, hospital leadership, infusion clinic leadership, KOLs)

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

Customer & Market Engagement:
- Maintain executive-level relationships with key institutions, health systems, and KOLs
- Support KAMs with complex account navigation and barrier removal
- Engage directly in high-priority accounts and critical negotiations
- Understand market access, payer environment, and institutional decision-making

Execution Excellence & Operational Leadership:
- Ensure compliant execution of marketing strategies/tactical plans
- Use CRM and analytics to monitor performance and optimize resource deployment
- Oversee administrative and compliance tasks (T&E, reporting, SOPs, Sunshine Act)
- Drive operational rigor and efficiency in territory management

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

Continuous Improvement & Innovation:
- Encourage learning, adaptability, and testing new approaches
- Use data/field intelligence to refine strategies
- Stay current on clinical and competitive developments

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, including managing field teams
- Track record driving results through others in complex, competitive markets
- Strong knowledge of drug development, commercialization, and specialty market dynamics
- Advanced strategic thinking and analytical skills
- Exceptional coaching, communication, and influencing skills
- Ability to lead in a matrixed organization and leverage cross-functional resources
- High business acumen, accountability, and execution focus
- Working knowledge of the targeted geography (preferred)
- Preferred: experience leading in complex institutional/IDN environments
- Preferred: prior responsibility for regional or multi-state business ownership
- Preferred: established relationships with healthcare systems and KOLs in the region
- Valid driver’s license and clean driving record
- Travel: ~75%