Area Business Director - West

Primary Responsibilities
Regional Strategy & Business Ownership
- Own and deliver regional sales performance across a team of 4–6 Key Account Managers.
- 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 aligned to organizational and sales goals.
- Identify risks/opportunities early and proactively adjust to meet targets.
- Build proactive relationships with key decision makers (e.g., IDN, hospital, infusion clinic leadership, KOLs).
Leadership, Coaching & Talent Development
- Lead, coach, and develop a high-performing KAM team; foster accountability and continuous improvement.
- Provide hands-on field coaching (joint calls, strategic account reviews, real-time feedback).
- Improve team capabilities in strategic account management, clinical acumen, and complex selling.
- Attract, develop, retain talent; create individualized development plans and succession strategies.
- Model values-driven leadership (integrity, grit, ownership).
Customer & Market Engagement
- Maintain executive relationships with institutions, health systems, and KOLs.
- Support KAMs with access/advancement in complex accounts.
- Engage in high-priority accounts and critical negotiations.
- Understand market access, payer environment, and institutional decision processes.
Execution Excellence & Operational Leadership
- Ensure consistent, compliant execution of marketing strategies and tactical plans.
- Drive CRM/analytics use to monitor performance and optimize resource deployment.
- Oversee accurate administrative/compliance activities (T&E, reporting, SOP adherence, Sunshine Act).
- Ensure operational rigor in territory management.
Cross-Functional Collaboration
- Partner with Marketing, Market Access, Medical Affairs, and others in a matrixed environment.
- Feed regional insights to shape strategy, messaging, and resources.
- Serve as a feedback loop between the field and leadership.
Continuous Improvement & Innovation
- Promote learning/adaptability; encourage testing new approaches.
- Use data and field intelligence to refine strategies.
- Stay current on clinical/competitive developments.
Qualifications
- Bachelor’s degree required; advanced degree preferred (MBA, MPH, PharmD, or related).
- 10+ years of related pharmaceutical sales experience.
- Proven leadership in specialty pharmaceutical sales, including field team management.
- Demonstrated success delivering results through others in complex, competitive markets.
- Strong understanding of drug development, commercialization, and specialty market dynamics.
- Advanced strategic and analytical thinking.
- 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.
- Preferred: working knowledge of the target geography; experience in institutional/IDN environments; prior responsibility for regional/multi-state business ownership; established relationships with healthcare systems and KOLs.
- Valid driver’s license and clean driving record.
- Ability to travel within the region as needed.
Travel: Approximately 75%.