Regional Business Director, Diabetes – Mid-Atlantic
Xeris Pharmaceuticals, Inc.
4 months ago
On-site
United States
Sales
Regional Business Director (RBD) Responsibilities:
- Provide leadership, direction, and developmental guidance to a team of Territory Business Managers (TBMs) to pursue commercial objectives.
- Work closely with management to establish and deliver corporate objectives specific to the assigned region.
- With team and business partner input, develop, evolve, and execute regional business plans.
- Eliminate or minimize barriers to progress; engage the VP of Sales regarding marketplace trends, business opportunities/threats, competitive information, and recommendations.
- Leverage internal expertise to maximize field impact.
- Partner with Channel/Trade & Market Access Teams and other Regional Business Directors to develop region-specific strategies for managed care accounts and reimbursement clarity.
- Manage regional budget and resource allocations to maximize ROI.
- Hire and develop TBMs aligned with strategic goals.
- Identify and attract TBMs who excel in the diabetes market (endo, ped. endo, primary care, local diabetes chapters, hospitals, LTC, etc.).
- Lead, teach, motivate, and inspire TBMs to achieve/exceed sales objectives.
- Engage TBMs frequently via field visits and business reviews; coach to identify and maximize opportunities.
- Foster a solution-orientation; provide verbal and written feedback.
- Recognize/reward strong performers and coach employees below expectations; hold accountable for improvement.
- Develop, lead, and facilitate effective team sales meetings.
- Represent the company to internal and external customers; demonstrate commitment to value and patient care.
- Collaborate with peers, marketing, and training to implement regional initiatives.
- Pre-launch: engage/profile key accounts (physicians, payers, PBMs, hospitals, and other alternate site customers); post-launch: engage key accounts and maintain relationships/regular communication with physicians and thought leaders.
Qualifications:
- Bachelor’s Degree in Health Sciences, Business/Marketing, Accounting, or related field; advanced degree preferred.
- 8–10 years in bioscience commercial positions (e.g., sales representative, hospital representative, sales trainer, district manager, marketing manager, regional account manager, government affairs, sales operations).
- 3–5 years of leadership experience required.
- Valid US state-issued driver’s license required.
- Recent experience managing key accounts (or leading teams doing so) with diabetes market experience highly desirable.
- Ability to influence and drive performance through KPI management; identify and facilitate risk/issue mitigation and resolution.
- Strong track record coaching/mentoring to reach/exceed goals; ability to hold others accountable.
- Competencies: leadership, strategic thinking, organizational skills, self-directed, strong written/verbal communication, decision-making, customer service focus, analytical skills, teamwork/collaboration.
- Periodic evening/weekend work may be required; frequent domestic travel up to 50%.
- Position requires vehicle travel.
Compensation/Benefits (as stated):
- Anticipated base salary range: $180,000–$240,000.
- Includes eligibility for commission and equity.
- Additional elements may include paid time off, health insurance options, and retirement benefits (details provided at conditional offer).
Application instructions:
- Not provided in the text.
- Provide leadership, direction, and developmental guidance to a team of Territory Business Managers (TBMs) to pursue commercial objectives.
- Work closely with management to establish and deliver corporate objectives specific to the assigned region.
- With team and business partner input, develop, evolve, and execute regional business plans.
- Eliminate or minimize barriers to progress; engage the VP of Sales regarding marketplace trends, business opportunities/threats, competitive information, and recommendations.
- Leverage internal expertise to maximize field impact.
- Partner with Channel/Trade & Market Access Teams and other Regional Business Directors to develop region-specific strategies for managed care accounts and reimbursement clarity.
- Manage regional budget and resource allocations to maximize ROI.
- Hire and develop TBMs aligned with strategic goals.
- Identify and attract TBMs who excel in the diabetes market (endo, ped. endo, primary care, local diabetes chapters, hospitals, LTC, etc.).
- Lead, teach, motivate, and inspire TBMs to achieve/exceed sales objectives.
- Engage TBMs frequently via field visits and business reviews; coach to identify and maximize opportunities.
- Foster a solution-orientation; provide verbal and written feedback.
- Recognize/reward strong performers and coach employees below expectations; hold accountable for improvement.
- Develop, lead, and facilitate effective team sales meetings.
- Represent the company to internal and external customers; demonstrate commitment to value and patient care.
- Collaborate with peers, marketing, and training to implement regional initiatives.
- Pre-launch: engage/profile key accounts (physicians, payers, PBMs, hospitals, and other alternate site customers); post-launch: engage key accounts and maintain relationships/regular communication with physicians and thought leaders.
Qualifications:
- Bachelor’s Degree in Health Sciences, Business/Marketing, Accounting, or related field; advanced degree preferred.
- 8–10 years in bioscience commercial positions (e.g., sales representative, hospital representative, sales trainer, district manager, marketing manager, regional account manager, government affairs, sales operations).
- 3–5 years of leadership experience required.
- Valid US state-issued driver’s license required.
- Recent experience managing key accounts (or leading teams doing so) with diabetes market experience highly desirable.
- Ability to influence and drive performance through KPI management; identify and facilitate risk/issue mitigation and resolution.
- Strong track record coaching/mentoring to reach/exceed goals; ability to hold others accountable.
- Competencies: leadership, strategic thinking, organizational skills, self-directed, strong written/verbal communication, decision-making, customer service focus, analytical skills, teamwork/collaboration.
- Periodic evening/weekend work may be required; frequent domestic travel up to 50%.
- Position requires vehicle travel.
Compensation/Benefits (as stated):
- Anticipated base salary range: $180,000–$240,000.
- Includes eligibility for commission and equity.
- Additional elements may include paid time off, health insurance options, and retirement benefits (details provided at conditional offer).
Application instructions:
- Not provided in the text.