Regional Business Leader, Sleep Disorders - Upper Midwest

Role Summary

Regional Business Leader, Sleep Disorders – Upper Midwest. Leads a sales team to execute strategies for launching a novel orexin therapy in narcolepsy type 1, builds and develops representatives, and ensures sales performance meets company objectives. Owns regional priorities, hires and coaches staff, and drives execution to maximize sales results in a developing therapeutic area. Location: Illinois – Virtual.

Responsibilities

• The Regional Business Leader is responsible for leading the compliant execution of business strategies to deliver or exceed sales expectations at Regional and Area level.
• Effectively recruits, hires and coaches a team of sales representatives to deliver exceptional sales performance.
• Translates the broader vision to their team and creates a high-performance culture that values results, accountability, and development; removes barriers and drives a solution-oriented mindset; balances long-term strategy with immediate results.
• Fosters an environment of learning and growth, builds capabilities in partnership with HR and Commercial Learning & Development, and focuses on talent retention and development.
• Provides consistent expectations and ongoing feedback as part of performance management, including measurable outcomes and actionable development plans.
• Prioritizes field coaching to elevate selling skills and territory management; leads by example with compliance and speak-up culture.
• Implements marketing strategies regionally, managing key resources (including speaker programs) to meet objectives.
• Develops and executes region and representative sales plans quarterly to achieve objectives.
• Analyzes region/territory performance to identify growth opportunities and improve effectiveness.
• Manages sales budget strategically to drive growth.
• Builds knowledge of key region KOLs, top HCPs, Sleep Centers, institutions, and IDNs.
• Gains command of payor landscape and reimbursement insights to grow the business.
• Works with field partners (patient services, medical, managed markets, etc.) to achieve goals.
• Plans and conducts POA/launch meetings in line with marketing plans.
• Leverages AI and digital tools to enhance regional strategy and results delivery.
• Maintains bi-directional communication across RBL, ASD, sales leadership, and internal partners to share insights and direction.

Qualifications

• Required: Bachelor‚Äôs degree ‚Äì BS/BA
• Required: 5+ years of management-level experience in pharmaceutical/biologic/biotech/medical device industries with a track record of success (e.g., district management, specialty account management, marketing management, training, product management) or the equivalent.
• Required: Prior experience as a pharmaceutical sales representative with a proven track record across selling techniques and healthcare industry understanding
• Required: Demonstrated business and strategic planning skills to identify opportunities and adapt to market changes
• Required: Demonstrated ability to coach, delegate, and motivate a sales team with timely feedback
• Required: Demonstrated ability to analyze complex data to develop strategic and actionable plans
• Required: Strong communication skills ‚Äì verbal, written, and presentation
• Required: Proficiency in MS Word/Excel/PowerPoint
• Required: Comfort with emerging technologies, adaptability to digital tools, and openness to AI-enabled processes
• Required: Must reside in or near the assigned geography
• Preferred: MBA or Master‚Äôs Degree
• Preferred: 3+ years of people leadership experience
• Preferred: Experience selling or leading teams in the rare disease space
• Preferred: Sleep Disorders experience
• Preferred: Pharmaceutical product launch experience

Skills

• Sales leadership and team development
• Strategic planning and execution
• Performance management and coaching
• Data analysis and interpretation for decision making
• Budget management and resource allocation
• Cross-functional collaboration (field partners, HR, marketing)
• KOL/HCP relationship management
• Payor landscape and access/reimbursement insight
• Digital tools and AI-enabled processes
• Effective communication and presentation

Licenses/Certifications

• Valid Driver‚Äôs License

Travel Requirements

• Travel 50-75% to support the region, including overnights
• Ability to drive or fly to various meetings/client sites to collaborate with sales professionals at local and national meetings/trainings