Senior District Business Manager (DBM), Neuroscience, Cobenfy - Sierra Nevada

Role Summary

The Senior District Business Manager (DBM) leads and coaches a field-based team of approximately 10 Therapeutic Area Specialists (TASs) to drive adoption of the Psychiatry portfolio and generate demand for appropriate patients. The DBM coaches on selling skills, scientific engagement, and digital capabilities, and leads business and account planning. The role collaborates across Commercial, Medical, and Access organizations and works with Regional Marketing and Access & Reimbursement Managers to meet sales targets. The DBM role is field-based, with an expectation of spending about four days in the field with TASs depending on geography. Reports to the Regional Business Director.

Responsibilities

• Focused in-role coaching and development of TASs, sourcing, recruiting, onboarding and training Therapeutic Area Specialists to support launch of COBENFY.
• Coach TASs on competencies and learning objectives (e.g., scientific agility, customer/commercial mindset, change agility & teamwork/enterprise mindset). DBMs will conduct selected ride-alongs with TASs for the most important HCPs as relevant, according to coaching plan.
• Ownership of TASs learning journey and accountable for ensuring continuous improvement in core skills and behavior (e.g., scientific agility, patient mindset, digital agility, analytical mindset).
• Champion adoption of new capabilities (e.g., CE^3 analytics, content personalization).
• Understand and role model new capabilities and tools e.g., sharing knowledge, information, insights and experiences with new tools with the TAS team.
• Effectively coach TASs on how to appropriately leverage CE^3 insights to guide call planning and call preparation.
• Regularly convene field team to exchange experiences, collect feedback, proactively coach on change leadership, and encourage adoption of capabilities and new ways of working.
• Execute strategic planning activities (e.g., promo program planning, budget planning, and prioritization at HCP level).
• Engage with relevant insights to prioritize accounts and develop strategies for key accounts.
• Ensure continuous customer experience improvement.
• Lead financial and program planning for district.
• Comply with all laws, regulations, and policies that govern the conduct of BMS.

Qualifications

• Bachelor's degree or equivalent with a minimum of 10 years of pharmaceutical industry experience or other related industry experience.
• Understanding of Neuropsychiatry environment, call points, and industry trends preferred.
• 5 or more years of prior experience as a District Business Manager in Pharmaceutical Sales, or equivalent experience in leading and managing high-performing teams strongly preferred.
• Pharma experience strongly preferred, including an understanding of reimbursement processes, access, and distribution environment.
• Proven track record of inspiring and leading teams to meet or exceed expectations and goals.
• Proven successful track record of selecting, developing, and retaining talented individuals.
• Previous experience that has required the use of analytical skills, selling skills, development of strong business acumen, and working knowledge of the pharmaceutical value chain.
• Qualified Driver requirements: at least 21 years of age; a driver's license in good standing issued by your state of residence; and a driving risk level deemed acceptable by the Company.

Skills

• Coaching mindset: Understands TASs learning journey and takes responsibility for ensuring continuous improvement of TASs skills. Ability to coach TASs in core competencies (e.g., scientific agility, customer experience, patient centricity and mindset, digital agility, analytical mindset).
• Customer/commercial mindset: Demonstrated ability to drive business results. Experience identifying, engaging, and cultivating credibility with customers across the patient care journey. Demonstrated account management skills and problem-solving mentality. Understands the flow of patients through practice and can customize engagement and deliver tailored messages. Demonstrated resourcefulness and ability to connect with customers.
• Scientific agility: TA expertise; excellent communication and presentation skills to articulate scientific and clinical data to help HCPs best serve their patients. Strong learning mindset and passion for science; stay current with the latest data.
• Change agility: Enthusiasm to adopt and champion new ways of working. Demonstrates learning agility; seeks out and learns from unfamiliar experiences, and applies those lessons to achieve better results in subsequent situations.
• Analytical mindset: Ability to use data insights to inform engagement; ability to run more focused strategic planning; digital mindset; adept at using digital tools.
• Teamwork/Enterprise mindset: Ability to lead across the matrix; strong business acumen to understand and analyze business and market drivers and develop, execute, and adjust business plans; track record of balancing individual drive and collaborative attitude.

Additional Requirements

• Travel: Field-based role with travel required; approximately 4 days in the field per week, depending on geography.
• Requires operation of a company-provided vehicle; valid driver's license and driving risk level acceptable to the company.