Area Business Director

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Updated: March 5, 2024
Location: Cleveland, OH, United States
Job ID: 3359-OTHLOC-CpfwYfwS






Position Summary 

The Area Business Director (ABD/Director of Regional Sales equivalent) is accountable for setting strategic and tactical direction for their area field sales team, along with the execution and achievement of their team’s revenue goals. The ABD will report to the Vice President of Sales and have two primary objectives: first, to execute on the pre-launch milestones, and second, to achieve yearly sales performance targets within the bladder cancer market. The launch objectives will focus on hiring and training their field sales team, along with creating impactful and collaborative area business & account plans. To achieve revenue performance goals, the ABD will focus their field sales team to gain a breadth and depth of treatment adoption within the Large Urology Group Practice Association Clinics, (LUGPA), Academic institutions, and Independent Delivery Network (IDN) Hospitals for their assigned area. 

Ideal candidates will have a deep knowledge of the uro-oncology market dynamics that influence prescriber behavior – including key customers, accounts, pathway influencers, and payers. Additionally, ideal candidates will have a strong foundation in leadership skills, professional development, and team-building. 

Essential Functions 

  • Recruit and hire the field sales team of Business Managers, Uro-Oncology, for their designated territories.
  • Lead, motivate, and direct a field team of Business Managers, Uro-Oncology, ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning.
  • Design and implement short and long-term business plans intended to achieve commercial objectives and drive sales revenue with targeted accounts for their areas.
  • Achieve promotional objectives through execution management of specific marketing strategies and tactics for each Business Manager.
  • Establish consistency in situational leadership principles with each team member to provide a trusting and productive working relationship.
  • Ensure forecast and quotas align, and sales compensation / incentive plans support growth.
  • Develop solutions to help address Business Manager business challenges including barriers to appropriate product adoption.
  • Provide consistent, timely, and quantifiable Business Manager performance feedback based on observations of key customer interactions and promotional tool utilization.
  • Clearly communicate and present all approved GPO and reimbursement resources.
  • Assess competitive promotional activity and treatment adoption from customers to share information and recommendations to leadership team.
  • Ensure sales teams have the needed data to maximize sales impact, and to refocus tactics and execution when indicated.
  • Develop key customer relationships through regular interaction, scheduled calls, industry events, and personal communication.
  • Partner with cross-functional commercial members to develop, implement, and manage the strategy and execution of the commercial launch.
  • Ensure all Business Managers are fully informed of ImmunityBio’s commercial compliance policy, all applicable federal and state laws, and guidance relating to product promotion.
  • Plan, forecast, and oversee an operating budget while actively monitoring expenses. 
  • Perform other duties as assigned.

Education & Experience 

  • Proven track record of success and experience in start-up biopharma and/or diagnostics company.
  • 10+ years of commercial experience in the pharmaceutical, biotechnology, or healthcare industry, preferably in specialty therapeutics.
  • 4+ years of managing a field commercial team required with 4+ years of specialty oncology and/or urology product experience preferred.
  • Bachelor’s degree required.
  • Candidates will have integrity, be inclusive, and lead with a people-first approach.
  • Proven core competencies, knowledge, and skill requirements (listed above).

Knowledge, Skills, & Abilities 

  • Creates genuine relationships with commercial field individuals providing the foundation for long-term wellbeing, engagement, and high-performance.
  • Provides a trusting environment to foster and build resilient, high-performing teams.
  • Social/emotional/relationship intelligence and effective communication with team members, colleagues, leadership, and customers.
  • Practices growth-mindset thinking and behaviors; is a continual learner, open to innovative ideas and solutions; and collaborates with cross-functional commercial members.
  • Effective prioritization, flexibility and change management in a dynamic environment.
  • Understands the complexities and subtleties of the urologic oncology marketplace and customer segments.
  • Analyzes data to create informed, strategic plans that optimize commercial effectiveness.
  • Leverages technology platforms and business software in the development, management, and execution of key performance indicators.
  • Excellent oral and written communication skills for effectively interfacing with all levels of management and departments within the company.
  • Impactful presentation skills both in-person and using virtual platform environments. An ability to connect with employees and customers in both settings in order to build trust and communicate clearly.

Working Environment / Physical Environment

  • As a field-based position, this role will require up to 60% travel throughout a large geographic area

At Syneos Health, we are dedicated to building a diverse, inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to apply anyway. At times, we will consider transferable skills from previous roles. We also encourage you to join our Talent Network to stay connected to additional career opportunities.

Why Syneos Health? Here, the work is challenging, and the pace is exhilarating. By joining one of our commercial teams, you’re empowered to succeed with the support, resources, and autonomy that you need. The diversification and breadth of our new and existing partnerships create a multitude of career paths and employment opportunities. Syneos Health has launched more sales teams in the last 5 years across all major therapeutic areas than the top 25 pharma companies combined. Join our game-changing, global company dedicated to creating better, smarter, faster ways to get biopharmaceutical therapies to patients. Experience the thrill of knowing that your everyday efforts are contributing to improving patients’ lives around the world. 

Wor Her Matter Everywher | How are you inspired to change lives?

Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)

Syneos Health has a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Additionally, certain local governments or Syneos Health customers may have vaccine requirements that apply to some of our employees. These employees are required to submit proof of vaccination to Syneos Health and maintain compliance with these requirements.
At Syneos Health, we believe in providing an environment and culture in which Our People can thrive, develop and advance. We reward and recognize our people by providing valuable benefits and a quality-of-life balance. The benefits for this position will include a competitive compensation package, Health benefits to include Medical, Dental and Vision, Company match 401k, flexible paid time off (PTO) and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos Health complies with all applicable federal, state, and municipal paid sick time requirements.

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