Regional Sales Manager EMD Mid-Atlantic (Remote)

Brief Description:

The Regional Sales Manager (Epilepsy) will play an integral role within the Epilepsy and Movement Disorders (EMD) Business Unit.  This role will lead and develop the most respected, high performing and patient driven Rare Disease Sales Team in the industry. He/ she will be responsible for creating and maintaining a patient inspired and people valued culture within their team, shaping the sales strategy for the Mid-Atlantic region (Philadelphia, DC, Baltimore, Charlotte) in the US, as a derivative of the national strategy, and leading sales execution in that region to ensure US commercial success.  The Regional Sales Manager must be able to navigate and lead through large institutions and IDNs and be well versed in account/system management.

Essential Functions/Responsibilities

• Directly leads and manages a team of Neurology Account Managers including recruiting, hiring, developing, coaching, and evaluating
• Develops, leads and executes a local market sales plan with specific goals and targets for sustained growth and success through different stages of the product life cycle (launch and growth)
• Creates and maintains a people-valued culture driven by common values and the pursuit of being patient driven, passionate, innovative, accountable, collaborative, and approaching work with integrity and excellence
• Inspires and unites a team toward a common vision through authentic leadership and an agile approach
• Fosters an entrepreneurial culture with a focus on ownership and accountability to maximize individual and Company goals, and establishes open and honest communication with subordinates, peers, and senior leadership
• Demonstrates exceptional knowledge of disease state, product, customer, rare/orphan drug market, competitive products and the broader healthcare marketplace

• Plays an active role in KOL/customer engagement/development: Identifies and establishes strong personal relationships with key and emerging thought leaders and customers and devotes the necessary amount of time to engage with HCPs
• Continually develops the competence (skills, knowledge, and behaviors) of sales team through appropriate coaching and other development training and activities
• Collaborates with cross functional Jazz Pharmaceutical leaders (Market Access, Marketing, Sales Training, Medical Affairs, Patient Access, Government Affairs, and Compliance) to achieve shared business objectives in a compliant manner
• Demonstrates an ability to analyze, interpret and leverage data including sales analytics, CRM reports, business statistics and customer feedback that provides an information framework for the development of strategic business plans and successful execution of those plans
• Responsible for the financial management of monetary resources inclusive but not limited to promotional and T&E budgets in a manner consistent with Jazz Pharmaceutical compliance policies
• Conducts all Company business in accordance with all regulations and Company policy and procedures
• Demonstrates high ethical and performance standards with all business contacts within the medical and pharmaceutical community
• Fosters and maintains a culture of compliance by being a role model of integrity and requiring the sales team to comply with all legal, ethical and procedural standards in all business activities

Required Knowledge, Skills, and Abilities

• Minimum of 10 years of progressive experience in biotech/ pharma sales and sales leadership
• Proven success in leading biotech/pharma product launches (preferably rare disease)
• Minimum of 5 years successfully leading sales teams (or combination of equivalent experience), with strong documented success in exceeding goals over time
• Experience in product marketing, sales training, commercial operations, or equivalent preferred
• Academic and/or Institutional experience required
• Prior experience working with local and national patient advocacy groups
• Strong business relationships in the Epilepsy community preferred
• Rare disease and/or Epilepsy experience required
• Successful product launch experience required
• Proven record of success through teamwork and execution
• Exemplary leadership skills
• High level of clinical and business acumen and demonstrated learning agility
• Exceptional performance management skills and ability to close performance gaps to improve individual’s abilities and aptitudes
• Must have excellent communication skills (verbal and written)
• Highly proficient in Microsoft Office (Word, Excel, PowerPoint, Outlook)

Travel

• Ability to travel up to 75% with a history of managing large geographic areas
• Some travel and attendance on evenings and weekends for regional and national meetings, conferences and advocacy support events

Required/Preferred Education and Licenses

• Bachelor’s degree required
• MBA or other advanced degree preferred