Job Description

Regional Team Leader North Central

The Regional Team Leader (RTL) serves as the primary interface for our company’s Pulmonary Arterial Hypertension (PAH) business.

RTLs are fully engaged in the operation of their Regions to manage business priorities. The RTL is essential in executing upon our company's PAH strategy, including recruiting, hiring, and leading a team of customer representatives who engage with HCPs, setting objectives in accordance with national and regional goals, and developing strategic business priorities through an integrated account management framework.

This is a field-based people management position that is responsible for the North Central region of the United States.

The North Central region consists of Michigan, Illinois, Iowa, Missouri, Kansas, Minnesota, and Indiana.

The selected candidate must reside in the region.

Travel (%), including overnight travel, may be required 75% of the time.

Primary Activities & Responsibilities will include and may not be limited to the following :

People Management

Lead and manage a team of Customer Account Specialists in identifying customer needs.

Coach Customer Account Specialists, oversee training, complete people management processes, and effectively develop and resource their customer team to address customer needs and strategic priorities.

Deliver and adapt performance plans to achieve goals and objectives utilizing KPIs, scaling of successes, etc.

Conduct formal and informal performance reviews for customer representatives.

Build a team culture that fosters a safe and supportive environment through coaching to develop and reinforce the knowledge, competencies, skills, and behaviors Customer Account Specialists must master for success.

Ensure that all interactions with both internal and external customers are conducted in a manner consistent with our company's Values and Standards and Leadership Behaviors and complies with Company policies and procedures.

Ecosystem Management

Partner across Marketing and Commercial colleagues to plan and host medical education events within designated territories.

Collaborate across Marketing and Commercial colleagues with emerging Key Opinion Leaders (KOL) to understand and align perceptions around PAH treatment outcomes in alignment with our company's strategy.

Attend and manage our company's presence at national and local congress / society events.

Proactively create connections across care teams within designated territory to build KOL-provider relationships.

Customer Account Leadership

RTL is responsible for the overall customer experience of scientific leaders or high influence customers in top practices, hospitals, or managed care organizations within our company's PAH business : builds relationships with account stakeholders and acts as cross-functional point of contact for all our company's roles engaged with the account.

Develop deep understanding of account priorities, strategies, unique challenges, and stakeholder influence networks to generate strategic insights.

Prepare and execute business plans that are tailored to the unique needs of the top customers.

Conduct quarterly strategic planning session reviews with account teams to create shared understanding of market context, account SWOT, & stakeholder needs and develop account strategy, including priorities / objectives, strategic imperatives, and tactics.

Relevant company stakeholders include both customer-facing and Headquarter roles.

Coordinate the execution of account strategies, tracks progress against objectives, and refines plans as needed to deliver on goals.

Proactively solicit feedback from account stakeholders to better understand needs and become a trusted partner.

Key capabilities & competencies :

Scientific / Clinical Proficiency

Deep understanding of clinical and scientific aspects of PAH, competitor products, and our company's products :

Disease state knowledge

Standards of care and emerging clinical trends

Relevant diagnostics and testing advances

Patient demographics

Ecosystem Understanding

Deep understanding of regional and local health care networks : stakeholders and their relative level of influence, referral dynamics, payer controls, patient demographics, specialty pharmacy activity, etc.

Knowledgeable on health economics information related to population management and quality.

Understanding of access & reimbursement processes in PAH, specifically those of payers most active in designated territory

Business Acumen

Understand and define customer business models and infer strategic objectives.

Create account strategies that deliver on both our company and customer objectives.

Understand customer business operations and PAH practice management standards.

Create and implement local business strategy while operating within an assigned budget.

Collaboration

Effectively and efficiently partner with cross-functional company stakeholders to develop and execute customer strategies & tactics.

Lead without authority across individuals in different reporting structures to ensure executions against objectives.

Ensure that all interactions with both internal and external customers are conducted in a manner that supports our company's Values and Standards and Leadership Behaviors and complies with Company policies and procedures.

Partner with other Rare Disease CTLs to share best practices, peer-coach team members, and create an environment of continual learning.

Qualifications : Required :

Required :

Bachelor’s degree (BS / BA) and a minimum of 8 years’ experience in Sales and / or Marketing or related experience with at least 6 years in pharmaceutical, biotech or healthcare industries.

Demonstrated experience leading and building strong teams.

Territory & Business Management with demonstrated accomplishments.

Keen interpersonal skills, including abilities to interact with individuals from a variety of backgrounds and to influence senior levels of management, key thought leaders, and customers.

Strong presentation and communication skills, including the ability to understand, distill, and convey complex scientific and public health-related concepts to diverse audiences.

Strong prioritization skills and ability to contextualize decisions into broader corporate strategies.

Technologically proficient (e.g., MS Office Suite, iPad).

Valid driver’s license and ability to drive a vehicle.

Travel the amount of time the role requires.

Preferred :

3 years current / recent experience with PAH products or 3 years current / recent experience with rare disease specialty, and / or cardiovascular products.

Advanced degree (e.g., MBA, PharmD).

NOTICE FOR INTERNAL APPLICANTS

Inaccordancewithallemployees subjectto thispolicyarerequiredtohaveaminimumoftwelve(12)monthsofserviceincurrent positionprior toapplyingfor openpositions.

If youhavebeenofferedaseparationbenefitspackage,buthavenotyetreachedyour separationdateandareofferedapositionwithinthesalaryandgeographicalparametersasset forthintheSummaryPlanDescription(SPD)ofyourseparationpackage,thenyouarenolonger eligible foryourseparationbenefitspackage.

Todiscussinmoredetail,pleasecontactyour HRBP or Talent Acquisition Advisor.

Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders).

Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated.

Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.

Last updated : 2024-03-22