Executive Director, Immunology Sales

CSL Behring is seeking a candidate (Executive Director of Immunology Sales) to lead the largest CSL Behring franchise of Immunology & Neurology.  The Executive Director leads the Immunology/Neurology salesforce to achieve sales, OPEX and market development goals in a profitable and compliant manner. In collaboration with Marketing, Corporate Accounts, Business Operations and Medical Affairs, this leader is responsible for developing strategies and tactics to deliver a multi-billion dollar business. Provides direct leadership to the Regional Sales Managers (RSMs) and sets direction for hiring and development of the field sales team to improve/evolve competencies to competitively execute strategies resulting in productivity, sales growth and strong employee engagement.

Further, the Executive Director of Sales is charged with ensuring productive relationships with external stakeholders, including but not limited Immunologists, Neurologists HCPs and KOLs. Establishing a high-performing team working together to communicate and promote clinical and economic benefits of the product(s), build and maintain successful relationships, educate health care staffs and identify new opportunities for growth.

Main Responsibilities:

• Cultivates relationships nationally and regionally with Key Opinion Leaders (KOLs), advocacy groups, etc.) impacting overall regional sales and elevating company's reputation as an industry leader.
• Fosters and develops multi-level and senior relationships within assigned accounts and affiliated organizations to create a foundation for developing new business.
• Collaborates cross-functionally with other departments (i.e., Marketing, Market Access, Medical Affairs, Training, etc.) and is viewed as a Subject Matter Expert (SME) on Sales related issues and strategy.

• Creates and executes a competitive comprehensive sales plan to meet/exceed US sales goals for all products in the Immunology/neurology portfolio, in line with organizational strategies and brand plans. Manages operating expense budget within target. Ensures appropriate collaboration between sales team with Corporate Accounts, Marketing and Medical Affairs.
• Plays an active role as a core member of the immunology team that is responsible for the development of strategies and initiatives that drive competitive advantage. Responsible for all Sales aspects of cross functional team planning and execution. Ensures integration of marketing programs to achieve sales objectives by assisting marketing in the development and implementation of programs that drive sales at the field level.
• Provides inspirational and strategic leadership and direction to the sales organization by translating business strategy into operational goals and objectives. Contributes to the development of sales performance standards for field sales personnel, monitors progress on attainment of objectives for the products and adjusts plans as necessary to meet the needs to the company, region, and customers.
• Works with VP Sales and sales operations in determining salesforce sizing, alignment, deployment and incentive program design. Manages changes to these elements within the Immunology/Neurology salesforce in a manner that minimizes disruption, maintains employee engagement, and ensures continued cost-effective achievement of sales goals. Identifies opportunities for optimizing sales team effectiveness.
• Provides guidance and works collaboratively with Sales Training to ensure the Immunology/neurology sales organization is properly trained on business acumen, product knowledge and sales skills while also delivering a personal development plan based on predetermined competencies. Ensures that the sales force is trained and able to leverage technology to deliver an omnichannel customer experience and reporting tools to effectively manage their own territory/region.
• Creates a culture that is transparent, collaborative, engenders trust and is patient-centric. Establishes a fact-based and disciplined approach that drives accountability and ethical performance throughout the sales organization. Ensures that all sales operations are compliant with company, industry, and government regulations.
• Responsible for oversight and effective management of all team members (i.e. direct reports) to include but not limited to the following:
  • Annual objective setting
  • Mid-year and end of year reviews
  • Coaching and counseling as appropriate
  • Employee development
  • Recruitment, selection and development of talent
  • Managing, directing & measuring work on an ongoing basis. Provides timely constructive feedback to ensure quality of work meets or exceeds company standards
  • Assuring work is completed in a customer focused manner

Qualifications:

• BA/BS in Business or Life Sciences
• A proven track record of success with 12+ years of sales, sales management and/or marketing/account management experience with extensive knowledge of the healthcare environment (healthcare systems, IDNs, Specialty pharmacies, etc.) and reimbursement and funding mechanisms.
• Rare disease and Immunology and/or neurology experience
• Experience in developing strategic business plans and implementing omnichannel strategies through cross-functional teams in competitive markets.
• Competencies:
• Developing Direct Reports and Others, Directing Others, Drive for Results, Decision Quality, Strategic Agility, Business Acumen, Ethics and Values, Managerial Courage, Building Effective Team

Travel Requirements: 50%