Area Business Director - West

Job Summary

This role will report into the newly created Commercial- Rare Disease Team at ANI and requires a mix of strategic agility, business acumen, leadership, management of projects and an ability to work collaboratively with multiple stakeholders. We are seeking seasoned strategic commercial leaders, with strong business acumen skills, executive presence, and who are passionate about people development and deeply motivated by the quest of delivering value to patients and their families. The ideal candidate will have sales leadership experience in rare disease or (at least) one of the following specialties: neurology, nephrology, or rheumatology. Experience building a team to launch a drug in a competitive space with a track record of market growth is desired.

Reporting to the ANI Rare Disease Vice President, Sales and Training, the Area Business Director (ABD) will be a key member of the Sales Leadership Team accountable for Cortrophin Gel sales performance through their development and leadership of a high-performance team that consistently delivers results. This role will require appropriate coordination across our patient HUB, Market Access, Training, Business Operations, Legal and Compliance teams. He/she will foster a culture of accountability and lead a sales team to meet or exceeds targets.

Skills required include developing Clinical Account Executives (CAEs) to ensure best in class account management, while demonstrating organizational, analytical, and problem-solving expertise. ABD’s must be flexible, and adaptable with sensitivity to the potential constraints of a commercial start-up. Candidates will be goal oriented and accountable for their individual and area performance, while acting in a professional and compliant manner.

Position Responsibilities

• Partner with the Field Operations team responsible to establish the call plan, targets, incentives, collect data and measure performance.
• Collaborate with Legal, Regulatory, Compliance and other internal stakeholders to ensure tactics and operations are executed with the highest standards of integrity and compliance.
• Partner with Marketing and Field Development lead to develop Key Opinion Leaders within Area.
• Review and analyze Area performance metrics to identify trends and opportunities to improve performance
• Collaborate with US Marketing, Channel and Reimbursement, Patient Support Services, Business Operations, Medical Affairs, Legal, Compliance and other internal stakeholders to support the field with appropriate materials and programs; monitor progress and drive course correction where necessary.
• Hire, lead and retain a team of Clinical Account Executives (CAEs) rooted in strategy and accountability to ensure team meets or exceeds sales forecasts while following all compliance expectations.
• Work with VP- Sales and Training to develop regional and territory business plans based on revenue goals, marketing plans, and required competencies and capabilities.
• Bring key competitive intelligence and work closely with Marketing team to develop relevant insights and market solutions; help define sales excellence metrics and monthly dashboards.
• Work with US Marketing team to develop appropriate programs to support customers.
• Partner with Sales Strategy and Training lead to develop training materials, workshops and coaching framework to successfully engage with accounts.
• Conduct field visits, regional team meetings to align teams, ensure CAEs understand product and unique market landscape to meet or exceed targets as well as monitor execution, identify issues/opportunities and define new actions.

Scope

• Must be able to work evenings and weekends, as needed, for physician or patient events (both in person and virtual)
• Must reside within the geography
• Overnight travel is required and will range from 50%- 85% depending on the geography and business needs of the individual territory
• Depending on geography, must have the ability to manage a multi-state territory with diverse customer base

Qualifications And Skills

• Understanding of patient services and specialty channel distribution preferred
• Familiarity with relevant legal and regulatory pharmaceutical industry requirements
• Experience leading and executing Area-level business planning activities
• Bachelor’s degree required; Advanced degree in business or science preferred
• Understanding and experience working with in-house patient support services required
• 10+ years of demonstrated success in rare disease or specialty pharmaceutical sales
• Product launch experience is a plus, including a working knowledge of government and commercial payers
• Experience in Rheumatology, Nephrology, or Neurology strongly preferred
• Driver's license required, with ability to travel 50%+ as needed, with occasional overnight travel as required

Company Overview

ANI Pharmaceuticals is an integrated specialty pharmaceutical company focused on delivering value to our customers by developing, manufacturing, and marketing high quality branded and generic prescription pharmaceuticals. We focus on niche and high barrier to entry opportunities including controlled substances, anti-cancer (oncolytics), hormones and steroids, and complex formulations. Our two pharmaceutical manufacturing facilities located in Baudette, Minnesota are capable of producing oral solid dose products, as well as liquids and topicals, controlled substances, and potent products that must be manufactured in a fully contained environment. Our objective is to create long term shareholder value by building a sustainable and growing base business in generic and mature brand pharmaceutical products while advancing an opportunity to re-commercialize Cortrophin gel and Cortrophin-Zinc.

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