BioPharmaceutical Area Sales Manager - Northwest

Territory: Northwest - Neurology

Target cities for territory include Portland, Seattle & San Francisco - will consider candidates who live within 100 miles of territory boundaries with access to a major airport. Territory includes: Washington, Oregon, Idaho, Montana, Alaska, Hawaii, Northern California including San Jose, San Jose, San Francisco & Sacramento, CA

SUMMARY:

Are you a results-driven biopharmaceutical sales leader looking to be part of an organization that values being a curious, adaptable and accountable? Lundbeck is a global biopharmaceutical company focusing exclusively on brain health. With more than 70 years of experience in neuroscience, we are committed to improving the lives of people with neurological and psychiatric diseases. Lundbeck employees are inspired and driven by our purpose to advance brain health and transform lives. It’s a very exciting time to join our team as we lead the way in creating positive customer experiences!

As a Biopharmaceutical Area Sales Manager (BASM) you will be responsible for leading, developing, and managing a diverse, high performing demand creating sales team to drive strong sales performance for promoted products within an assigned geographic area. Set and lead the development of area strategic direction and tactical sales plans using robust analytical skills to identify strengths and opportunities while minimizing weaknesses and threats to execute those plans and meet or exceed sales goals.

ESSENTIAL FUNCTIONS:

Leading Others

• Achieves business objectives and sales results by observing Account Manager interactions with target customers, extended treatment team members, ancillary staff and providing them with individual coaching, feedback and inspiration. Helps Account Manager continue to develop for success in current role and for future growth.
• Establishes a result driven highly collaborative team culture by demonstrating personal accountability, teamwork, and collaboration
• Leads by example and works collaboratively across functional areas by serving as a resource and by leveraging the expertise of others.
• Recruits, develops, and retains diverse, high performing Account Managers to Lundbeck.

Knowing the Business

• Guides the identification of local market systems of care, patient flow, reimbursement, and provides innovation solutions
• Identifies strategic relationships that are valuable to the area’s business (e.g. KOLs, advocacy, P&T committee, etc.)
• Actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
• Ensures that Account Managers can accurately craft Managed Markets selling messages to effectively position Lundbeck’s products within the context of the provider’s setting and payer mix.

Managing Execution

• Sets and maintains competent product knowledge and selling skills standards within the team. Manages demand creation by providing comprehensive clinical knowledge and executing sales and marketing strategies in the local market. Directs and monitors the execution of approved marketing plans and promotion campaigns. Evaluate and identify improvement and development opportunities of account managers through performance management process to include clear, timely, and actionable feedback on a regular basis.
• Facilitates local market execution by aligning the sales force and other cross-functional areas (to include alliance partners), persuading, convincing, or motivating a targeted audience through collaboration and direct or indirect influence.
• Analyzes sales reports and develops plan of action.
• Maintains timely communication with account managers, management and in-house personnel. Manages multiple priorities and resources related to individual and group efforts. Takes responsibility for redirecting efforts as needed to deliver high productivity and quality of work from self and others.
• Assures adherence to all standards, policies, procedures and guidelines as set forth by the organization.

REQUIRED EDUCATION, EXPERIENCE and SKILLS:

• Bachelor of Arts or Bachelor of Sciences degree from an accredited college or university
• External Candidates:  Minimum of 3+ years sales management experience in Pharmaceutical, Biopharmaceutical’s, Biologics or related experience.
• Internal candidates must have a minimum of 1 year of Commercial experience in areas such as: Sales Management, Training, Market Access, Sales Operations or Marketing or a minimum of 2 years consistent sales success within Lundbeck
• Proven track record of consistent sales success and financial management.
• Demonstrated leadership with the ability to develop, train and provide feedback to a group of account managers.
• Must possess superior communication skills, both written and oral.
• Driving is an essential duty of this job; must have a valid driver’s license with a safe driving record that meets company requirements
• Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck.
• Must live within 100 miles of territory boundaries

PREFERRED EDUCATION, EXPERIENCE AND SKILLS:

• Injectable/infusion sales experience within a buy & bill Medicare Part B/Medical benefit environment or other comparable reimbursement experiences
• Migraine experience highly preferred
• Experience in neurology, pain management, and/or biologics
• Experience in both medical and specialty pharmacy benefit market with a strong level of understanding of pricing, government payers, and specialty pharmaceutical markets.
• Previous success in navigating complex integrated health systems (hospitals, clinics)
• Product launch or expansion experience, particularly in a new therapeutic class
• Ability to incorporate the “total office” selling approach/account management
• Strong business analytical skills (business/ financial acumen)
• Master's degree in business, marketing or related field
• Previous experience building and developing effective teams
• Previous experience partnering with Advocacy groups

TRAVEL:

• Willingness/Ability to travel up to 70% domestically to (a) regularly meet/interact with customer base and internal personnel within assigned territory; and (b) attend internal/external conferences and meetings spanning locations within the United States. Travel must be able to be completed in a timely manner.

The range displayed is specifically for those potential hires who will work or reside in the state of California, if selected for this role, and may vary based on various factors such as the candidate’s qualifications, skills, competencies and proficiency for the role. Salary Pay Range: $175,000 - $200,000 and eligibility for a sales incentive target of $58,000, and eligibility to participate in the company’s long-term incentive plan. Benefits for this position include flexible paid time off (PTO), health benefits to include Medical, Dental and Vision, company match 401k and company car. Additional benefits information can be found on our career site. Applications accepted on an ongoing basis.

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