Regional Sales Director, Rare Diseases

Date:  Jun 7, 2024
Department:  US Sales
Job Type:  Direct Employee
Team:  Sales
Contract Type:  Permanent
Location: 

Boston, MA, US

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceuticals and healthcare group with over 85 years’ experience, operating in 30 countries with more than 6,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group research, develops and markets innovative drugs in its three therapeutic areas: AIR (products and services that promote respiration, from new-born to adult populations), RARE (treatment for patients with rare and ultra-rare diseases) and CARE (products and services that support special care and consumer-facing self-care).
We are proud to be the largest global pharmaceutical group to be awarded B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes transparent ethical behavior at all levels. 
We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities. 

Chiesi USA

Chiesi USA is a specialty pharmaceutical company focused on developing and promoting products for the hospital, adjacent specialty and rare disease markets. We are a B Corp™ and Benefit company awarded Top Employer status for six consecutive years and certified as a Great Place to Work. 
At Chiesi, we share an entrepreneurial spirit and act as a force for good, pursuing high social and environmental standards, to ensure the wellbeing of our people, patients, and communities. We offer a work environment where professionals have the opportunity to build a purposeful career focused on helping others while achieving a fulfilling work-life balance, meeting exciting challenges, and engaging in important and rewarding work.

What we offer

Chiesi offers competitive benefits, services, and programs that enrich the personal and professional lives of our employees.   Our shared values of passion, innovation, trust and integrity bring out the individual talents and diverse perspectives of each of our colleagues.  Our environment encourages each individual to reach his or her full potential and drive outstanding results. We celebrate that “Every one of us is different. Every one of us is Chiesi."

 

Purpose

This position contributes to the company success by driving sales to meet the P&L objectives at the regional level. As an RSD, you are responsible for driving sales results through the leadership, coaching and development of a team of Key Account Managers and Strategic Account Leads (up to 10 direct reports).

This is a (office based / hybrid / remote) position that is based in (Location).   It will require approximately 30-50 % (domestic / international) travel. 
 

Main Responsibilities

Regional Sales Objectives (60%):
•    Meet or exceed all assigned sales and brand performance objectives
•    Consistently analyze performance, business trends, and promotional budgets; develop and execute business plans that optimize the commercial potential of the Chiesi Global Rare Diseases Business Unit (GRD)Product Portfolio
•    Work as a productive member of the (GRD) all times to achieve expected corporate/commercial objectives and outcomes; Work collaboratively to provide process improvement recommendations to peers, the leadership team and cross-functional colleagues on an ongoing basis.
•    Manage the operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business opportunities while creating a performance driven, patient centric environment within the region
•    Maintain expertise of the GRD Products and Services, relevant disease state(s), and appropriate knowledge of competitive products


Sales Force Management/Development (30%)
•    Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned regions; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions, enforcing policies and procedures.
•    Provide both formal and informal field coaching feedback to employees through consistent well documented activity equally a minimum of 100 days   per fiscal year in the field coaching direct reports
•    Responsible for the consistent and continued development of the team’s core competencies including but not limited to, selling skills, market/business acumen, territory management as well as diseases state and product knowledge

Administrative Duties & Compliance (10%)
•    Stay current and in compliance individually and as a Region (internal and mandated government regulations)
•    Stay current and within compliance of Chiesi Travel & Expense Policy and procedures and ensure compliance of sales team.
•    Track and manage regional expenses in line with budget.
•    Stay current with and adhere to all Chiesi policies and procedures, culture, and values
•    Other duties as assigned.

Experience Required

•    Minimum of 10 years of specialty pharmaceutical/oncology/rare disease sales experience with a minimum 2 years of successful field management experience
•    Proven track record of achieving/exceeding sales objectives; product launch experience preferred.
•    Rare Disease and Injectable (buy and bill)  experience highly preferred, previous endocrinology experience a plus
•    Knowledge of applicable regulations and standards affecting the pharmaceutical industry
•    Strong business acumen; analytical ability and broad healthcare knowledge
•    Previous experience in either sales training, sale operations or manage care functions a plus
•    Adaptable to changing priorities and market dynamics including payer-reimbursement challenges
•    Ability to function effectively in an evolving start-up organization/division
•    Excellent leadership, communication, and presentation skills; a team-player that is self-motivated

Education

•    Bachelor’s Degree from an accredited four-year institution (education in science or business a plus)

Chiesi USA is an equal opportunity employer committed to hiring a diverse work force at all levels of our business.  All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.

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