Title: Director, Skeletal Conditions, Sales, CentralLocation: Field Based: Central(Region includes 6 Account Managers and 1 Pediatric Specialist (7 in total) to include the following states: Illinois, Minnesota, Oklahoma, Arkansas, Indiana, Kansas, Ohio, Michigan, Iowa, Wisconsin, Dakotas, Missouri, Nebraska and parts of (Nashville/Memphis)Ideal location is Chicago or hub city in Central US.Work style: Field Based (Remote)Who We AreBioMarin is a global biotechnology company that relentlessly pursues bold science to translate genetic discoveries into new medicines that advance the future of human health.Since our founding in 1997, we have applied our scientific expertise in understanding the underlying causes of genetic conditions to create transformative medicines, using a number of treatment modalities.Using our unparalleled expertise in genetics and molecular biology, we develop medicines for patients with significant unmet medical need. We enlist the best of the best – people with the right technical expertise and a relentless drive to solve real problems – and create an environment that empowers our teams to pursue bold, innovative science. With this distinctive approach to drug discovery, we’ve produced a diverse pipeline of commercial, clinical and preclinical candidates that have well-understood biology and provide an opportunity to be first-to-market or offer a substantial benefit over existing therapeutic options.Our CultureOur desire to make a positive impact on our patients extends to our employees and BioMarin is committed to fostering an inclusive environment where every person feels seen, valued, and heard – so employees can thrive in all areas of their lives, in and outside of work. We seek to provide an open, flexible, and friendly work environment to empower people and to provide them with the ability to develop their long-term careers. We want to be an organization where people enjoy coming to work and take pride in our efforts to help patients.Summary DescriptionThe Skeletal Conditions Director will be responsible leading a team of Skeletal Conditions Account Managers who launched and now are working on establishing a defined treatment home and pathway for HCP who treat children with achondroplasia. This is a first in class product for this condition. The position reports to the Head of the Sales, US Skeletal Conditions. This position will be responsible for achieving revenue and unit targets, while managing operating expenses for the respective region.This role is focused on activities of four years post approval to drive higher penetration in key markets while protecting against newly launched competition. This position requires a mix of strategic agility, business acumen, leadership, management of projects and an ability to work collaboratively with multiple stakeholders. The ideal candidate will have significant leadership experience with highly skilled field teams and/or comparable experience. Rare disease experience is preferred combined with unique launch experience with a new/novel therapy. Working on cross functional teams is key to success and ideal candidate can demonstrate these competencies.People leadership and management expertise, analytical skills, and problem-solving skills are required. Results orientated with a sense of urgency to get things done are necessary. The field team is required to call on multiple call points and cold calling skills are a must.Demonstrated ability to influence and gain cooperation from others, excellent communication and presentation skills are required. A high degree of collaboration with other functional areas (marketing, medical, market access, commercial operations) is essential.Demonstrated ability to work and partner with existing sales leaders and teams as they can drive referrals for new patient starts.Must be a good match for the BioMarin culture, which is performance oriented while maintaining behavioral norms that support collaboration and innovation.Direct experience building and establishing sales organizations in specialty markets is strongly desired.A disciplined business-risk taker who is comfortable in an entrepreneurial environment, sensitive to the constraints of a small commercial organization, and committed to adhering to Compliance guidelines while upholding and modeling ethical and compliant behavior.Must be goal oriented, know how to set aggressive but achievable targets, and be able to adjust when targets are not being met.Must be able to operate effectively in this highly regulated environment, including an ability to understand, follow and manage to legal and regulatory compliance guidelines. Instills and demonstrates a high standard of performance and ethics within the organization and role models this behavior.Must display empathy, compassion, and unique understanding of the Skeletal Conditions patient advocate community.KEY RESPONSIBILITIES
Director, Skeletal Conditions, Sales is a hybrid role with main responsibility is field facing with account managers, medical experts and large Skeletal Dysplasia Centers. The role also requires high level roles to drive strategy and execution of business priorities. Ideal candidate can take on large breadth and scope of multi-faceted work.
Lead, retain and hire top performers with experience in the pediatric endocrinology space or comparable space.
Develop regional and territory business plans based on revenue goals, marketing plans, and available resources.
Spend significant time in the field interacting with customers, while coaching and developing direct reports.
Periodically attend internal meetings to provide ‘the voice of the customer’ and articulate other insights gained in the field. There will be an opportunity to influence both tactics and strategies by understanding the customer needs.
Launch VEEVA CRM for sales team and ensure implementation across region and leveraging digital capabilities and dispositioning leads.
Patient health cloud CRM adaptation and timely follow up on data needs.
Effectively monitor and manage cost center budgets and provide spending direction.
Understand, follow and manage to all company policies, legal and regulatory compliance guidelines.
The position may require working some weekends to attend scientific/conferences and patient educational events.
Provide reviews, evaluate performance, assign merit increases, and implement performance improvement as well as development plans as appropriate.
Assist in the development and implementation of incentive compensation plans for the sales organization that align with organizational goals.
Be an expert in clinical data and be able to provide strategic direction for its use with direct reports.
Ability to travel 60% of time based on business needs and to be in the field with Account Managers, observing and coaching is the number #1 priority.
Qualifications
Minimum 10+ years of progressive pharmaceutical/biotech experience
6+ years biotech/specialty sales involving high value products.
8+ years field sales management experience in large geography with focus on specialty office sales (injectables)
Experience hiring, building, and managing new teams in a key brand for the organization.
Experience in key functional areas a plus (marketing, access, clinical)
Preferred Qualifications:
Demonstrated ability to think and communicate strategically.
Strong analytical, problem solving, and contingency planning skills.
Strong history of exceptional team sales performance
Strong history of sales team(s) performance management
Confident and influential presenter, adept at engaging senior leadership.
Willingness to travel extensively, greater than 60%.
Promoting/managing promotion to office based and institutional KOL centers.
Experience in cross functional roles (marketing, field reimbursement, operations)
Patient events/advocacy work experience
Start-up experience or experience with the introduction of a disruptive medication that creates need for new medical home.
EDUCATIONBachelor's degree required.Note: This description is not intended to be all-inclusive, or a limitation of the duties of the position. It is intended to describe the general nature of the job that may include other duties as assumed or assigned.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.
