Area Business Director - Syneos Health/ inVentiv Health Commercial LLC

Description

As the Area Business Director, you will play a critical role in building and nurturing relationships with key institutional customers, such as hospitals, healthcare systems and other healthcare organizations. Your deep knowledge of this space will drive the development and execution of account strategies to drive revenue growth, market share expansion, and overall business success. Your expertise and direct experience with the hospital landscape in your assigned territory, coupled with your strong leadership and communication skills, will enable you to position our product to drive formulary adoption, contracting and pull-through. You will have an established network within your assigned territory, with at least five (5) years of working directly within the inpatient setting and numerous established connections within the Institutions themselves. This is a market intelligence driven role; with a strong need for both launch and pull-through experience to ensure the product is properly positioned within the market.

Primary Responsibilities:

1. Sales and Account Management:
   • Develop and implement comprehensive account strategies aligned with company goals to maximize sales and market penetration within hemodialysis and institutional accounts.
   • Proven ability to lead and build sales teams, managing account managers and/or sales personnel, including internal hires and external contracted personnel, to achieve business goals and KPIs.
   • Build and maintain strong relationships with key stakeholders, including HCPs, C-suite executives, pharmacy and medical directors, and other decision-makers.
   • Curate and maintain a KOL list within assigned region and detail their influence both within an Institution/IDN and the overall landscape.
   • Identify growth opportunities within the institutional market and collaborate with cross-functional teams to develop tailored solutions that address customer needs.
   • Lead discussions to establish agreements that meet both customer and company objectives.
   • Provide guidance as the first line of intervention for the Key Account Manager (KAM) team as it relates to account management, customer needs and institution-specific processes.
2. Cross-Functional Collaboration:
   • Work closely with Marketing, Market Access, Medical, Operations and other internal teams to ensure seamless coordination of activities and alignment of messaging within institutional accounts.
   • Serve as the point of contact for internal stakeholders seeking insights and updates related to institutional customer needs and market trends.
3. Market Insights and Trends:
   • Stay informed about relevant business trends, competitive landscape, regulatory changes, and healthcare policy developments that may impact our customers.
   • Leverage market insights to anticipate customer needs and develop strategies that maintain a competitive edge.
4. Customer Education and Engagement:
   • Meet with customers and key stakeholders on a regular basis.
   • Provide educational resources, product information, and relevant data to customers, supporting their understanding of our products' value proposition.
   • Collaborate with marketing and access teams to ensure accurate and up-to-date information is communicated to customers.
5. Performance Analysis and Reporting:
   • Analyze sales data, market trends, and account performance to identify areas for improvement and growth opportunities.
   • Provide meaningful and tactical verbal and written feedback to KAMs throughout the sales cycle to assist in prioritization of key accounts.
   • Prepare regular reports for management on account progress, forecasts, and market share expansion.
   • Recognize and communicate training gaps within assigned team and work diligently to create a plan to address them; individually or within a larger group.
6. Regulatory Compliance:
   • Ensure that all activities and interactions adhere to relevant pharmaceutical regulations, industry standards, and ethical guidelines.

Skills & Requirements:

• In-depth knowledge of the healthcare industry, specifically infectious disease and institutional accounts.
• Five or more years' experience working in the inpatient setting, with specific experience during launch.
• Working knowledge of the formulary inclusion process and familiarity with sub-committees.
• Proven track record of successfully managing complex accounts and achieving sales targets.
• Proven track record of managing sales and/or account managers achieving high performance and meet or exceed business KPIs.
• Strong leadership, communication, and negotiation skills.
• Analytical mindset with the ability to interpret sales data, market trends, and customer insights.
• Experience collaborating with cross-functional teams and managing internal and external stakeholders.

Qualifications:

• Bachelor's degree in business, life sciences, healthcare administration, or related field (Master's degree preferred).
• 10+ years of experience in pharmaceutical or biotechnology sales, with a focus on hemodialysis and/or institutional customers.
• Experience working in CRM systems and sales analytics tools.
• Ability to travel as required to meet with customers and attend industry events. It is anticipated that you will have frequent and regular travel across regions within the U.S. as the business demands. 60% travel requirement.