Area Business Director - Syneos Health

Updated: December 12, 2024
Location: San Francisco, CA, United States
Job ID: 7041-OTHLOC-CIxvYfws

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 meeting or exceeding 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, focusing 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.

The annual base salary for this position ranges from $190,000 to $205,000. The base salary range represents the anticipated low and high of the Syneos Health range for this position. Actual salary will vary based on various factors such as the candidate’s qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include a company car or car allowance and eligibility to earn commissions/bonus based on company and/or individual performance.

At Syneos Health, we are dedicated to building a diverse, inclusive, and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to apply anyway. At times, we will consider transferable skills from previous roles. We also encourage you to join our Talent Network to stay connected to additional career opportunities.

Why Syneos Health? Here, the work is challenging, and the pace is exhilarating. By joining one of our commercial teams, you’re empowered to succeed with the support, resources, and autonomy that you need. The diversification and breadth of our new and existing partnerships create a multitude of career paths and employment opportunities. Syneos Health has launched more sales teams in the last 5 years across all major therapeutic areas than the top 25 pharma companies combined. Join our game-changing, global company dedicated to creating better, smarter, faster ways to get biopharmaceutical therapies to patients. Experience the thrill of knowing that your everyday efforts are contributing to improving patients’ lives around the world.

Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)

Syneos Health has a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Additionally, certain local governments or Syneos Health customers may have vaccine requirements that apply to some of our employees. These employees are required to submit proof of vaccination to Syneos Health and maintain compliance with these requirements.

At Syneos Health, we believe in providing an environment and culture in which Our People can thrive, develop and advance. We reward and recognize our people by providing valuable benefits and a quality-of-life balance. The benefits for this position will include a competitive compensation package, health benefits to include medical, dental, and vision, company match 401k, flexible paid time off (PTO), and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos Health complies with all applicable federal, state, and municipal paid sick time requirements.

Discover what our more than 29,000 employees already know: work here matters everywhere. We work hard, and smart, all in the name of getting much-needed therapies to those who need them most. A career with Syneos Health means your everyday work improves patients’ lives around the world. Selecting us as an employer secures a career in which you’re guaranteed to:

Syneos Health is a leading fully integrated biopharmaceutical solutions organization built to accelerate customer success. We translate unique clinical, medical affairs, and commercial insights into outcomes to address modern market realities. To learn more about how we are shortening the distance from lab to life, visit syneoshealth.com.

Syneos Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, marital status, ethnicity, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, or any other legally protected status and will not be discriminated against. If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, including the use of this website, please contact us at: Email: [emailprotected] One of our staff members will work with you to provide alternate means to submit your application.