Regional Sales Director
April 30
Description
• The Regional Sales Director (RSD) will serve as a critical member of the Sales Leadership Team and will have an exciting opportunity to lead the development and expansion of Ascendis Pharma’s sales organization in preparation for the successful launch of the Company’s second biologic product in the rare endocrine disease area. The RSD will initially be responsible for the identification, interviewing & hiring of our expanded Field Sales Team and transition into leading his/her geographical area to meet or exceed all assigned goals by maximizing the effectiveness and productivity of the Endocrine Clinical Specialists (ECS), while maintaining compliance with Ascendis Pharma’s policies that govern field sales activity. This role will have a a primary focus on supporting the anticipated launch of an investigational treatment for hypoparathyroidism currently under review by the FDA • The role also requires the ability to create a culture of winning through effective recruitment & hiring, coaching & development, collaboration across the organization, strategic decision making and timely performance management. Developing strong, business focused partnerships with internal Ascendis colleagues in Marketing, Market Access, Medical Affairs, Commercial Operations, Human Resources & Training will be essential for success. • Location is flexible; access to a major airport is needed • As the first line management job within Sales at Ascendis Pharma, RSDs act as liaisons between field sales and the various internal departments whose work impacts or is impacted by field activity. As a conduit of information to and from the field, RSDs must facilitate ECS recognition and understanding of how changes in the industry, or within Ascendis Pharma, affect their approach to selling. As a way of maintaining high motivation and commitment from the sales team, the RSD must transfer information from corporate, translating it into terms that can be easily understood and accepted. • The RSD will establish and inspect clear and rigorous business fundamentals, behaviors and metrics, set high performance standards and meet or exceed sales goals across the business • The RSD will create immediate impact by successfully hiring, leading, coaching and motivating the high-performance sales team • RSDs are expected to adapt quickly to needs/adjustments necessitated by launch preparations and contribute to supporting both corporate and field- based colleagues in navigating a dynamic and evolving market to achieve and exceed expected results in a complex specialty environment • Coaching ECSs in line with Ascendis Pharma’s sales model to drive sustained improvement in core sales competencies; this includes clinical, product, business acumen as well as reimbursement skillsets. Routinely participate in Sales field rides, face to face customer meetings, target planning, territory alignment and develop employees based on observed knowledge, skill & behavior opportunities • Contribute to the development of the National Sales plan that aligns to organizational goals, leveraging analysis and interpretation of general economic, industry, marketing and sales data • Ensures the timely and accurate completion of all territory and regional level administrative tasks, including; expense reporting, program funding requests and management communications
Requirements
• BA/BS degree required • Minimum 12 years life-sciences sales and commercial experience required • Minimum 3 years of direct people leadership experience in rare disease / specialty biopharma preferred • Broad commercial breadth of work experience, which may include Sales, Marketing, Training, Market Access, etc., preferred • Entrepreneurial attitude and/or experience in a start-up environment • Experience with product launch; and experience selling into the endocrinology market, rare disease and/or specialty sales experience, as well as selling into hospital systems is required • Candidates must demonstrate a consistent track record of success (Top 20% performance) • Demonstrated ability to develop and execute innovative, comprehensive and successful sales strategies • Expert at navigating complex accounts and success in pulling through sales by leveraging relationships at all levels and layers within the process required • Collaborative leader and organizationally savvy team player with a history of successfully leading, influencing, and motivating high performance teams to achieve results in a direct-line and matrix management setting • Experience working with products distributed via specialty pharmacies and supported by patient services/ hubs required • Polished executive presence and exceptional interpersonal and communication skills (verbal, written and presentation) to effectively address individuals across all levels. Adept at presenting/discussing business performance with executive management team • Comfortable navigating in ambiguity, able to balance process with agility and able to make timely and insightful decisions and to solve problems. Able to prioritize effectively, addressing short-term needs while maintaining a focus on long-term strategies • Autonomous, self-starter who thrives in a fast-paced, dynamic, “Roll up your sleeves” culture. Strong motivation to create an impact. High energy, drive for results and passion for winning • Champions continuous learning / knowledge with a record of establishing a culture of accountability and commitment to broad business goals • Demonstrated commitment to not only being accountable for own compliance, but also for championing compliance by others • Working knowledge of applicable federal and state compliance guidelines & regulations required • Skilled in multiple computer applications, e.g. Word, PowerPoint, Excel and other custom CRM and field-based tools required • Ability to travel within the Region on a frequent overnight basis, with occasional weekend travel, depending on territory needs; 80% travel will be required • Driving is an essential duty of the job; Valid driver's license and a good driving record are required and meet the requirements as defined in the Ascendis Pharma Vehicle Program Policy • Must be able to comply with vendor credentialing requirements imposed by institutions within the assigned geographies, which can include, by way of example only, periodic background checks and drug screening, immunizations, and training, and may vary by institution and change from time-to-time.
Benefits
• Medical insurance • Vision insurance • Dental insurance • 401(k) • Paid maternity leave • Paid paternity leave • Commuter benefits • Disability insurance
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