Regional Business Director - Mid Atlantic

Regional Business Director - Mid Atlantic

Harmony Biosciences is recruiting for a Regional Business Director in our Mid Atlantic region. In this role you will manage and direct multiple sales representatives within a region and ensure that the assigned region meets or exceeds sales goals and expense management objectives for Harmony Biosciences. The RBD will work with the VP of Sales to execute against quarterly sales targets and strategies to achieve business results through close collaboration with internal stakeholders including Marketing, Market Access, and Commercial Operations.

This position needs to be a specialist in championing product and market knowledge of Harmony Biosciences products to ensure that sales representatives are viewed as clinical experts and are seen as a valued source of information to HCPs. The RBD needs to be a proactive leader and team player with a track record of building winning sales cultures, along with expertise in utilizing various sales principles and processes to ensure achievement of goals and objectives.

• Sales Performance and Strategy
  • Achieve or exceed Regional sales and performance targets for the Harmony Biosciences product portfolio in the US.
  • Develop and execute Regional strategic and tactical business plans in line with Harmony Biosciences strategic priorities and standards. Conduct periodic territory business reviews to ensure plans and strategies.
  • Partner with Commercial Analytics to assist in driving field force effectiveness, excellence and execution against agreed upon KPIs and metrics.
  • Manage the Region’s operational budget at/below target and ensure appropriate allocation of budget against region’s priorities.
• Team Leadership & Development
  • Set and cultivate a high-performance selling culture to drive a best-in-class sales team.
  • Ensure all Specialty Territory Managers (STMs) within Region meet/exceed product and brand strategy training targets including product attribute/claims understanding, awareness of competitive products, as well as related disease and patient management strategies.
  • Champion consultative selling skills and techniques.
  • Ensure continued professional development of STMs through the annual goal setting, performance management process and field contact report system.
  • Provide ongoing coaching, development and leadership by investing time in the field with STMs to drive performance and retention of team.
  • Hire vacant roles with high performing individuals in a timely manner.
• Culture, Collaboration & Compliance
  • Serve as a role model for the highest ethical standards; holds Region accountable for ensuring all practices within the region are compliant with the Harmony policies & procedures.
  • Ensure all selling activities align with Harmony Biosciences’ policies, procedures and compliance standards, team completes all required expense management in accordance with Harmony T&E policies.
  • Collaborate with key stakeholders across the commercial organization to include marketing, market access, and commercial operations to identify opportunities to learn, react and take proactive action to market dynamics.
  • Manage relationships with key accounts’ decision makers, key opinion leaders, and other colleagues across business functions to achieve desired results.
• Perform other duties as assigned.

• This position has supervisory responsibilities of Harmony Regional Field Sales personnel, which includes a team of Specialty Territory Managers (STMs).
• Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
• Interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

• Bachelor’s degree in Business or related field required.
• 8+ years pharmaceutical/biotechnology sales experience required;
  Prior experience in leadership roles in Sales Management, Certified Field Trainer, Area Business Director preferred; rare/orphan diseases or Sleep medicine preferred.
• Experience working with specialty products (preferably orphan products), including…