Area Business Director

Overview

Soleno is a biopharmaceutical company focused on the development and commercialization of novel therapeutics for the treatment of rare diseases based in Redwood City, CA.

At Soleno, we are driven by the unique and multi-faceted needs of the PWS community. Like these individuals, resilience is part of who we are – it is in our chromosomes – and our team is made up of exceptional colleagues whose collective efforts are woven together to deliver meaningful outcomes, both professionally and for those living with PWS.

We value collaboration, integrity, and respect. These characteristics have allowed us to forge strong, authentic bonds with the caregivers, patients, health care professionals (HCPs) and community members we serve. We are proud to work alongside them every step of the way.

Our employees are our greatest asset, and we're expanding across functions during this pivotal time. We invite you to join us in making an impact—and making history. We all share the most important goal of bringing solutions to the PWS community.

Summary of Job (brief description)

The Area Business Director (“ABD”) role at Soleno will serve as the key sales leader in his or her assigned Area, responsible for planning, organizing and executing sales activities and strategies to ensure effective, compliant promotion of Soleno Therapeutics products to physicians and other health care providers. The ABD will also lead projects involving cross-functional communication and activities. Geographically, the ABD will have responsibility for one-fourth of the nation.

The ABD will lead a team of Rare Disease Specialists (RDSs) within their geographic area. The Area Team, on average, will consist of 7 RDSs. This role reports directly to the VP, Customer Engagement.

Responsibilities

• Lead Area sales team to exceed sales goals.
• Participate in the development of annual sales budget. Manage to quarterly and annual expense budget. Participate in development, ownership and communication of annual incentive compensation programs.
• Participate in and implement national strategies by driving ideas and tactics to manage Area challenges. Ensure the development of Area strategies that embody the same elements.
• Create an environment and culture that is consistent with the greater sales organization.
• The ABD will demonstrate leadership skills that will Instill Trust, Values Differences and Executes through Others. Additionally, Drives Accountability, Provides and Receives Feedback and Develops our Future Talent.
• Set clear and consistent performance expectations with RDSs. Provide managerial excellence in recruiting and developing a high-performance team including taking appropriate personnel actions in a timely manner.
• Develop the leadership and rare disease skill sets of RDSs. Work with individuals to create action plans for continued development and progression; provide guidance to team members for their personal and career development.
• Conduct regular performance reviews with RDSs. Sets standards for and ensures regular completion of field contact forms to ensure effective communication of RDSs strengths and opportunities for continued development.
• Conduct regular field contacts each quarter as a key tactic toward ensuring field messaging, compliance, and success and identify early warning signals that may be materializing.
• Efficient in conducting all ABD responsibilities in a virtual or face to face environment.
• Collaborate with the Managed Markets team to implement and measure push and pull-through initiatives that support achieving sales objectives.
• Develop and maintain working knowledge of top managed care plans through effective collaboration and communication with the Regional Accounts Directors and the National Account Directors
• Develop and maintain a strong partnership with all internal partners such as marketing, training, medical, manage markets/market access, commercial operations and human resources.
• Identify and cultivate appropriate business relationships with key opinion leaders, within each region and the area.
• Develop strong collaboration and partnership with other customer-facing teams;
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