Description

The AD/Sr. AD, Interstitial Lung Disease (ILD) Regional Sales is responsible for the overall ILD Sales Team within the assigned geography in the US. This includes the development of the regional level ILD business plan and implementation of the BIPI Sales/Marketing plan to assure optimal market penetration of BIPI and co-promoted products within BIPI guidelines, policies and directives. The AD/Sr. AD, Interstitial Lung Disease (ILD) Regional Sales has an in-depth working knowledge of markets across the region, commercial key accounts, public and private payers and national account influences. She/he will maximize the use of key company resources and budgets to exceed sales targets and appropriately position BI within the ILD market. The AD/Sr. AD, Interstitial Lung Disease (ILD) Regional Sales also ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed sales goals.

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

Duties & Responsibilities

Recruits, leads, and coaches a staff of 7-10 territory sales representatives, to ensure that regional sales performance meets or exceeds annual company sales and market share objectives. Collaborates closely with Managed Markets, Director of PARD, Associate Director of Clinical Educators, Trade Operations, and other ILD stakeholders to coordinate regional area resources to maximize sales. Manages region to a high level of productivity. Manages fiscal resources to within 2% of assigned budgets.
Identifies and develops top talent. Defines clear objectives, allocates resources, provides development opportunities and conducts ongoing performance reviews. Ensures ILD business unit is staffed with qualified, highly motivated personnel. Encourages direct reports to own their careers and take full advantage of BI career development offerings. Drives performance management of all personnel in the region including all disciplinary action to ensure personnel are meeting expectations in their roles.
Spends appropriate amount of time cultivating and maintaining relationships with relevant ILD customers, networks and stakeholders to understand customer needs and anticipate shifts in market conditions (including practice management organizations, specialty pharmacies, group purchasing organizations, advocacy groups, pathways companies, payers, etc.). Responds to the needs of the customer in a timely and professional manner. Develops and maintains mutually beneficial business relationships with key accounts in all classes of trade. Develops and maintains productive business relationships with BIPI’s co-promotion partners to meet all assigned company sales goals.
Contributes to the development of the national marketing and long-term strategic plans. Utilizes appropriate data sources to develop regional business plan. Leads the development of the Regional business plans to ensure alignment with Marketing, Stakeholders and organizational goals. Attends management and marketing meetings to recommend field needs and product strategies to ensure that the sales force has the sales tools needed to increase our market penetration. Evaluates policies and sales strategies. Provides feedback to senior management on the effectiveness and results of policies, strategies, and procedures within the region. Executes a process for implementation and quarterly measurement of the regional business plans.
Monitors payer environment and has in-depth understanding of the processes and mechanisms for influencing ILD treatment guidelines through Local, Regional and National pathway companies. Understands how payers integrate pathways into treatment guidelines.

Requirements

Bachelor's degree from an accredited institution required; MBA from an accredited institution preferred.
AD: Minimum 5-7 years successful pharmaceutical experience, including 2-5 years leading a sales team or successful completion of a management development training program and previous experience in specialty sales.
Sr AD: Minimum 7-8 years of successful pharmaceutical experience, including 3-6 years leading a sales team in specialty.
Sr AD: Requires at least 1 year prior experience demonstrating account management, leveraging HUB services, collaborating with clinical educators and specialty pharmacies, supporting reimbursement navigation, working individually outside a "pol" structure, fostering market development.
Track record of success, contributing to and/or building high performing teams and working in a cross functional matrix environment
Excellent communications, objective setting, and influencing skills
Ability to travel, including overnight travel (inclusive of some weekend programs), approximately 10- 50%, depending on geography.
Valid Driver's license and acceptable driving record
Proficiency in Excel, Word, Outlook, and any other relevant applications
In depth understanding and proven experience in driving commercial success in the ILD market is a plus; Success operating within a matrix environment where direct reports and their constituents are interdependent on others' engagement with customer universe
Displays AAI behaviors: Agility, Accountability, and Intrapreneurship