The Area Business Leader (ABL) will engage with assigned health systems for Eisai’s oncology portfolio and manage a team of sales professionals. The ABL is responsible for the relationships with Eisai’s Oncology integrated customers and will meet with appropriate influencers and decision makers within the integrated customers environment. Appreciating the market landscape and account dynamics of each integrated customer, the ABL will meet with key decision makers across the account (S-suite, C-suite, KOLs, Pathway and P&T committee members). Each ABL will lead account responsibility for a defined number of potential strategic accounts and will be responsible for coordinating all appropriate Eisai selling activities at these accounts and their affiliated prescribers.
The ABL also is responsible for the leadership, development, direction and management of a team of Sales Representatives. Each ABL will oversee the pull through of representatives selling efforts in accordance with strategic plans and compliance, monitoring and driving sales goals, and coaching Sales Representatives on critical selling skills, clinical expertise and business acumen.
- Develop and foster the relationship with assigned accounts, including establishing and maintaining relationships with key influencers and decision makers within the assigned health systems;
- Key influencers to possibly include C-Suite and administrative roles within an account (not limited to CEO, CFO, CMO, Case Management, Dir. of Quality, Industry Relations, Technology Dir, etc.).
- Evaluate unique needs of the assigned health systems and work with Regional Business Leader and other corporate functions as appropriate (e.g., Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, Marketing, Compliance) to develop compliant means to understand account needs and educate around Eisai Oncology products consistent with FDA-approved labeling;
- Employ in-person tactics to execute against account plans, including visiting accounts to promote sales efforts, and provide clinical, efficacy and safety information on Eisai Oncology brands to key treatment decision makers/executive teams within these high control accounts.
- When engaging in business-to-business discussions with qualified stakeholders, utilize approved resources such as FDAMA 114 material, contract performance updates, and value and access resources, where appropriate.
- Support the launch of new products/indications by increasing awareness of the new product/indication, internally identifying competitor drugs currently in use and on formulary or protocol within the account, and determining potential access points for new product/indication on system protocols; ensure to build and maintain compliant relationships with P&T members, key KOLs and Pharmacy and Medical Directors;
- Responsible for gaining and applying a deep understating of relevant markets, business models, strategic priorities, future direction, financial drivers and leadership profiles of key customers. This includes understanding and engaging in key local and national, health care issues/strategies, customer issues/trends, pathway and quality trends and best practices to establish credibility beyond product and therapeutic areas.
- Maintain open communication throughout the organization by partnering with relevant cross functional colleagues, departments and Alliance Partners to provide leadership and insights that lead to strong relationships and the development of appropriate business strategies that support brand(s) objectives in key health systems accounts.
- Manage all Sales Representatives activity in target district and coordinate collaboration of prescriber-level selling efforts across a multi-sleeve sales model.
- Develop and implement sales strategies and tactics for the Area that are consistent with achieving regional and corporate sales goals in a compliant manner. Tailor selling approaches based on targets and deployment structure for specific geographies.
- Recruit, develop, train, coach, assess, motivate, and retain talent to achieve Oncology portfolio goals.
- Ensure individual and team compliance with Eisai policies and procedures
- Drive company-leased vehicle to meetings with health care providers and other appropriate stakeholders and partners.
- Bachelor’s Degree required; Advanced degree preferred
- 7+ years of previous pharmaceutical, biotech, or medical marketing/sales and account management experience required with a minimum of 5 years Oncology experience highly preferred.
- 3+ years’ experience leading teams in the pharmaceutical industry required (within IDN’s & major Oncology Centers highly preferred).
- Internal Eisai applicants only – will consider less years of leadership experience for individuals that have demonstrated effective leadership behaviors and a high level of success
- Experience managing major accounts and understanding influence patterns, and previous IDN/Health System selling experience in geographic area highly preferred
- Demonstrated ability to build successful teams through effective leadership, to coach a specialized sales team and retain and develop top talent
- Demonstrated ability to read and apply differential sales reports to maximize sales opportunities within Area
- Demonstrated ability to establish and maintain strong business relationships
- Experience with Integrated Customers and in-depth knowledge of how integrated health systems operate within the current market; understanding influential patterns within markets required
- Experience in B2B discussions and relationship management at an executive-level required
- Experience with contract management required
- Strong understanding of ambulatory/clinic oncology delivery pertaining to infused and oral, specialty pharmacy distribution (SPP, in-office dispensing)
- Strong understanding of clinical, financial, environmental, and operational stakeholders and drivers within highly integrated oncology delivery systems
- Strong understanding of Oncology therapeutic area, trends, value frameworks, pay for performance initiatives, OCM, channel dynamics (340B, buy & bill, Government, and commercial payer coverage)
- Understanding of the market access and reimbursement landscape, hospital buying & distribution process, hospital contracting process, processes for developing formularies, protocols, pathways and order sets, and how they are used to influence treatment decisions at the physician level
- Strong selling and negotiation skills
- Strong knowledge of key laws and regulations impacting the pharmaceutical industry including the PhRMA Code; Federal Food, Drug, Cosmetic Act; Anti-Kickback Statute; False Claims Act, OIG/DOJ Guidance; Foreign Corrupt Practices Act; and federal and state transparency and disclosure laws.
- Excellent written and verbal communication skills, strong presentation skills.
- Must successfully complete all company training programs and pass the company certification process, as well as all customer mandated and vendor credentialing requirements
- Valid US driver’s license and a driving record in compliance with company standards required
- Ability to travel up to 70% of the time (as Area requires, including overnight travel to conferences, training, and sales meetings etc.