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The Regional Business Director (RBD) is accountable for providing leadership, direction, and developmental guidance to a team of Territory Business Managers (TBMs) in pursuit of commercial objectives. Reporting to the Area Vice President of Sales, the RBD will participate in the development and execution of strategic and tactical plans in order to meet and exceed sales goals and business objectives while remaining aligned with Xeris’ values. Travel requirements will vary by region but will minimally be 50%.
States include: TX, OK, MO, KS, NE, IA
Candidate must reside in Midwest geography.
Responsibilities
- Work closely with management to establish corporate objectives specific to assigned region
- Deliver on corporate objectives specific to region.
- With team and business partner input, develop, evolve, and execute regional business plans.
- Eliminate or minimize barriers to progress, engaging the VP of Sales when appropriate regarding marketplace trends, business opportunities & threats, competitive information, and recommendations for addressing each.
- Leverage internal expertise to maximize field impact.
- Work with the Channel/Trade & Market Access Teams and other Regional Business Directors, to develop region-specific strategies for managed care accounts and reimbursement clarity.
- Manage regional budget and resource allocations to maximize return on investment.
- Hire and develop Territory Business Managers (TBMs) who will effectively advance Xeris’ business in alignment with strategic goals
- Identify and attract TBMs who will excel in the diabetes market (endo, ped. Endo, primary care, local diabetes chapters, hospitals, LTC, etc.).
- Lead, teach, motivate and inspire a team of TBMs to achieve / exceed sales objectives in their assigned sales territory.
- Engage TBMs frequently, including regular field visits & business reviews, listening to and coaching them to identify and maximize opportunities and leverage successes.
- Foster a solution-orientation throughout the region.
- Provide verbal and written feedback – positive and developmental – to foster a positive and productive environment of achievement that embraces personal accountability.
- Recognize and reward strong performers, and coach employees performing below expectations, holding them accountable for improvement.
- Develop, lead, and facilitate effective team sales meetings.
- Create a face to the internal and external customer that demonstrates Xeris’ commitment to bringing value and solutions to the customers and patients we serve.
- Collaborate with peers, marketing and training personnel to share information and implement regional initiatives/strategies.
- Professionally and ethically represent Xeris to external customers and foster their respect by demonstrating our commitment to advancing patient care and outcomes.
- Professionally and ethically represent Xeris internally and foster professionalism within, among, and beyond the team of TBMs.
- Pre-launch: Engagement and profiling of key regional accounts (physicians, payers, PBMs, hospitals and other alternate site customers); post-launch: engagement with key accounts. Create, build and maintain relationships and regular communication with physicians and key thought leaders.
Qualifications
- Bachelor's Degree in the Health Sciences, Business/Marketing, Accounting, or related field; advanced degree preferred.
- 8-10 years in bioscience commercial positions, including some but not limited to the following: sales representative, hospital representative, sales trainer, district manager, marketing manager, regional account manager, government affairs, and sales operations.
- 3-5 years previous leadership experience required.
- Recent experience managing key accounts (or leading teams doing the same) with experience in the diabetes market highly desirable.
- Ability to influence and drive business performance through establishment and management or key performance metrics.
- Ability to identify and facilitate business risk/issue mitigation and resolution.
- Strong track record leading teams demonstrating the ability to coach and mentor others to reach or exceed organization goals.
- Ability to hold others accountable to organizational goals and take action when team members are not meeting expectations.
- Competencies: Leadership skills, Strategic thinking, Organizational skills, Self-directed, Strong Written and Verbal Communication skills, Decision-making skills, Customer Service focus, Analytical skills, Teamwork & Collaboration.
- Position may require periodic evening and weekend work, as necessary to fulfill obligations. Frequent travel up to 50% domestically.
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