Area Business Senior Director West

Rigel Pharmaceutical; United States; Remote; USD 250,000 - 295,000; Full time

Job summary

Rigel Pharmaceutical is seeking an Area Business Senior Director for the West Area. This role involves leading sales initiatives, coaching team members, and driving strategic business operations in a dynamic environment. Candidates should possess significant biopharma sales experience, strong leadership skills, and a passion for fostering a culture of excellence. This is an opportunity to make an impact in the rare disease and oncology market while supporting patient needs through innovative solutions.

Qualifications

• 10+ years of biopharma sales experience.
• 5+ years in rare disease or hematology/oncology sales.
• Experience in leadership and management roles.

Responsibilities

• Ensure sales forecasts and budgets are met or exceeded.
• Develop and guide team members towards achieving goals.
• Lead change and drive the climate of the team.

Skills

Leadership

Strategic Thinking

Coaching

Sales Acumen

Business Development

Education

Bachelor's degree

Advanced degree (preferred)

Job description

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The Area Business Senior Director (ABSD) West fosters a climate conducive to sales excellence by setting clear expectations, coaching to a high standard, and securing commitment to achieve assigned goals for the West Area. The ABSD West is also responsible for building the organization's culture by demonstrating Rigel Values each day and holding others constructively accountable to those Values. The ABSD West keeps these Values at the forefront of all their interactions with their Team, leadership, colleagues, and customers to serve the needs of patients. Additionally, the ABSD West actively participates in the Brand Strategy and Operations Leadership Forum to provide input on brand strategy and tactical planning and ensure operational excellence through performance management of sales force productivity, field collaboration, and the pull-through of brand messages.

Salary Range: $250,000 - $295,000

ESSENTIAL DUTIES AND RESPONSIBILITIES

SALES DIRECTION & BUSINESS EXECUTION

• Ensure East Area sales forecasts and budgets are met or exceeded.
• Think strategically while maintaining current business focus.
• Use innovative, compliant problem-solving skills and motivate others to do the same.
• Set performance goals by collaboratively working with direct reports; identify clear measures for evaluating goal achievement; monitor and communicate performance routinely.
• Execute in a way that is simple, relevant, practical, and effective.
• Hold self and others accountable for results and understand cause & effects of outcomes.

COACHING & DEVELOPMENT

• Attract, select, and develop Regional Business Directors (RBDs), Institutional Business Managers (IBMs), and Territory Business Managers (TBMs) for the West Area to meet current and future business needs across the portfolio.
• Establish approach: Collaborate with ABSD East, RBDs, and IBMs to identify the behaviors, knowledge, and skills required to achieve Rigel corporate goals, as well as East Area goals. Regularly evaluate and discuss the attainment of these identified goals with ABSD East, RBDs & IBMs to enhance performance.
• Execute on messaging and resources: Maximize resources required to support individual and business development efforts; ensure growth opportunities are available; offer assistance to help individuals overcome obstacles to learning.
• Evaluate performance: Hold quarterly formal business discussions with ABSD East, RBDs & IBMs to discuss progress toward goals and review performance, evaluating each goal, behavior, knowledge, and skill area.
• Provide timely, candid feedback in service of development, performance, and cultural growth.
• Clarify expectations: Consistently clarify expected behaviors, knowledge, and level of proficiency by seeking input, providing helpful information, and checking for understanding.
• Explain and demonstrate: Provide instruction, positive role modeling, and opportunities for observation to help others develop their skills; encourage questions to ensure understanding.
• Provide feedback and reinforcement: Give timely, appropriate verbal and written feedback on performance; reinforce efforts and progress.

DEMONSTRATE LEADERSHIP

• Convey Rigel’s vision and purpose in a way that inspires others to act.
• Motivate, mobilize, and lead the team to deliver on goals and commitments.
• Lead Change: Embrace change, even when not the initiator, to make a meaningful impact on others and the organization.
• Develop direction and structure: Ensure the purpose and importance of the team are clearly understood; guide the setting of specific and measurable team goals and objectives and provide feedback.
• Think broadly beyond one's area of responsibility.
• Facilitate goal accomplishment: Effectively lead individuals at a distance across a broad geography; develop creative ways to facilitate team interactions, foster team communication, and promote harmony.
• Engage team members: Listen to and be fully involved in team decisions and actions; recognize, value, and utilize individual differences and talents; share relevant information with the team to enhance both personal and collective effectiveness.
• Build alignment across functions & focus the team on the best use of resources.

CLIMATE & CULTURE

• Motivation and meaning: Maintain the key aspects of culture that contribute to further building Rigel as an organization.
• Purposefully drive the climate of the team using the key actions of: Clarity, flexibility, responsibility, standards, rewards, and team commitment.
• Consistently model Rigel Values and hold others accountable to do the same.
• Foster a culture and climate where the best people want to belong.

KNOWLEDGE AND SKILL REQUIREMENTS:

• Bachelor’s degree with at least 10+ years of biopharma sales experience, with at least 5 years in rare disease or hematology/oncology sales, 5 years in leadership and management roles, and at least 2 years managing managers; or equivalent combination of advanced degree and experience.
• Breadth of experience including sales in the hematology/Oncology market, sales training, market access, marketing, business operations, and analytics, along with managing managers strongly preferred.
• Must have a vast network and strong relationships in the hematology and/or oncology market.
• Recognized Team Leader with documented sales and people development results.

PRODUCT RESPONSIBILITIES:

The ABSD West will lead their team to appropriately promote labeled indications of TAVALISSE Ò (fostamatinib) in adult patients with chronic immune thrombocytopenia (ITP) who have had an insufficient response to a previous treatment, REZLIDHIA TM (Olutasidenib) in relapsed or refractory mIDH1 Acute Myeloid Leukemia (R/R mIDH1 AML), and GAVRETO TM (pralsetinib) in adult patients with metastatic rearranged during transfection (RET) fusion-positive non-small cell lung cancer (NSCLC) as detected by an FDA test. The ABSD West will coach to enhance focused execution, cross-functional collaboration, and commitment, thereby maximizing new patient starts in the West Area and positively impacting the lives of patients.

Key responsibilities of TAVALISSE Ò include increasing new patient starts in patients with chronic immune thrombocytopenia (ITP) who have had an insufficient response to a previous treatment. Key responsibilities for REZLIDHIA TM include growing new patient starts in IDH1 R/R mIDH1 AML. Key responsibilities for GAVRETO TM include growing new patient starts in RET+ NSCLC. To meet all three product responsibilities, the ABSD West will strategically work with the RBDs and IBMs to help the West team gain access to accounts and deliver effective sales interactions. The focus of these engagements will be with targeted cITP, AML & Lung healthcare providers in both the community and academic settings. Demonstrating exceptional business acumen and creating clear, comprehensive business plans is fundamental to this role. A clear understanding of customers’ goals and desired clinical outcomes in treating their cITP, mIDH1 R/R AML, and RET+ NSCLC patients is vital to cultivating both external and internal partnerships that anticipate and then serve both customer and patient needs. Entrepreneurial resourcefulness, combined with a track record of cross-functional collaboration, impeccable organization, and the ability to respond in a timely manner, is essential.

Additionally, because the ABSD West will be an essential member of the Brand Strategy and Operations Leadership forum, they will have to remain fully engaged on a range of topics, including sales force productivity metrics, sales performance measurement, and field tactical execution.

WORKING CONDITIONS:

• PHYSICAL DEMANDS: While performing the duties of this job, the employee is required to stand, walk, sit, talk, and hear. Extensive driving will be required.
• WORK ENVIRONMENT: Will work remotely from home office and constantly travel, both within the region as well as frequent trips to headquarters and sales meetings.

Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.