Sr. Area Business Director, Central Region

Tandem Diabetes Care; Indianapolis (IN); Remote; USD 230,000 - 282,000; Full time

Job summary

Join a forward-thinking company that is revolutionizing diabetes care! As a Senior Area Business Director, you will lead strategic initiatives to enhance market access and sales performance across the Central Region. This dynamic role involves collaborating with cross-functional teams to ensure exceptional customer satisfaction and drive revenue growth. With a commitment to innovation and a supportive work environment, you'll play a crucial role in shaping the future of diabetes management. If you're passionate about making a difference and have a strong track record in sales leadership, this opportunity is perfect for you.

Benefits

Unlimited PTO

Health Care Benefits

401k Plan with Company Match

Employee Stock Purchase Plan

Flexible Spending Accounts

Health Savings Accounts

Paid Holidays

Qualifications

• 15+ years in sales leadership in medical devices or biotech.
• Expertise in pharmacy channel strategy and P&L management.

Responsibilities

• Direct commercial activities and business performance across regions.
• Develop integrated commercial plans to drive growth and efficiency.

Skills

Sales Leadership

Market Access Strategies

Financial Management

Negotiation Skills

Cross-functional Team Management

Pharmacy Channel Strategy

P&L Management

Change Management

Education

BS/BA in Business Administration

MBA

Tools

Microsoft Office Suite

CRM Software

Business Analytics Tools

Job description

GROW WITH US:

Tandem Diabetes Care creates new possibilities for people living with diabetes, their loved ones, and their healthcare providers through a positively different experience. We’d love for you to team up with us to “innovate every day,” put “people first,” and take the “no-shortcuts” approach that has propelled us to become a leader in the diabetes technology industry.

STAY AWESOME:

Tandem Diabetes Care is proud to manufacture and sell the Tandem Mobi system and t:slim X2 insulin pump with Control -IQ technology — an advanced predictive algorithm that automates insulin delivery.

But we’re so much more than that. Our company’s human-centered approach to design, development, and support delivers innovative products and services for people who use insulin. Because many of our own team members live with diabetes, or have a loved one impacted by diabetes, the work is personal, and we are committed to the cause. Learn more at Tandem Diabetes Care

WHEN & WHERE YOU’LL WORK:

This is a field-based position which will be responsible for our Central Territory including Chicago, Indianapolis, Nashville and St. Louis among other markets. Our ideal candidate will be located within one of these areas but we are open to candidates across the central territory.

Travel: This role will require car and air travel up to 80% of time.

A DAY IN THE LIFE:

The Sr. Area Business Director (ABD), Central Region, is responsible for directing overall commercial activities and business performance across multiple regions. The Sr. ABD will lead strategic execution across field sales, market access, inside sales, finance, marketing, and clinical services to drive growth and efficiency. The role requires expertise in sales leadership, field force effectiveness, pharmacy channel fluency including Pharmacy Benefit Management (PBM) pull-through, Durable Medical Equipment (DME) vendor collaboration, and financial management to deliver on Tandem’s commercial and performance objectives.

The Sr. Area Business Director at Tandem also:

• Provides strategic sales leadership to achieve and exceed quarterly, annual revenue and gross margin targets.
• Develops and executes integrated commercial/business plans, sales forecasts and goals to drive growth. Leads integrated area franchise team (model) with sales management, and cross-functional representatives from market access, inside sales, marketing, clinical affairs and other departments as needed.
• Reviews and analyzes regional sales reports, identifying trends and implementing strategies to optimize performance.
• Collaborates with senior clinical leadership to strategically allocate pump training resources, ensuring exceptional customer satisfaction while maximizing gross margin impact.
• Leads area-level market access initiatives, including PBM partnerships, pharmacy distribution strategies, and payer engagement to ensure strong reimbursement pull-through, in collaboration with market access (e.g., account management and HEOR teams).
• Develops and executes PBM pull-through strategies, enhancing coverage and formulary adoption through specialty and retail pharmacy channels in collaboration with market access.
• Establishes and expands partnerships with DME vendors, ensuring streamlined product access, pipeline management, key initiatives (e.g., promotion) and support.
• Builds relationships with key stakeholders in payer, provider, and pharmacy networks to improve product access and patient affordability.
• Works cross-functionally with Finance, Marketing, and Operations to optimize forecasting, P&L management, and budget planning.
• Coaches, mentors and develops Regional Sales Managers, fostering a high-performance culture within the field sales team (consisting of Territory Managers and Clinical Diabetes Specialists).
• Leads cross-functional commercial initiatives as assigned, representing field sales in strategic decision-making processes.
• Collaborates with internal and external partners to expand regional business opportunities and enhance competitive positioning. Participates in industry related events and conferences, including KOL meetings.
• Assists the Vice President, Sales in preparing executive-level reports, business reviews, and strategic planning sessions.
• Supports short-term planning for the department including headcount, budgeting, training, and systems requirements.
• Participates in the selection, development, performance appraisal, merit recommendation, and promotion of staff.
• Ensures department staff is properly trained, per designated training plan, before assuming job responsibilities.
• Ensures compliance with company policies, including Privacy/HIPAA, and other legal and regulatory requirements.

WHAT YOU’LL NEED:

• BS/BA in Business Administration, Life Sciences, Finance, or related field (MBA preferred).
• 15 plus years of progressive sales leadership experience in medical devices, biotech, or pharmaceuticals.
• 5 plus years in a senior sales leadership role (Area Sales Director, Zone VP, or Regional GM).
• Proven track record of successfully driving PBM pull-through, pharmacy partnerships, and market access strategies.
• Experience managing P&L, forecasting, and financial planning in a complex commercial environment.
• Ability to work remotely and travel extensively (up to 80% of the time).
• Expertise in field force leadership, effectiveness, sales models, and performance management.
• Expertise in pharmacy channel strategy, PBM engagement, and pharmacy adjudication.
• Expertise in DME channel strategy, engagement, and partnership.
• Deep knowledge of payer reimbursement models, including medical and pharmacy benefit frameworks.
• Strong financial acumen, with experience in P&L management, budget forecasting, and long-range planning.
• Demonstrated leadership in developing and executing market access and broader commercial initiatives in clinical and medical functions.
• Proven ability to manage cross-functional teams and influence senior-level stakeholders.
• Advanced negotiation and presentation skills.
• Skilled at effectively communicating department or area issues and results within and across functional areas and conducting presentations of technical information concerning specific projects or timelines. Able to gain cooperation of others.
• Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.
• Proficiency in Microsoft Office Suite, CRM software, and business analytics tools.
• Strong EQ and demonstrated track record in complex change management situations.
• Prior experience in channel (e.g. DME) and marketing preferred.

WHY YOU’LL LOVE WORKING HERE:

At Tandem, we believe joy fuels excellence. That's why we've built a workplace that celebrates your achievements and supports your well-being. Our team thrives on pushing boundaries and fostering growth, all while maintaining a spirit of fun and camaraderie. This is just one of the ways we stay awesome! Explore the benefits and reasons to love Tandem at Tandem Careers.

BE YOU, WITH US!

We embrace the value that every single one of us brings to the table. But sometimes we forget that when we don’t meet 100% of a job description’s criteria – maybe you’re feeling that way right now? We encourage you to apply anyway. Because we want you to be you, with us.

Tandem is firmly committed to being an equal opportunity employer and does not discriminate on the basis of age, disability, sex, race, religion or belief, gender identity or expression, marriage/civil partnership, pregnancy/maternity, or sexual orientation. We are an inclusive organization, and we welcome applications from a wide range of candidates. Selection for roles will be based on individual merit alone.

COMPENSATION & BENEFITS:

The base pay for this position is $230,490 – $281,710 annually, with a target earning potential of $322,490 - $373,710 annually. Base pay will vary based on job-related knowledge, skills, experience and may also fluctuate depending on candidate’s location and the overall job market. In addition to base pay, Tandem offers a competitive compensation package that includes equity and a robust benefits package.

Tandem offers health care benefits such as medical, dental, vision available your first day, as well as health savings accounts and flexible saving accounts. You’ll also receive 11 paid holidays per year, unlimited PTO and you will have access to a 401k plan with company match as well as an Employee Stock Purchase plan. Learn more about Tandem’s benefits here.

YOU SHOULD KNOW:

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local Fair Chance laws and regulations. A conditional offer of employment from Tandem is contingent upon successful completion of a pre-employment screening process comprised of a drug test (excluding marijuana) and background check, which includes a review of criminal history information.

Tandem has good cause to conduct a review of criminal history for this position as this position will have access to customer’s protected health information and regular contact with customers. This review is required to ensure that individuals in such roles uphold high standards of trust and integrity so as to protect the interests of our customers, employees, and stakeholders.

REFERRALS:

We love a good referral! If you know someone who would be a great fit for this position, please share!

SPONSORSHIP:

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

APPLICATION DEADLINE:

The position will be posted until a final candidate is selected for the requisition or the requisition has a sufficient number of applications.

Make a move that matters. Join Tandem Diabetes Care, where we're turning challenges into triumphs every day and where your talents will help shape a healthier, happier tomorrow.

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