At Eisai, satisfying unmet medical needs and increasing the benefits healthcare provides to patients, their families, and caregivers is Eisai’s human health care (hhc) mission. We’re a growing pharmaceutical company that is breaking through in neurology and oncology, with a strong emphasis on research and development. Our history includes the development of many innovative medicines, notably the discovery of the world's most widely-used treatment for Alzheimer’s disease. As we continue to expand, we are seeking highly-motivated individuals who want to work in a fast-paced environment and make a difference. If this is your profile, we want to hear from you.
The Area Business Leader (ABL) will lead a team of Neurology Account Specialists (NAS) that are part of a diverse team of professionals supporting this important launch and will be responsible for building a dynamic team to develop and execute business plans for their assigned geographies.
In this role, the ABL will have the primary responsibility of building an elite team of NASs and then leading demand generation in a manner consistent with the FDA-approved indication to meet or exceed sales objectives. This will be accomplished by conveying complex clinical information to customers and key stakeholders regarding FDA-approved indications of this novel therapy. The individual will implement and oversee local business plans to achieve regional objectives and will be required to be an expert on all aspects of Alzheimer’s disease and the competitive landscape in which they will lead. Additionally, the ABL will be responsible for ensuring their NASs educate customers on the simplest patient pathway to therapy within their assigned area.
The ABL will have the additional role of being assigned a small number of key institutions across their area and will serve as primary point of contact working cross-functionally upholding Eisai’s policies and requirements, to secure product access through effective P&T coordination and process management. This individual will also be responsible for fostering key stakeholder relationships within their assigned institutions. Further, they will lead their assigned NASs being accountable for demand generation to meet or exceed sales targets within these facilities.
Area Business Leader Responsibilities
- Attract, hire, and develop a diverse new team of NASs while acclimating them to Eisai’s culture and commitment to our human healthcare mission (hhc)
- Develop sales team capabilities to ensure sales objectives are met/exceeded through an effective coaching partnership, training, inspiring, and performance management - this includes the understanding and pull through of developed launch business plans
- Lead, manage and execute alongside NAS a successful product launch consistent with Eisai’s standards
- Schedule routine virtual/in-person meetings with internal franchise partners to facilitate timely exchange of information ensuring launch expectations are being pulled through
- Collaborate with key internal stakeholders ensuring alignment to organizational objectives, Eisai values and our hhc mission.
- Participate in industry congresses, local/regional meetings, medical conferences, and sales and training meetings as needed
- Lead and coach all daily activities in compliance with Eisai policies.
- Manage the resolution of operational conflicts and provide alternative approaches to solve territory and business issues as they arise
- Demonstrate strong awareness, understanding, and adherence to all industry and Company regulations and guidelines; apply these standards across all business operations to ensure compliance with our company and industry policies (i.e. policies/procedures, resource utilization, sales and account data, etc.)
- Continuously align with Regional Business Director to support Eisai’s selling model and in the development of the NAS customer-facing skill set
- Cultivate a culture of high performance with emphasis on individual/team accountability
- In conjunction with their AD Regional Thought Leader Liaison (RTLL) develop and maintain business relationships with Key Opinion Leaders across their respective area
- Communicate formally and informally with Eisai Senior Leaders providing appropriate business updates and launch progress against set objectives post launch
Qualifications
- Bachelor’s Degree from an accredited institution (BA, BS or equivalent) required.
- Minimum 7 years of pharma, biotech or medical device sales; with 5 years successfully hiring, developing and leading teams (or for internal candidates, equivalent experience demonstrating effective leadership behaviors and attaining a high level of success)
- Some element of buy-and-bill, diagnostics (integrated, complex), infusion, neurology, clinical/medical experience
- Additional commercial function experience preferred (i.e. sales training, marketing, managed markets, sales/business analytics, etc.)
- Built and executed comprehensive business plans
- Experience and deep understanding of healthcare ecosystems and account management, navigating complex accounts critical for success, (working with integrated delivery networks, health systems preferably in a biopharmaceutical manufacturer capacity)
- Strong understanding of pharmaceutical manufacturer compliance & regulatory requirements
- Demonstrated success in leading to deliver strong results and profitability, establishing strong partnerships, leveraging market and customer insights, strategic and tactical planning
- Expertise in U.S. healthcare industry; including the understanding of delivery of care, the market access and reimbursement landscape, and key stakeholders that influence decision making within local markets and healthcare systems Demonstrated ability to network, establish and maintain strong business relationships across multidisciplinary matrix team within Eisai.
- Advanced understanding of pharmaceutical manufacturer compliance & regulatory requirements
- Ability to operate a motor vehicle legally, safely and successfully is required; candidates must have a valid driver’s license to be considered
- Ability to travel 80% of the time
Critical Experiences and Characteristics
- Genuine sense of empathy for patients and care partners and the challenges they face from this disease (ability to build trust)
- Experiences outside of comfort zone (e.g., different functional areas, product situations) that required engaging new learning and contemplating or experiencing failure
- Experience leading in and navigating matrixed environments in a constructive and collaborative manner, notably across functions and with external business partners (ability to “see the essence”, “connect the dots” and solve or facilitate solutions to complex problems)
- Experience with uncertain or challenging situations that required both strategic thinking and adaptability
- Demonstrations of grit (passion and perseverance), courage, and a commitment to a cause
- Ability to lead and contribute within a diverse team
- Demonstration of a clinical aptitude
- An earned industry/market perspective coupled with high professional selling ability (impact with integrity)
- Complex launch and/or account management experience, and an ability to communicate the “how”
- Authentic, undeniable positive energy
As a condition of employment and an essential function of this field-based position, applicants must be able to engage in person with HCPs and other third parties at their offices, institutions and other appropriate locations on a regular basis. In order to gain in-person access, applicants selected for the position may be required to complete third parties’ credentialing and/or entry requirements, which often include an attestation to and/or providing proof of having received certain vaccinations. To the extent you are unable to meet certain requirements for qualifying medical (including pregnancy-related) or religious reasons, applicants must request a reasonable accommodation by contacting the Human Resources Department.Skills:Clinical Acumen (AD), Critical Thinking & Agility, Focus On Customers & Partners, Mentoring/ People Development, Sales Ops & Data Analytics, Sells Effectively & Makes Impact, Territory/Account Management
Eisai Salary Transparency Language:
The annual base salary range for the Area Business Leader, Alzheimer's Disease - (Houston, TX) (filed based) is from :$191,680-$251,600
Under current guidelines, this position is eligible to participate in : Eisai Inc. Sales Incentive Plan & Eisai Inc. Long Term Incentive Plan - Field Sales.
Final pay determinations will depend on various factors including but not limited to experience level, education, knowledge, and skills.
Employees are eligible to participate in Company employee benefit programs. For additional information on Company employee benefits programs, visit https://careers.eisai.com/us/en/compensation-and-benefits.
Certain other benefits may be available for this position, please discuss any questions with your recruiter.
Eisai is an equal opportunity employer and as such, is committed in policy and in practice to recruit, hire, train, and promote in all job qualifications without regard to race, color, religion, gender, age, national origin, citizenship status, marital status, sexual orientation, gender identity, disability or veteran status. Similarly, considering the need for reasonable accommodations, Eisai prohibits discrimination against persons because of disability, including disabled veterans.
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