BioPharmaceutical Area Sales Manager - Mid-Atlantic
Charlotte, NC, USA
At Lundbeck, we are tirelessly dedicated to restoring brain health so every person can be their best. Headquartered in Copenhagen with sites worldwide including in Bothell, Washington, Lundbeck is the only global biopharmaceutical company focused solely on brain diseases. Our legacy in neuroscience goes back seven decades and we have a long heritage of innovation. Lundbeck has developed and commercialized some of the world’s most widely prescribed therapies for psychiatric and neurological disorders. Today, we remain uncompromisingly committed to improving the quality of life for people impacted by brain disorders. Lundbeck is unique from other biopharmaceutical companies in that we are 70 percent owned by a research-focused foundation. We have a deep and productive pipeline, and we continue to bring forward symptomatic therapies to help people live better lives, while simultaneously pursuing disease-modifying treatments.
In October 2019, Lundbeck acquired Alder Biopharmaceuticals, now known as Lundbeck Seattle BioPharmaceuticals (Lu-SBP). The Lu-SBP site is responsible for antibody development and biologics manufacturing in collaboration with the global Lundbeck CMC Biologics organization.
Territory: Mid-Atlantic Area - BioPharmaceutical - Neurology
Target cities for territory include Charlotte, NC and Richmond, VA - will consider candidates who live within 100 miles of territory boundaries with access to a major airport. Territory includes: Virginia, North Carolina, Washington, D.C, Elkins, WV and Greenville & Columbia, SC.
At Lundbeck, we are tirelessly dedicated to restoring brain health, so every person can be their best. Lundbeck is the only global pharmaceutical company focused solely on brain diseases. Our legacy in neuroscience goes back seven decades and we have a long heritage of innovation. Lundbeck has developed and commercialized some of the world’s most widely prescribed therapies for psychiatric and neurological disorders. Today, we remain uncompromisingly committed to improving the quality of life for people impacted by brain disorders. Lundbeck is unique from other biopharmaceutical companies in that we are 70 percent owned by a research-focused foundation. We have a deep and productive pipeline and continue to bring forward symptomatic therapies to help people live better lives, while simultaneously pursuing disease-modifying treatments.
As a Biopharmaceutical Area Sales Manager (BASM) you will be responsible for leading, developing, and managing a diverse, high performing demand creating sales team to drive strong sales performance for promoted products within an assigned geographic area. Set and lead the development of area strategic direction and tactical sales plans using robust analytical skills to identify strengths and opportunities while minimizing weaknesses and threats to execute those plans and meet or exceed sales goals.
Achieves business objectives and sales results by observing Account Manager interactions with target customers, extended treatment team members, ancillary staff and providing them with individual coaching, feedback and inspiration. Helps Account Manager continue to develop for success in current role and for future growth.
Establishes a result driven highly collaborative team culture by demonstrating personal accountability, teamwork, and collaboration
Leads by example and works collaboratively across functional areas by serving as a resource and by leveraging the expertise of others.
Recruits, develops, and retains diverse, high performing Account Managers to Lundbeck.
Knowing the Business
Guides the identification of local market systems of care, patient flow, reimbursement, and provides innovation solutions
Identifies strategic relationships that are valuable to the area’s business (e.g. KOLs, advocacy, P&T committee, etc.)
Actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
Ensures that Account Managers can accurately craft Managed Markets selling messages to effectively position Lundbeck’s products within the context of the provider’s setting and payer mix.
Sets and maintains competent product knowledge and selling skills standards within the team. Manages demand creation by providing comprehensive clinical knowledge and executing sales and marketing strategies in the local market. Directs and monitors the execution of approved marketing plans and promotion campaigns. Evaluate and identify improvement and development opportunities of account managers through performance management process to include clear, timely, and actionable feedback on a regular basis.
Facilitates local market execution by aligning the sales force and other cross-functional areas (to include alliance partners), persuading, convincing, or motivating a targeted audience through collaboration and direct or indirect influence.
Analyzes sales reports and develops plan of action.
Maintains timely communication with account managers, management and in-house personnel. Manages multiple priorities and resources related to individual and group efforts. Takes responsibility for redirecting efforts as needed to deliver high productivity and quality of work from self and others.
Assures adherence to all standards, policies, procedures and guidelines as set forth by the organization.
REQUIRED EDUCATION, EXPERIENCE and SKILLS:
Bachelor of Arts or Bachelor of Sciences degree from an accredited college or university
Minimum of 5+ years sales management experience in Pharmaceutical, Biopharmaceutical’s, Biologics or related experience.
Experience in both medical and specialty pharmacy benefit market with a strong level of understanding of pricing, government payers, and specialty pharmaceutical markets.
Internal candidates must have a minimum of 2 years previous pharmaceutical sales management experience.
Must live within 100 miles of territory boundaries
Proven track record of consistent sales success and financial management.
Demonstrated leadership with the ability to develop, train and provide feedback to a group of account managers.
Must possess superior communication skills, both written and oral.
Driving is an essential duty of this job; must have a valid driver’s license with a safe driving record that meets company requirements
Meeting and complying with reasonable industry-standard credentialing requirements of healthcare providers / customer facilities is required for continued employment with Lundbeck.
PREFERRED EDUCATION, EXPERIENCE AND SKILLS:
Injectable/infusion sales experience within a buy & bill Medicare Part B/Medical benefit environment or other comparable reimbursement experiences
Migraine experience highly preferred
Experience in neurology, pain management, and/or biologics
Previous success in navigating complex integrated health systems (hospitals, clinics)
Product launch or expansion experience, particularly in a new therapeutic class
Ability to incorporate the “total office” selling approach/account management
Strong business analytical skills (business/ financial acumen)
Master's degree in business, marketing or related field
Previous experience building and developing effective teams
Previous experience partnering with Advocacy groups
Willingness/Ability to travel up to 70% domestically to (a) regularly meet/interact with customer base and internal personnel within assigned territory; and (b) attend internal/external conferences and meetings spanning locations within the United States. Travel must be able to be completed in a timely manner.
Lundbeck is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, and any other characteristic protected by law, rule, or regulation. Lundbeck participates in E-Verify.
At Lundbeck, our mission is to improve the quality of life of people suffering from psychiatric and neurological disorders.
As a pioneer at the forefront of brain disorders for more than 60 years, Lundbeck is committed to developing and providing innovative therapies that help improve the quality of life of patients. This is important work because the burden of neurological and psychiatric disorders remains substantial. When we assess a medical condition, we see the person behind the disease and how it affects the lives of patients, their families, their caregivers and their communities.
What sets us apart:
Research: A deep pipeline – 100 percent targeted to brain disorders – in challenging areas like depression and anxiety, psychosis, epilepsy, Alzheimer’s disease and stroke.
Patients:A passion for patients that binds us together and drives us to act with urgency to address unmet medical needs today and into the future.
Partnerships:A long history of successful and diverse partnerships at all stages of a product’s lifecycle