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District Manager - Baltimore

Company: Eisai Inc.
Location: Baltimore
Posted on: December 5, 2019

Job Description:

Eisai is a human health care (hhc) pharmaceutical organization that seeks to discover and develop innovative therapies that can help satisfy unmet medical needs and contribute to the health and well-being of people worldwide. Our hhc mission means that we regard patients and their families as the most important participants in the health care process and we are dedicated to helping improve their lives.Eisai is a fully integrated pharmaceutical business that operates in two global business groups: oncology and neurology (dementia-related diseases and neurodegenerative diseases). Eisai employees personify our values of integrity, respect, professionalism, quality, and teamwork. We strive to provide benefits to patients and their families well beyond the development of important new treatments. Whether it is developing good medicines or doing good deeds, Eisai fosters an environment in which employees truly care about the outcome.Because Eisai is an established and healthy company, we believe that we can offer employees broad job scope, more responsibilities and the potential for career-enhancing development.Job SummaryThe District Manager (DM) is the business owner responsible for leading a team of Lemborexant Medical Sales Professionals (MSP) to drive demand and achieve their sales goals in their assigned geographies on an annual basis. The DM is responsible for building and sustaining a high performing culture and team, and this includes recruiting, training, motivating and retaining top performers. In addition, they will lead the execution of a district business plan that will achieve the district's assigned sales targets. The DM will also be expected to spend the majority of their time in the field with their team coaching, assessing and developing talent to ensure the achievement of objectives and to fuel a pipeline of candidates for advanced roles within the organization. It is also the DM's responsibility to work with key internal and external stakeholders to ensure local market and competitive dynamics are understood and incorporated into commercial planning. This includes collaborating cross-functionally and build relationships with key customers and thought leaders within the district.Essential FunctionsBuild and train a new team while acclimating them to Eisai's culture and commitment to hhc.Analyze local environments and partner with relevant internal stakeholders to identify and understand influencers within assigned geographies; translate knowledge and market insights into actionable district business plans that achieve sales goals.Develop sales team capabilities to ensure sales and share growth through effective partnering, training, coaching, inspiring, and performance management. This includes leading the understanding and pull through of the of the Break Through Competencies, and Eisai's Sales ModelLead the Medical Sales Professionals within assigned district to effectively execute, maximize, and ensure compliant use of approved resources (i.e. budget, speaker programs), new marketing materials, and all sales initiativesEffectively manage performance in a timely manner, regularly analyze and assess the district's performance and execution against the business plan, then translate findings into meaningful direction to the teamEnsure the sales force collaborates with all internal business partners efficiently and effectively by being able to accurately articulate the value proposition for the customer, and key or potential decision makers to maximize business outcomesEngage and influence major accounts and key customers to establish a strong organizational presence and enhance sustainable growth of Eisai's Insomnia portfolio throughout the district (75-80% of targets will be General Practitioners and Family Medicine.)Demonstrate awareness, understanding, and adherence to all industry and company regulations and guidelines; apply these standards manage all of the district business operations to ensure compliance with our company and industry policies (i.e. policies/procedures, resource utilization, sales and account data, etc)RequirementsBA/BS degree required; MBA or advanced degree in related field preferred5 years of pharmaceutical sales experience and 2 years of successful experience leading teams in the pharmaceutical industry is required (Internal Eisai applicants only - will consider less years of leadership experience for individuals that have demonstrated effective leadership behaviors and a high level of success)2 or more years of additional commercial function experience preferred (i.e. sales training, marketing, managed markets, sales/business analytics, etc)Demonstrated success in delivering results through others and driving growth and profitability, organizational leadership, establishing strong partnerships, leveraging market and customer insights, strategic and tactical planning, managing budgets, and effectively lead collaborations in a dynamic environment with a variety of internal and external stakeholdersExpertise 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 systemsDemonstrated ability to build and motivate high performing teams, enhance salesforce effectiveness by coaching advanced sales skills to a specialized sales force, provide timely feedback and guidance to help strengthen specific knowledge and skillsEntrepreneurial spirit and the ability to think strategically and creatively to achieve sales goals and lead, influence, meet, and adapt to changing needs of the healthcare industry, our Neurology Business Group, and the external customers we supportStrong business acumen and problem solving ability, ability to analyze quantitative data and extract essential elements to build business plans and provide clear direction and feedback on how to achieve the desired resultsDemonstrated ability to manage changing priorities and ambiguity while maintaining direction and focus through proactive planning and organized approaches to workDemonstrated ability to thrive in a highly complex environment, ability to work cross-functionally and share successes and best practicesExcellent communication skills - written and verbal; clearly conveying information and ideas in a manner that engages audience and helps them understand and retain messagesProficient with Microsoft Office (Word, Excel, PowerPoint), e-mail, salesforce automation and customer management databases, formulary software and applications (i.e. FTF), digital communication platformsAbility to safely and successfully operate a motor vehicle is required.Domestic travel 80% - when necessary, travel overnight including within territory and to conferences, training, and sales meetings.

Keywords: Eisai Inc., Baltimore , District Manager - Baltimore, Executive , Baltimore, Maryland

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