RemoteExtensive travel throughout the assigned region, including overnight travel; approximately 75%.
Sales & Account ManagementField Sales
About the job
Requirements
A bachelor's degree is required.
A minimum of 7 years of progressive pharmaceutical or biotechnology commercial experience across sales, account management, market access, or related commercial functions is required.
A minimum of 3 years of successful pharmaceutical or biotechnology field sales leadership and direct people-management experience, with documented sustained business performance, is required.
Experience in complex, high-touch therapeutic markets, including injectable, specialty, or hospital-based products, is required.
Demonstrated success leading teams to achieve or exceed sales objectives in a complex, competitive selling environment is required.
The candidate must be able to recruit, coach, develop, motivate, and retain high-performing sales talent and address performance issues effectively.
The candidate must analyze data, identify business drivers, develop actionable plans, and make sound resource-allocation decisions.
The candidate must demonstrate strategic thinking, problem-solving, decision-making, communication, presentation, negotiation, conflict-resolution, and interpersonal skills.
The candidate must collaborate and influence effectively across functions and levels.
The candidate must demonstrate emotional intelligence, adaptability, resilience, and sound judgment.
The candidate must manage a regional budget and multiple competing priorities with planning, organization, and follow-through.
Proficiency with Veeva CRM and commercial analytics and reporting tools is required.
A valid driver's license and safe driving record are required, as is the ability to satisfy applicable background, driving, and customer credentialing requirements.
The candidate must be able to travel extensively throughout the assigned region, including overnight travel and company meetings; estimated travel is approximately 75%, depending on region size and structure.
Responsibilities
Lead development and execution of regional business plans aligned with national brand and commercial strategy; establish priorities, identify growth opportunities, allocate resources, and maintain accountability for regional sales objectives and key performance indicators.
Analyze regional, territory, customer, market, and competitive data to assess performance, identify opportunities and barriers, and adjust strategies and tactics; ensure Territory Managers use business insights to prioritize customers and maximize territory performance.
Lead, coach, and develop approximately 12 Territory Managers, set clear expectations, provide ongoing feedback, conduct field coaching and field rides, recognize strong performance, address performance gaps, and support individual development and career growth.
Recruit, onboard, retain, and develop high-performing talent; build a leadership pipeline, support succession planning, and foster an inclusive, collaborative, high-accountability culture.
Maintain understanding of regional market dynamics, customer needs, access and reimbursement considerations, and the patient journey; support Territory Managers' customer and account strategies and engage directly with priority customers and key stakeholders when appropriate.
Develop and maintain expert knowledge of TYMLOS, the relevant disease state, treatment landscape, competitive environment, and applicable access and reimbursement considerations; ensure Territory Managers communicate approved product information accurately, effectively, and compliantly.
Partner with Marketing, Market Access, Patient Services, Medical Affairs, Sales Operations, Sales Training, Human Resources, and other stakeholders to align regional execution, address opportunities and barriers, and communicate actionable field and customer insights to Commercial Leadership.
Manage regional budget, expenses, and resources responsibly; maintain disciplined planning and follow-through across regional priorities, field execution, administrative responsibilities, and required business processes.
Support field training initiatives, leadership meetings, plan-of-action meetings, and other national or regional sales activities; complete required corporate training and serve as a resource to peers and cross-functional partners.
Ensure regional activities comply with company policies, applicable laws, regulatory requirements, industry standards, and ethical expectations; model sound judgment, professional behavior, and leadership accountability in business interactions.
Desired Qualifications
Experience with specialty pharmacy, reimbursement, patient services, managed care, or health systems.
Position Title: Regional Business Director - Bone Health
Department: Commercial - Sales
Reports to (Title): Vice President, Sales - Bone Health
Location: Remote
Exempt position
Position Information
The Regional Business Director (RBD) is accountable for leading the commercial performance of an assigned region through the leadership, development, and performance management of Territory Managers. The RBD translates national brand and commercial strategy into regional priorities, builds and executes regional business plans, and creates the conditions for consistent, high-quality execution across the region. This leader owns regional sales performance, talent outcomes, business planning, resource allocation, and cross-functional execution. The RBD is expected to build a high-performing, inclusive team grounded in accountability, collaboration, trust, compliant decision-making, and patient-focused execution. The role requires strong business acumen, disciplined use of data and insights, and the ability to lead others through a complex pharmaceutical selling environment.
Key Responsibilities
Regional Business Leadership: Lead the development and execution of regional business plans aligned with national brand and commercial strategy. Establish clear priorities, identify growth opportunities, allocate resources effectively, and maintain accountability for achieving regional sales objectives and key performance indicators.
Performance and Business Analytics: Analyze regional, territory, customer, market, and competitive data to assess performance, identify opportunities and barriers, and adjust strategies and tactics as needed. Ensure Territory Managers effectively use business insights to prioritize customers and maximize territory performance.
People Leadership and Development: Lead, coach, and develop approximately 12 Territory Managers, establishing clear expectations and providing ongoing feedback to strengthen selling effectiveness, business acumen, and overall performance. Conduct regular field coaching and field rides, recognize strong performance, address performance gaps, and support individual development and career growth.
Talent and Team Effectiveness: Recruit, onboard, retain, and develop high-performing talent while building a strong leadership pipeline and supporting succession planning. Foster an inclusive, collaborative, high-accountability culture grounded in trust, open communication, and shared ownership of results.
Customer and Market Execution: Maintain a strong understanding of regional market dynamics, customer needs, access and reimbursement considerations, and the patient journey. Support Territory Managers in developing effective customer and account strategies and engage directly with priority customers and key stakeholders when appropriate.
Product and Therapeutic Expertise: Develop and maintain expert knowledge of TYMLOS, the relevant disease state, treatment landscape, competitive environment, and applicable access and reimbursement considerations. Ensure Territory Managers are prepared to communicate approved product information accurately, effectively, and compliantly.
Cross-Functional Leadership: Partner effectively with Marketing, Market Access, Patient Services, Medical Affairs, Sales Operations, Sales Training, Human Resources, and other stakeholders to align regional execution, address business opportunities and barriers, and communicate actionable field and customer insights to Commercial Leadership.
Business Planning and Resource Management: Manage regional budget, expenses, and resources in a fiscally responsible manner. Maintain disciplined planning and follow-through across regional priorities, field execution, administrative responsibilities, and required business processes.
Training and Organizational Leadership: Support field training initiatives, leadership meetings, plan-of-action meetings, and other national or regional sales activities as needed. Successfully complete all required corporate training and serve as a resource to peers and cross-functional partners.
Compliance and Operational Excellence: Ensure all regional activities are conducted in accordance with company policies, applicable laws, regulatory requirements, industry standards, and ethical expectations. Model sound judgment, professional behavior, and leadership accountability in all business interactions.
Minimum 7+ years of progressive pharmaceutical/biotechnology commercial experience across sales, account management, market access, or related commercial functions
Experience in complex, high-touch therapeutic markets, including injectable, specialty, or hospital-based products; experience with specialty pharmacy, reimbursement, patient services, managed care, or health systems preferred
People Leadership
Minimum 3+ years of successful pharmaceutical/biotechnology field sales leadership and direct people-management experience, with documented sustained business performance
Demonstrated success leading teams to achieve or exceed sales objectives in a complex, competitive selling environment
Proven ability to recruit, coach, develop, motivate, and retain high-performing sales talent and address performance issues effectively
Business and Leadership Capabilities
Strong business acumen and demonstrated ability to analyze data, identify business drivers, develop actionable plans, and make sound resource-allocation decisions
Demonstrated ability to collaborate and influence effectively across functions and levels
High emotional intelligence, adaptability, resilience, and sound judgment
Ability to manage a regional budget and multiple competing priorities with strong planning, organization, and follow-through
Additional Requirements
Proficiency with Veeva CRM and commercial analytics/reporting tools
Valid driver’s license and safe driving record; ability to satisfy applicable background, driving, and customer credentialing requirements
Ability to travel extensively throughout the assigned region, including overnight travel and company meetings. Estimated travel of approximately 75%, depending on region size and structure