Regional Business Manager (Atlanta East)

Sumitomo Pharma Co., Ltd., is a global pharmaceutical company based in Japan with operations in the U.S. (Sumitomo Pharma America, Inc.), focused on addressing patient needs in oncology, urology, women's health, rare diseases, cell & gene therapies and CNS. With several marketed products and a diverse pipeline of early- to late-stage investigational assets, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com or follow us on LinkedIn.

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Multi- Specialty Regional Business Manager. The Multi-Specialty Regional Business Manager is responsible for the sales and profitability of their assigned region. They use their business plan to execute designated strategy and monitor their region’s sales activities.

Job Duties & Responsibilities

The Multi-Specialty Regional Business manager manages and motivates their team of 8-10 Portfolio Specialists to accomplish multiple product set objectives.
Business Plan Development & Execution: Evaluates and refines promotional strategies, business plans and sales forecasts. Executes the sales strategy across Portfolio Specialists to drive market position and achieve multiple product sales targets. Responsible for the management of all sales opportunities, and performance monitoring of regional sales plan. Tracks sales activities; ensures effective execution of the tactical and operational components of the sales plan across multiple products and channels: Long Term Care, Retail, and Home Healthcare (HHC)...
Budget Management: Develops operating budgets for Region’s assigned Portfolio Specialists. Accountable for their respective regions, including ownership of operational efficiency and process management. Operate region within the assigned expense budget.
Customer Management: Proactively troubleshoot client issues. Represent SMPA before selected customers (e.g. clinics, home healthcare, wholesalers, buying groups, etc.) and acts as liaison on customer needs/opportunities, bids, pricing, returns, etc.
Partnerships: Partner with internal and external constituents to maximize trust, customer satisfaction and drive value, profitable growth and increase SMPA portfolio use in sales targets. Work closely with the Area Sales Director and Account teams to meet sales and profit objectives while adhering to the corporate sales and marketing strategy, provide market insight to management and maintain up to date records on all direct reports.
Staff Development: Responsible for leading and developing a team of Portfolio Specialists to achieve sales targets for multiple SMPA products. Ensure all employees receive training and development to enhance their overall experience, performance, and support their career aspirations. Create an environment to allow SMPA employees to differentiate the customer experience from competitors and build brand loyalty. Provide coaching and mentoring to build a more effective sales force. Direct the day to day activities of the assigned staff; assist employees in developing individual development plan. Execute the Region plans for leading, developing, recruiting, hiring, training, and retention.
Compliance Management: Ensure full compliance of selling activities (for self and team) within area of responsibility with all legal and regulatory compliance requirements established by SMPA and govern the sale and promotion of its pharmaceutical products

Key Core Competencies

Be self-motivated, independent professionals who demonstrate a high level of leadership, initiative and business acumen.
Ability to assess/analyze data and the construct a business plan that achieves set business goals.
Demonstrated ability to multi-task and handle multiple projects and customers at one time is essential.
Strong coaching and leadership skills.
The candidate must be able to work closely with marketing, Managed Markets and other strategic partners.
Strong influence and negotiating skills
Selected candidate must be able to exercise appropriate judgment when assessing the needs of each individual direct report.
Job requires a high level of initiative and independence.
Excellent written and oral communication and PC skills (PowerPoint, Word, Excel and sales force automation systems).
Work hours will include meetings scheduled outside of normal working hours.
Travel within region required – will include car and may include overnight air travel depending upon region.
Some national travel to corporate headquarters, training and sales meetings will also be required on a periodic basis.

Education & Experience

Bachelor’s Degree is required, preferably in Business or Life Sciences. MBA or pursuance of one, is preferred.
Minimum of 6-8 years (w/o Master’s) or 4-6 years (with Master’s) of relevant experience in the biotech or pharmaceutical industry, which includes a minimum of 3 years pharmaceutical sales experience.
1+ years pharmaceutical sales management experience strongly preferred.
Internal commercial experience (e.g. marketing, training, sales operations, analytics) highly desirable.
Candidates must provide two most immediate years of documented sales performance and two years of annual reviews. Candidate must have extensive market experience with prescribers and institutions.
Demonstrate a consistent track record of strong sales performance, with product launch experience preferred.
Experience in the Primary Care and Specialists strongly preferred.
Institutional experience preferred.
Knowledge of the payer landscape is essential.

The base salary range for this role is

Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state.  Our robust time-off policy includes flexible paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter.  Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential, in accordance with applicable law.

Compliance: Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sumitomo Pharma America (SMPA) and affiliates are carried out with the "best" industry practices and the highest ethical standards.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Mental/Physical Requirements:

Fast-paced environment handling multiple demands is involved. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a personal computer for extended periods of time.

Travel Requirements:

Primarily remote role with periodic on-site meetings in office. Must be able to travel domestically and internationally as needed.

Drug Screening Requirements
Applicants for sales/field, manufacturing, or other designated roles will be required to submit to a pre-employment drug test.

Sumitomo Pharma America (SMPA) is an Equal Employment Opportunity (EEO) employer

Qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Sumitomo Pharma America (SMPA) endeavors to make its application process accessible to all. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact SMPA at [email protected]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.