District Business Manager I - Detroit, MI

Purdue Pharma L.P. - Detroit, MI 48204

Posted: 10/31/2017
Apply Now
Working at Purdue

We are people dedicated to serving the needs of our customers and of society. As pioneers in modern pain treatment, we shape the markets we serve through our portfolio of innovative medicines. Today we are catalyzing a new future for the company to compete, win and grow in the healthcare marketplace.

We do this through our people, for Purdue employees are our chief strength. Ambitious to succeed and achieve, we are collaborative business partners, innovative problem solvers, and accountable colleagues. Above all, we are courageous ambassadors for our mission, for we consider ours a noble cause.

Job Summary

The District Business Manager I (DBM I) is accountable for leading a team of territory business managers/sales representatives to deliver consistent, compliant sales results in the assigned geography on an annual basis. The DBM I is accountable for creating and leading the execution of an annual district business plan that will achieve the district's contribution to the annual sales results. Other primary responsibilities include leading and coaching the district sales team; recruiting, retaining, developing and assessing talent to fuel a pipeline of candidates for first line manager and commercial roles within the home office. The DBM I also has direct responsibility for key customers within the district which may include large medical practices, individual offices and practices, community hospitals, clinics and other healthcare institutions. The DBM I impacts and influences key, internal stakeholders to ensure local market and competitive dynamics are understood and incorporated into commercial planning. The DBM I must apply industry and company policies into the management of the district business operations (e.g. policies/procedures, budgets, sales and account data, etc.).

Primary Responsibilities

* Contribute to Purdue's business strategy to identify, prioritize, and build organizational commercial excellence capabilities, behaviors, structures, and processes within the sales organization.

* Ensures the creation and leads execution of the district business plan for the assigned geography, which may include large medical practices, individual offices and practices, community hospitals, clinics and other healthcare institutions.

* Coaches and develops a results-oriented sales team who influence healthcare professionals, office staff members and other stakeholders within assigned customer groups to support the use of the company's products

* Coaches Territory Business Managers to understand and apply in-depth clinical and business expertise as they sell and to demonstrate effective selling skills

* Leads the Territory Business Managers within assigned district to effectively execute the rollout of new products and initiatives, resource allocation and budget

* Effectively manages performance in a timely and compliant manner

* Ensures that the salesforce collaborates with 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 outcomes

* Prepares and reviews regular sales reports reflecting district activities and translate into meaningful direction to the team

* Engages and influences major accounts and key, to establish a known, long-term presence of the company and enhance sustainable growth of assigned brands throughout the district.

* Ensures customer needs are regularly assessed and ability of the team to meet those needs is evaluated and improved upon on an annual basis.

* Demonstrates awareness, understanding and adherence to current industry and company regulations and guidelines.

* Ensure team is aware of and adheres to the proper handling, maintenance and storage of company equipment, supplies and materials.

Education and Experience

* Bachelor's degree required. M.B.A. or Masters in related field preferred

* Minimum 3 years' experience in outside sales role in the healthcare industry (pharmaceutical, medical device, diagnostics, medical supply, health insurance, EHR or digital promotion/medical on-line networks sold directly to providers )

* 1-2 years of field sales management preferred.

* 2 or more years of additional commercial functional experience (i.e., marketing, managed markets, sales/business analytics, marketing research, new product development, sales training or leadership development, sales or marketing operations, pricing/contracting, key account management).

Necessary Knowledge, Skills, and Abilities

* Expertise in U.S. healthcare industry, including understanding of delivery of care and key stakeholders that influence decision making within the payer, provider and government systems and within local markets.

* Demonstrated success in driving growth and profitability, organizational leadership, enhancing sales force effectiveness and impact, establishing strong partnerships, leveraging market and customer insight, strategic and tactical planning, managing budgets

* Extensive experience in leading and engaging people, preferably in sales, managed markets, marketing and similar settings.

* Adherence to regulations and compliance and legal policies

* Planning and organization

* Ability to manage and plan multiple operational projects in a timely and organized fashion

* Ability to communicate effectively, both verbally and in writing, to direct reports, peers and counterparts, to internal associates in commercial roles and staff functions and to

* Proficient with Microsoft Office (Word, Excel, PowerPoint), e-mail, sales force automation and customer relationship management databases, formulary software, applications and digital communication platforms.

* Superior problem solving ability and ability to analyze quantitative and qualitative data extract essential elements and propose appropriate solutions.

* Ability to analyze territory structures, evaluate Representative performance and guide and direct territory business managers to manage performance and achieve desired results

* Business Acumen and Skills

* Understanding of complex business matters in the context in a holistic approach

* Demonstrates a strong customer orientation.

* Demonstrates cross-functional expertise and the ability to thrive in a highly complex environment.

* Experience managing teams of sales and or marketing professionals.

* Must teach, coach, motivate, and inspire direct reports and counterparts

* Achieve results through others, by effectively delegating and implementing management controls.

* Behavioral Traits

* Demonstrates the ability to articulate a business plan and provide clear direction and feedback on how to achieve the desired results.

* Demonstrates the capacity to manage changing priorities and ambiguity while maintaining direction and focus through proactive planning and organized approaches to work.

* Demonstrated ability to work across reporting structures and share successes and best practices

* Strong track record of identifying and recruiting key talent

* History of mentoring and developing others.

Supervisory Responsibilities (if Applicable)

Additional Information

Environment: Based out of home-office environment. Majority of time spent on the road on field contacts with territory business managers or meeting with customers. Requires air and car travel, valid US driver's license, driving and maintaining a company vehicle, sitting at desk, operating computer and communicating on the phone.

Physical Demands: Visual and manual dexterity required to operate a company vehicle, frequent plane travel

Other: Frequent extra hours necessary to meet volume of workload and/or deadlines. Volume of work unpredictable with conflicting and simultaneous priorities. Anticipated travel approximately 80%.

An Equal Opportunity Employer M/F/D/V

Req Id17881
Apply Now