We go where others won’t, taking on some of the biggest public health challenges to protect and enhance millions of lives, and create a better, more secure world. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect and enhance life.
JOB SUMMARY
The Director, State & Strategic Accounts is a field-based sales and access professional responsible for executing regional-level business plans to meet or exceed financial and strategic goals. This role focuses on building and enhancing distribution systems, protecting and expanding funding opportunities, and influencing decision-makers at the state and strategic account levels across multiple states. Reporting to the Senior Director of Field Operations, this role works closely with the Director of Community Programs to drive pull-through and ensure seamless execution of state-level initiatives.
ESSENTIAL FUNCTIONS
Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.
• Develop and execute a regional-level sales business plan that meets or exceeds financial and strategic objectives.
• Regularly evaluate market conditions and adapt strategies to maximize opportunities for Narcan Nasal Spray and other products.
• Create and/or enhance distribution systems within the state to support product access and availability.
• Identify opportunities for conversion to Narcan Direct, implementing solutions where feasible and appropriate.
• Protect and expand funding for Narcan Nasal Spray by working with state governments, strategic accounts, and other stakeholders.
• Assist in the appropriation and allocation of funding to support access and availability of products.
• Uncover root causes of complex problems and facilitate innovative solutions by integrating diverse perspectives and finding common ground.
• Leverage insights and tools to identify actionable opportunities and overcome access barriers.
• Use Tableau reports and funding dashboards to analyze trends, identify opportunities, and inform strategic decisions.
• Utilize Salesforce to manage customer interactions, track progress, and report outcomes.
• Build strong relationships with key decision-makers at the state level, including policymakers, funding authorities, and other strategic accounts.
• Partner with the Director of Community Programs and other internal stakeholders to ensure alignment and execution of regional and state strategies.
• Set clear, measurable goals and hold yourself accountable for achieving results.
• Provide regular updates and reports on progress, challenges, and opportunities within assigned states.
The above statements are intended to describe the nature of work performed by those in this job and are not an exhaustive list of all duties. Nothing in this job description restricts managements right to assign or reassign duties and responsibilities to this job at any time which reflects management’s assignment of essential functions.
MINIMUM EDUCATION, EXPERIENCE, SKILLS
Education:
• Bachelor’s degree required; advanced degree preferred.
Experience:
• At least 8 years of experience in pharmaceutical/biotech or healthcare sales, with a focus on state or government accounts preferred.
• Three or more years of experience in a leadership or management role.
• Demonstrated success working with opioid antagonists, substance abuse treatment environments, or related products.
• Experience with state and federal grants and funding processes.
Skills:
• Proven ability to create and execute sales strategies that drive measurable results.
• Strong critical thinking and problem-solving skills to address complex challenges.
• Ability to communicate technical concepts effectively using a consultative selling approach.
• Strong project management skills with the ability to manage multiple priorities simultaneously.
• Proficiency in Salesforce, Tableau, and Microsoft Office applications (Word, PowerPoint, Excel).
Other Requirements:
• Strong interpersonal, oral, and written communication skills.
• Ability to travel extensively, including overnight stays as needed.
• Self-motivated, with a demonstrated ability to work independently while fostering collaboration with team members.
Preferred Qualifications:
• Experience in engaging with state-level decision-makers and navigating the political environment to influence product access.
• Demonstrated ability to derive insights from analytics and data to inform strategies.
• Familiarity with healthcare funding processes and strategic account management.
• Regularly evaluate market conditions and adapt strategies to maximize opportunities for Narcan Nasal Spray and other products.
• Create and/or enhance distribution systems within the state to support product access and availability.
• Identify opportunities for conversion to Narcan Direct, implementing solutions where feasible and appropriate.
• Protect and expand funding for Narcan Nasal Spray by working with state governments, strategic accounts, and other stakeholders.
• Assist in the appropriation and allocation of funding to support access and availability of products.
• Uncover root causes of complex problems and facilitate innovative solutions by integrating diverse perspectives and finding common ground.
• Leverage insights and tools to identify actionable opportunities and overcome access barriers.
• Use Tableau reports and funding dashboards to analyze trends, identify opportunities, and inform strategic decisions.
• Utilize Salesforce to manage customer interactions, track progress, and report outcomes.
• Build strong relationships with key decision-makers at the state level, including policymakers, funding authorities, and other strategic accounts.
• Partner with the Director of Community Programs and other internal stakeholders to ensure alignment and execution of regional and state strategies.
• Set clear, measurable goals and hold yourself accountable for achieving results.
• Provide regular updates and reports on progress, challenges, and opportunities within assigned states.
U.S. Base Pay Ranges and Benefits Information
The estimated annual base salary as a new hire for this position ranges from $155,500 to $188,200. Individual base pay depends on various factors such as applicant’s education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on applicant’s geographic location. Certain roles are eligible for additional incentive compensation, including merit increases, annual bonus, [and/or long-term incentives in the form of stock options.]
Additionally, Emergent offers a comprehensive benefits package*. Information regarding additional benefits can be found here: https://www.emergentbiosolutions.com/careers/life-at-emergent
(*Eligibility for benefits is governed by the applicable plan documents and policies).
If you are selected for an interview, please feel welcome to speak to a Human Resources Partner about our compensation philosophy and available benefits.
There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.
Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.
Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce. Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.
Per CDC guidelines, Emergent strongly recommends that all employees working on site are vaccinated to help ensure their safety, as well as the safety of fellow employees. This includes the use of good judgment when determining when the CDC guidelines advise that you stay home when ill.
Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy .
Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions’ approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions’ approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.
