Sales Director

Description

ADMA Biologics is a biopharmaceutical company dedicated to developing superior products for immunodeficient patients at risk of infection. Our commitment to this underserved population drives our innovation and hands-on approach to production and development, setting us apart in the industry. If you're seeking a dynamic, innovative, and growing company in the biopharmaceutical sector that values excellence and integrity, consider joining ADMA Biologics.

We currently have an exciting opportunity for a Sales Director!

This position is responsible for the development and performance of ADMA’s field sales personnel and product penetration into appropriates sites of care.  The Director, Sales will directly manage the sales team, play a critical role in revenue growth plans, identify growth opportunities, and build relationships with customers, KOL’s and patient advocacy groups while integrating the field force with Marketing, Market Access and Medical Affairs, etc.

Qualifications

 Essential Functions (ES) and Responsibilities

• Key Duties (ES):

• Direct activities in order to meet or exceed board approved financial goals and other goals as set by senior management or the company.
• Manage expense and promotional resources within given budget limits and according to approved policies.
• Meet or exceed all engagement and approved objectives for all products.
• Work with Executive Director, Sales to develop, update and implement a Business Plan to maximize product information dissemination and return on investment.
• In tandem with the Executive Director, Sales evaluate markets and customers to develop, identify and cultivate opportunities that will provide customer engagement benefits for the company.
• Lead by example through an environment that fosters living the core values of ADMA.
• Develop and cultivate customer contacts to promote ADMA’s position in the US market.
• Evaluate, monitor and communicate the overall business climate, including customer and industry trends, and proactively develop new approaches to meet the changing demands of the marketplace
• Create and maintain positive morale by developing cooperation, collaboration and commitment among the team and encourage teamwork to maximize sales goals.
• Foster a positive and productive environment between the Regional Business Directors and Field Reimbursement Managers.
• Assist in the development of and effectively measure team performance using Key Performance Indicators.
• Conduct field work with sessions with each Regional Business Director to push forward key opportunities and to assess the strength and weaknesses of the individual team members.
• Provide strong, clear and thorough written feedback following field interactions to Regional Business Directors to drive development, set clear expectations, identify development areas and to motivate the individuals on the team to achieve optimal sales results.
• Communicate any and all relevant field surveillance to Executive Director, Sales.
• Engage in formal weekly one on one meetings with Executive Director, Sales.  Daily communication is expected.
• Serve as the primary contact with cross-functional teams. Develop a strong partnership with ADMA’s National Account Managers and all other company departments outside sales and marketing.
• Adjust and redirect in a timely manner, as new opportunities or market trends or forces change.
• Show an ability to forward think and take a proactive, position to the work environment in order to support continuous improvement.
• Perform any and all job functions and interactions in accordance with all compliance guidelines.
• Present and communicate ideas in a clear, positive, and inspiring fashion.
• Show the capacity to provide advice and feedback to solve immediate performance issues.
• Appropriate communication of information to the sales force quickly.
• Identify, prioritize and independently manage multiple projects and challenges to ensure maximum team performance while aligning regional objectives and activities with corporate goals. 
• Establish product, sales and customer priorities and implement programs and provide direction resulting from POA meetings.
• Plan and conduct routine one-on-one meetings with each Regional Director and Customer Engagement Representative.  Discuss and reinforce current performance as it relates to defined goals, results oriented coaching and individual territory issues and opportunities, and strength/talent-based management.
• Assist in the evaluation and monitor a plan for resource allocation within each region.
• Evaluate and approve the selection, hiring and, when necessary, termination of all sales personnel to ensure a highly qualified and motivated sales force with appropriate turnover.
• Recruit, interview, hire, train and develop Regional Business Directors and Customer Engagement Representatives or similar roles as approved.
• Assure that territory configurations will maximize the use of personnel, productive customer relationships and business potential.
• Allocate, monitor and control expenses within assigned policies to ensure sales activities and overall performance meets or exceeds company objectives within budgetary limits and compliance policies.
• Excellent working knowledge of human resource and public relations policies and ensure effective implementation of policies.
• Partner with Marketing and Sales Administration in the planning of POA and National Sales Meetings
• Analyze Region and territory reports to identify basic trends and/or inter-relationships in the data.  Communicate these trends to ensure proper support programs are developed to maximize the efforts of sales team.
• Participate in the development of collateral materials and manage the implementation field activities to ensure strategic marketing objectives are met.
• Take advantage of new technologies to effectively communicate verbally and nonverbally to teams and senior management.
• Submit timely, complete, compliant and accurate administrative reports and correspondence.
• Recommend changes in policies and practices to senior management ensuring the company’s continued growth and maintaining a compliant work environment for the sales team.
• Participate in manager meetings, development conferences, and projects as assigned by senior management.
• Assist in the training and mentoring of Regional Business Directors and other staff as assigned.
• Establish and adhere to a work plan that ensures personal and professional goals are met.
• Work with senior management on business plans, sales forecasting and financial models.
• Partner with all inter-related departments, including Marketing, Sales Administration, Customer Operations, Managed Care/National Accounts, Reimbursement, Finance, Legal, Compliance and Medical Affairs, to form and maintain a cohesive work group and ensure corporate objectives are met and activities are conducted by the field force in a highly ethical manner.
• Supervisory Duties:
• Responsible for the training, checking work, goal setting, counseling and performance reviews of direct reports:  participate in hiring, terminations and promotions of staff.
• Compliance Requirements (ES): The minimum compliance expectation for this role entails strict adherence to FDA regulations and company policies governing sales and marketing activities. This includes completion of required compliance training, accurate documentation of sales interactions, and adherence to data privacy regulations. Additionally, the role requires proactive participation in compliance reviews, prompt reporting of any potential issues, and ongoing education to stay updated on relevant FDA regulations.
• Physical Requirements (ES): Requires 60% walking while working with team. 10% of time is spent speaking with customers and 30% of time is spent traveling from place to place.
• Travel Requirements: 70%+ overnight travel a year is expected; will experience weather changes, traffic problems and possible road hazards during travel. Heavy weekend travel to represent ADMA Biologics at industry congresses with 10+ weekends a year.

• Physical Location of the role: Remote

Minimum Job Requirements

• Education Requirements: Bachelor’s Degree or equivalent medical background.
• Experience Requirements:
• At least 8 years’ experience in pharmaceutical sales and marketing, with three years of successful pharmaceutical sales leadership strongly preferred.
• Successful track record of building and growing sales and profitability, closing sales and satisfying customers.
• Prior experience with immunoglobulins, blood products and/or or related areas highly desirable.
• Background in managing geographically dispersed sales teams and corporate teams.
• Prior experience developing, building, and maintaining relationships with regional and national leadership of specialty pharmacy and specialty infusion companies.
• Certification(s): N/A
• License(s): N/A

Benefits:

• Competitive compensation package
• 401K plan with employer match and immediate vesting
• Medical, Vision, Life, and Dental Insurance
• Pet Insurance
• Company-paid Short-Term and Long-Term Disability
• Company-paid holidays
• 3 Weeks’ Paid Time Off within the first year
• Tuition Assistance after the first year
• Easily accessible to Tri-Rail with a free shuttle to the Boca Tri-Rail station

Additional Information:

ADMA Biologics uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify.

ADMA Biologics is an Equal Opportunity Employer.