Regional Sales Director, Central

Dompé is an Italian bio-pharmaceutical company that focuses on innovation, where a long tradition in the field of personal wellness goes hand-in-hand with a commitment to research and development to meet unsatisfied therapeutic needs. 

Established in 1940 in Milan, Dompé has an industrial and biotech research hub in L’Aquila, in addition to branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees. The US headquarters of Dompé are based in Boston (R&D) and in the San Francisco Bay Area (Commercial Operations). 

Job Summary:

The Regional Sales Director reports to the Sr. Area Sales Director and provides leadership and strategic direction to a sales team of Key Account Managers.  The Regional Sales Director is charged with achieving and exceeding performance objectives for Dompe's first ophthalmic product for patients suffering from neurotrophic keratitis. This is accomplished through effective coaching, appropriate utilization of resources and strong collaboration with key functions within Dompe and external business partners.  Solid organizational, analytical, problem solving, management and leadership skills are required. A disciplined risk-taker who is comfortable in an entrepreneurial environment and capable of working effectively in such a setting is essential. 
 
The Regional Sales Director will be accountable for abiding by the core values of our Dompé culture, which are: Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility and Teamwork.  Individuals must possess an entrepreneurial spirit and be adaptable to a “start-up” environment where resources are limited due to organization’s smaller size 
 
This is a position that requires front line tactical execution with robust strategic skills.  The ideal candidate will be highly strategic and adept at collaborating with cross-functional partners, senior leadership, and external customers. 

Essential Functions:

•    Recruit and construct a high functioning team consisting of Key Account Managers 
•    Be an expert in clinical data and be able to provide direction for its use. 
•    Assists in the development and implementation of incentive compensation plans for the Key Account Managers  
•    Creates equitable regional and territory alignments and leverages internal tools to gain visibility into geographies and customer activities with a view to driving results in the nation 
•    Actively manages and participates in national meetings, national strategy meetings, professional society meetings, etc. 
•    Exercises judgment, integrity and equitable management practices necessary to guide the day-to-day activities of a diverse cross-section of individuals 
•    Compliantly embraces a collaborative work environment with key internal stakeholders such as Marketing, Market Access, Patient Services, Legal and Medical etc.  
•    Creates, builds and maintains relationships with Key Opinion Leaders  
•    Participates in cross-functional planning and leads national strategy meetings 
•    Acquires, analyzes and shares market and competitive intelligence with marketing and sales teams, as well as with senior leaders to capitalize on market trends and developments 
•    Develops business plan for assigned geographic area and implements national sales strategies and programs  
        -Understands market dynamics, business drivers and corporate goals 
        -Sets short and long-term objectives 
        -Provides metric analysis to determine trends and performance 
        -Tracks progress of Marketing Messages and Programs 
        -Manages budget effectively—align resources appropriately  
•    Executes and manages Quarterly Business Reviews and is an active member of the Dompé Leadership Team  
•    Coaches, mentors and builds pipeline for future leaders throughout organization 
•    Provides timely and accurate, behavioral based feedback regarding performance & professional development 
•    Develops robust development plans and provides stretch assignments when appropriate 
•    Conducts annual and on-going performance reviews and skill assessments 
•    Sets clear expectations for success 
•    Ensures that all Customer Team activities meet all regulatory, legal (at Federal, State and Local Levels) and industry guidelines and set performance standards through demonstrating the highest level of personal integrity and ethical behavior

Experience and Education:

•    Bachelor’s degree required; advanced degree preferred 
•    Minimum of 3+ years of successful management experience in pharma/biotech industry preferred 
•    Prior work with orphan disease/rare disease and/or specialty markets 
•    Previous experience in Pharmaceutical/Biotech Marketing, Sales, Commercial Training and Operations  

SKILLS YOU’LL NEED FOR SUCCESS: TECHNICAL 
•    Strong leadership, coaching and developing talent 
•    Contacts and relationships with Key Opinion Leaders in Ophthalmology space  
•    Incentive compensation management 
•    Ability to influence without authority 
•    Ability to leverage critical thinking and problem-solving skills to overcome business challenges and deliver innovative solutions  
•    Strong strategic planning and organizational skills 
•    Proven track record of exceeding sales targets through others 
•    Ability to understand and articulate clinical concepts, data and conclusions 

SKILLS YOU’LL NEED FOR SUCCESS: PERSONAL 
•    Building and Leading Teams—Inspiring & Influencing 
•    Strategic Agility 
•    Decision Making 
•    Collaboration & Teamwork 
•    Communication—Feedback & Coaching 
•    Business Knowledge 
•    Achieving Results 

Lives within the borders of the assigned territories

 BENEFITS OF JOINING OUR TEAM
•    Comprehensive medical benefits: we value access to healthcare for our patients as well as our employees
•    Generous vacation / holiday time off: we care about our employees and encourage a balanced lifestyle
•    Competitive 401(K) matching
•    Bay Area office with great views, located in vibrant downtown San Mateo and within walking distance to restaurants, coffee shops, and the Cal Train
•    A super cool team who’s excited to transform lives through innovative therapies

$195,000 – 230,000 a year

At Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.

We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.