Senior Area Sales Director, East

ABOUT DOMPÉ 

Ciao! At Dompé , our success is rooted in our team and our history. We are a private, rapidly growing global biopharmaceutical company.  Founded in Milan, Italy, we have a 130-year legacy of medical innovation. Dompé’s rich history has greatly influenced its priorities today: to innovate for the benefit of patients facing both everyday wellness needs and rare conditions. Dompé operates in two strategic areas in select markets around the world: Primary Care, which includes prescription and over-the-counter products- within Europe; and Biotechnology and Rare Disease, which recently expanded into the United States and has surpassed $1B annual revenues.

Today Dompé has 900 employees worldwide and we are excited to be rapidly scaling in the United States.

YOUR ROLE AT DOMPÉ 

The Senior Area Sales Director will report into the Vice President of Sales and will be responsible for leading a high performing team of Regional Sales Directors within a geographically defined rare disease ophthalmic business unit.  The Senior Area Sales Director will assist the VP, Sales in developing, along with the marketing, and commercial leadership team, the sales strategic plan to ensure that Oxervate’s quarterly and annual goals are achieved. The role is responsible for understanding and leveraging the roles and responsibilities of a cross-functional team to drive strategic imperatives, including those of Sales, Field and Brand Marketing, Medical Affairs, Market Access, and Commercial Operations. In addition to playing a key sales and company leadership role, the Senior Area Sales Director will cultivate and maintain a strong direct customer facing presence with key decision makers, influencers, and stakeholders in the ophthalmology space. Ideal candidates will have strong sales leadership experience and a proven track record in highly specialized therapeutic areas, preferably in ophthalmic space. The Senior Area 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.

The Senior Area Sales Director will functionally lead a team of 4-5 Regional Sales Directors, who in turn lead a team of Key Account Managers and will be responsible for the area budget.

The Senior Area Sales Director, will establish a vision to help drive and inspire their respective area while igniting momentum across the sales and sales leadership teams. The Senior Area Sales Director, will coach, guide, and influence the Regional Director team, to achieve or exceed financial goals while thriving in a dynamic business environment.   The role requires experience developing high performing teams, while recruiting, retaining, and optimizing top talent.
Candidate must live within the East region which includes the Western border of the following states and everything to the east of them: AL, TN, KY, IN, MI 

WHAT YOU’LL BE DOING: MAIN RESPONSIBILITIES 

• Deliver Results
• Own the sales objectives and performance for the assigned geography.
• Coordinate the development of the area’s strategic business plans outlining the execution of sales personnel around defined strategies and tactics for achievement of sales goals and objectives - provide direction, guidance, and support to ensure optimal execution of sales and marketing plans.
• Assist VP, Sales in developing, implementing, and managing sales force incentive and compensation programs as well as customized sales force analyses to effectively manage optimal targeting, planning, resource allocation, and performance evaluations.
• Assist in business analytics/insights into specific, measurable, and executable action plans for field sales personnel.
• Manage and monitor sales team operating budgets and assist in developing guidelines for field sales budget adherence.
• Provide input on sales team alignments and expansions. Routinely evaluate workload potential, performance potential, and sales results against sales forecasts and KPIs.
• Partner with internal stakeholders including Market Access, Field and Brand  Marketing, Compliance, Legal, Field Operations, HR, and others to provide strategic field insights to evolve the Go-To-Market Plan.
• Coach and Develop team of Regional Sales Director within the Dompe coaching model
• Review and support FCR completion, activity tracking of Area and work closely with Regional Sales Directors leading their teams on expectation setting, coaching, monitoring, performance management and development planning.

The Dompé Way

• Oversee, evaluate, and enforce compliance with Dompé policies, including code of conduct, operational guidelines, travel and expense policies, and promotional guidelines as it relates to the sales force.
• Hire, train, and develop the Regional Business Directors and Key Account Managers to support the assigned geography.
• Organize, control, and coordinate input relating to staffing, training, and developing and retaining key talent for the sales organization.
• Foster a culture grounded in compliance, accountability, collaboration, passion, and teamwork for delivering results to Dompé.
• Exhibit a standard of leadership excellence for the sales organization and within Dompé.
• Model collaboration across the sales leadership team, and all key functions across Dompé.
• Proactively engage with key customers and decision-influencers to directly represent Dompé in a leadership capacity and achieve company objectives.
• Closely manage succession planning as well as ensuring identification and close oversight of internal talent and high potential performers to be developed for promotional opportunities.
• Provide as-needed feedback and coaching to sales personnel (RDs and KAMs) to enhance their selling skills, product and disease state knowledge, customer targeting, time management, and resource allocation. Address performance issues promptly and consistent with company guidelines and policies.

YOU COULD BE THE IDEAL CANDIDATE IF YOU HAVE:

• 7+ years of first and second line leadership experience in the rare disease pharmaceutical settings.
• Results-oriented individual who is highly motivated, decisive, flexible in thought, and has the creativity to excel in dynamic environments.
• Demonstrated ability to lead teams to consistently meet/exceed financial targets, including developing organizational capability to sustain aggressive growth.
• Highly accountable for the results and outcomes of their responsibilities and understands the impact of their efforts, results, and attitudes on others.
• Leader who has demonstrated the ability to establish a productive, accountable, positive organizational culture resulting in a high level of engagement, performance, and low level of turnover.
• Uses teamwork to work cooperatively toward the most effective solutions, championing the best ideas of team members, and assisting others within the team.
• Proven track record of recruiting and developing high caliber individuals and building successful teams.
• Strength in analysis, critical decision making and bottom-line accountability.
• Experience successfully launching new rare disease therapies/indications with sound expertise in building an innovative sales force and launch readiness management.
• Creative problem solver able to address current market trends and anticipate issues in the rare diseases therapeutic area, working cross-functionally to translate these into capability requirements and then ensure efficient implementation.
• Excellent verbal and written skills, allowing for an open and effective dialogue throughout the company.
• Bachelor's Degree; advanced degree preferred
• Previous experience in other support functions is preferred (e.g. Sales Training, Marketing, Operations, other functional roles)
• Able to travel on a consistent basis, up to 40% monthly

TECHNICAL COMPETENCIES

• Coaching and Feedback: Nurtures the professional and personal growth of individuals to achieve both personal and organizational objectives. Provides feedback in a manner that is accepted, understood and actioned by others.  Actively invests time to get to know people and what they do, but most importantly how they do it. Develops and maintains an in-depth understanding of team member strengths, development areas and energizers
• Inspiring and Influencing:  Understands what motivates people to perform at their best. Connects with people in ways that create enthusiasm and commitment. Finds opportunities to build diverse community, recognize successes, and have a good time.  Communicates a compelling vision of future business aspirations that fuel valuable new ideas
• Strategic Thinking & Decision Making:  Comfortable navigating in ambiguity, able to balance process with agility and able to make timely and insightful decisions and to help others solve problems. Capable of prioritizing effectively, addressing short-term needs while maintaining a focus on long-term strategies
• Communication:  Plans communications in a way that proactively takes into account the audience, their needs and what they value.  Delivers elevating communications that help people clearly understand the why and connect to the purpose.  Distills complex issues and ideas down to simple, comprehensible terms
• Teamwork:  When working with others draws people together around a common goal. Encourages a diversity of thought and builds productive partnerships across functions. Takes risks in challenging past success and history to bring new ways of thinking to Dompé

SKILLS YOU’LL NEED FOR SUCCESS: PERSONAL 

• Results-oriented 
• Self-starter who thrives in fast-paced, start-up environment  
• Critical thinker and active listener 
• Influential in driving outcomes and buy-in for ideas 
• Ability to manage multiple priorities and simplify approach based on priorities 
• Excellent oral and written communication skills and interpersonal skills 
• Adept at forming and maintaining a collaborative work environment in and among cross functional teams 
• The desire to actively solicit feedback on performance and skill development needs 
• Appreciation for diversity of perspectives and approaches among peers 
• Ability to respond appropriately to needs of key stakeholders and manage expectations  
   

TRAVEL: 

• This position is field based, preferably near a major airport 
• Overnight travel by plane and by car is required approximately 40% of the time 

$230,000 - $270,000 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.