Regional Business Manager

Come and Save Lives with Us!

SERB Pharmaceuticals is a growing international specialty pharmaceutical group that is a dedicated ally to healthcare providers treating patients with critical conditions, focusing on emergency care and rare diseases.  We have over 470 employees in 16 countries and a group revenue in excess of €350m. ($382m USD)

Our portfolio 80+ rescue medicines make a real difference in the lives of patients and their caregivers and that gives every one of our employees a sense of purpose.

Our Purpose is supported by our 4 key values:

• We make patients our priority
• We act with integrity and accountability        
• We work together as one team         
• We look for better ways forward       

Broad Overview 

The field-based ‘Regional Business Manager’ is responsible for leading a geographic region of Key Account Managers in promoting SERB Pharmaceutical product, Aurlumyn® (iloprost) to maximize sales in keeping with our values, policies, and SOPs. 

This individual is preferred to be geographically located in the Great Lakes region.

As the Regional Business Manager, some of your responsibilities will include: 

• Coordinating all business activities and driving formulary placement and sales results within geographic area of responsibility 

• Meet or exceed all established regional sales plan, managing to budgets by developing and implementing strategies specific to the region that aligns to the overall commercial brand strategy. 

• Develop and implement strategies to ensure products are on hospital formulary as well as in EMR systems, on protocols and standing orders to ensure pull-through 

• Exemplify and support Business Unit culture created by leader(s) 

• Management of Sales Competency and Career Ladder guide achievement for your region 

• Contribute to team meetings and provide necessary information to weekly SCRUM meetings 

• Ensure effective execution of SERB Pharmaceuticals strategies and tactics within assigned geographic area 

• Set clear direction, provide constructive feedback, communicate, train, guide, inspire and hold accountable sales personnel in order to maximize sales and team performance 

• Develop effective business plans to execute selling strategies that are consistent with corporate brand and marketing plans and are tailored to geography and customer context 

• Assist in organizing and executing effective POA meetings 

• Recruit and hire individuals to fill vacancies within the region 

• Provide integrated leadership across the organization 

• Ensure field is compliant with SERB Pharmaceuticals promotional guidelines & SOPs 

• Interact with key customers critical to the business 

• Meet short term objectives while demonstrating commitment to SERB’s longer term strategic objectives 

• Responsible for pulling through any performance based contracting strategy when appropriate 

• Seeks and negotiates any contract within defined area as appropriate 

• Implement sales objectives by coordinating and aligning the efforts and activities of various sales operations, trade, managed care, scientific and training and development support 

• Ensuring that all interactions and engagements are carried out in a professional, efficient, courteous manner and that all work is accomplished with quality and in accordance with SERB values 

• Identify gaps in performance and devise appropriate interventions including coaching, training and performance management 

• Participate on corporate wide inter-departmental task forces and project teams 

• Communicate to Commercial Leadership Team and peers' business challenges and opportunities 

• Develop deep understanding of overall market 

• Provide key market insights and field feedback to marketing and leadership teams 

• Review and analyze data/systems/procedures to support idea generation and implementation of strategic and tactical objectives 

• Carry out other reasonable tasks as required by the Line Manager 

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements. 

To be successful in this role, you should demonstrate: 

• Bachelor's degree with a master's degree preferred 

• Progressive Sales Leadership experience including sales management, Field Sales Trainer, Focus Group Leader or Mentor 

• Minimum three (3) or more years of pharmaceutical hospital IV product sales or account management experience and 2-3 years in the region geography. 

• Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists and surgeons across multiple specialties. Experience in emergency medicine, critical care and trauma highly preferred.  

• Demonstrated strong business skills to understand and analyse business and market drivers, and develop, execute and adjust regional and key account manager business plans. 

• Thinks strategically by leveraging insights to create a customer/account engagement plan, taking a dynamic and collaborative approach to maximize the business.  

• Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary 

• Demonstrated understanding of EMR and CPOE systems. 

• Demonstrated experience getting products into protocols/standing orders and experience with general pull-through. 

• Demonstrated ability to ask strategic and coach, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans. 

• Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position our products compliantly versus competition. 

• Corporate experience in marketing, sales ops, training or other commercial functions highly preferred 

• Direct experience in building the sales and overall commercial capabilities for an emerging pharmaceutical company is a plus 

• Experience managing large territories and diverse product offerings that will require up to 75% travel 

• Ability to lead and inspire individuals to achieve organizational goals and sale objectives 

• Strong business & financial acumen  

• Ability to review and analyze data / information, understand the business implications, create and execute actionable plans and measure the results 

• Ability to communicate clearly and effectively with a variety of styles, professional and educational levels 

• Ability to manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges 

• Ability to creatively address problems in an organized, systematic way 

• Collaborative style, responsive, considerate, flexible, assertive and personable 

Company Benefits: 

• Vacation, Sick and Personal Time 

• Medical, Dental, Vision and other Voluntary benefits 

• Paid Parental Leave 

• Tuition Assistance 

• Discretionary Bonus Plan 

• Competitive 401(k) 

Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.