Note: The job is a remote job and is open to candidates in USA. Celltrion USA is a subsidiary of Celltrion, focused on expanding access to biologics for U.S. patients. The Executive Director, Head of Sales will provide strategic leadership for the national field commercial organization, ensuring the sales strategy and performance align with the company's goals in the allergy/immunology biologics space.
Responsibilities
- Provide strong people leadership to build, scale, and sustain a high‑performing national sales organization through effective coaching, empowerment, and mentoring in a driven, competitive environment, consistently achieving or surpassing revenue targets
- Own the development of annual and periodic revenue targets for Celltrion's products., and monitor performance on an ongoing basis to ensure goals are met; identify gaps and lead the design and implementation of corrective action plans
- Lead the development of targeting and segmentation strategies by using secondary data sources (e.g., DDD/DLD or equivalent U.S. data sets) in conjunction with field input, to ensure that field efforts are allocated in the most efficient and impactful manner
- Build strategic and long‑term partnerships with relevant customers and decision makers, including specialists, large group practices, IDNs, GPOs, payers, and specialty pharmacies within the allergy/immunology biologics (biosimilars) marketplace
- Seek to discover and meet the needs of internal and external customers by building relationships, assessing new insights, identifying strategic business opportunities, and delivering innovative solutions while effectively managing multiple priorities and resources related to individual and group efforts
- Create and role‑model a culture that encourages continued growth and provides consistent recognition, while challenging self and the team to try new approaches for continuous self‑development in the current role and for future opportunities
- Demonstrate strong business ethics, understand core commercial and financial principles, and interpret available resources and data to make sound business decisions that help the team achieve high standards of business excellence
- Act as a proactive talent scout for the company with proven experience in attracting, developing, and retaining high‑calibre commercial talent; lead succession planning and leadership development within the sales organization
- Develop and execute robust key account plans that are tailored to the different therapeutic areas and priority customer segments of the business, ensuring alignment with brand and corporate strategy
- Lead the development and execution of national and regional sales meetings, sales training programs, and launch meetings, in close collaboration with Marketing and other cross‑functional partners
- Collaborate cross‑functionally with key internal functional area teams (U.S. and global), including Market Access, Contracting, Marketing, Medical Affairs, Supply Chain and Finance, in order to implement innovative, integrated commercial solutions
- As a key member of the allergy/immunology brand team, provide sound, field‑based commercial advice and insights to support brand planning, forecasting, and the achievement of corporate objectives
- Proactively monitor, analyze, and interpret market trends, policy changes, and competitive dynamics in the U.S. environment and recommend strategies and tactics to adapt to the changing landscape
- As required, attend advisory boards or consultant meetings with healthcare providers in order to acquire a comprehensive view of perceptions about the product, its performance, patient support programs (PSP) and/or Celltrion Healthcare U.S., and translate this feedback into actionable plans
- Be responsible for the development, implementation, and optimization of Veeva CRM and related platform modules to ensure optimal utilization, data quality, and insight generation by the field teams
- Initially responsible for building and leading a national team of sales leaders and sales representatives as the product scales nationally
Skills
- Minimum 12–15 years of progressive experience in sales, sales operations and/or commercial roles within the pharmaceutical, biotechnology, or specialty biopharmaceutical industry
- Minimum 5 years of experience directly leading national or large‑regional specialty sales and/or Key Account Management teams
- Proven track record of strong sales performance in specialty care and of successfully launching and scaling specialty products in the U.S. market
- Strong understanding of regional market and customer differences across the U.S. healthcare landscape
- Strong understanding of how patient support programs work, and experience working collaboratively with PSP providers and internal teams is critical
- Undergraduate degree in business, life sciences or a related discipline is required
- In‑depth knowledge of key account planning, sales coaching, incentive plan design, sales operations planning, sales force effectiveness, business intelligence, marketing and patient support programs
- Demonstrated data‑ and evidence‑based decision‑making skills, with strong financial and budget management acumen
- Demonstrated experience and mastery in delivering a cross‑functional, solution‑based approach as a commercial leader
- Strong ability to quickly grasp diverse therapeutic areas and understand relevant clinical and scientific information
- Proven leadership capabilities, including strategic thinking, driving results, commercial orientation, collaboration, and the ability to influence and align stakeholders with the company's business goals
- High levels of enthusiasm, strong initiative, a high sense of urgency, and comfort managing complexity and ambiguity
- Ability to deliver significant business changes within a fast‑paced, cross‑functional and matrix environment
- Demonstrated ability to work across functions to align, motivate and coordinate team members to collectively define and achieve critical milestones
- Ability to ensure cooperative and collaborative communication and execution between all internal stakeholders
- Excellent communication skills – verbal, written and presentation – in English; additional languages are an asset
- Proven experience partnering with Market Access and Contracting teams to shape access strategy and pull-through initiatives for specialty products in the U.S
- Deep understanding of diverse therapeutic areas; experience in immunology, respiratory, and/or related specialties is strongly preferred
- Experience building or significantly scaling a specialty sales organization in a high-growth or launch environment is highly preferred
- An MBA or relevant postgraduate degree is preferred
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