The Senior Director, Sales is a highly visible role that will be responsible for driving the sales performance of the assigned geography, including the leadership of 8-10 Regional Sales Directors (RSD) and their associated Clinical Sales Specialists (CSS). The role will work with cross-functional leadership to determine the sales strategy, define sales objectives, and ultimately be responsible for the tactical execution in delivering ARCALYST to patients in need.
The role will support the development and execution of customer targeting and account planning across the assigned geography to maximize the customer and patient experience, and deliver on business opportunities for Kiniksa.
This is an important role to support Kiniksa's objective of building a generational company and share in our mission to make Every Second Count for patients and our business. A successful candidate must possess excellent leadership capabilities with an ability to inspire, coach, and maintain a high standard of excellence. Commercial aptitude is key, and clinical acumen and strategic agility will be required to achieve our goals to serve patients.
As we embark on this exciting journey, we are seeking to build a strong, customer- and patient-focused team that will represent Kiniksa with integrity and conviction.
Responsibilities (including, but not limited to):
- Define and execute on the sales targets and strategy for ARCALYST for the defined geography
- Achieve sales goals and targets
- Proactively lead business planning across the assigned geography
- Proactively provide feedback to the business on improvements to our sales and marketing strategy
- Monitor regional operating and expense budgets to ensure compliance and optimal use of resources
- Partner with the Regional Sales Directors to cultivate and develop strong, professional relationships with Thought Leaders and key institutions
- Translate Kiniksa's corporate objectives and business insights and analytics into specific, measurable, and executable action plans for direct reports
- Continuously track, monitor, and report on sales performance and progress
- Evaluate the performance of direct reports, providing clear expectations and specific behavior-based feedback
- Foster collaboration across all internal, cross-functional stakeholders
- Comply with all laws, regulations, and policies that govern the conduct of Kiniksa activities
- Business travel, by air or car is required weekly
Qualifications and Experience:
- Bachelor's Degree Required
- Minimum of 10 years' experience leading a pharmaceutical/biotechnology sales team with at least 5 years in a second-line leadership role
- Cardiology experience strongly preferred
- Rare disease experience strongly preferred
- A strong understanding of specialty pharmacy dynamics is a must
- Experience with injectables is strongly desired
- Proven track record of consistently exceeding financial and/or other quantitative targets, as well as qualitative goals
- Desire to work in a fast-paced, highly collaborative, team environment, where you can make a significant difference
- Additional experience in Marketing, Sales Operations, or other support functions is a plus
- Must demonstrate excellent working knowledge of the reimbursement landscape and healthcare environment trends
- Excellent communication skills as demonstrated by the ability to translate strategy into execution are critical
- Must possess an understanding of external laws, codes, and company policies that apply to the healthcare industry
Geography: