Kyowa Kirin is a fast-growing global specialty pharmaceutical company that applies state-of-the-art biotechnologies to discover and deliver novel medicines in four disease areas: bone and mineral; intractable hematologic; hematology oncology; and rare disease. A Japan-based company, our goal is to translate science into smiles by delivering therapies where no adequate treatments currently exist, working from drug discovery to product development and commercialization. In North America, we are headquartered in Princeton, NJ, with offices in California, North Carolina, and Mississauga, Ontario.
Summary of Job
Let’s work together to make people smile in this vital role to shape the US launch of Rocatinlimab, an anti‑OX40 human monoclonal antibody being investigated in partnership with Amgen for the treatment of atopic dermatitis, asthma, prurigo nodularis, and other inflammatory diseases.
The National Sales Director will lead a highly effective commercial sales force and provide a strategic vision for managing all aspects of the sales function. The incumbent will lead the efforts to create and drive our sales strategy, including resource planning and allocation, hiring, training, launch execution, data analysis and application, overall performance management of the sales force, and effective collaboration across functions to meet the business needs. We are searching for an individual who has demonstrated the ability to lead, inspire and motivate a sales organization and consistently deliver winning results.
This is a key commercial leadership role requiring executive presence, communication, and strategic problem‑solving capabilities with significant opportunity for succession to more senior roles within Kyowa Kirin.
Essential Functions
* Fosters a leadership culture, which attracts, develops, and retains high caliber candidates, fosters a culture of diversity, innovation, and teamwork that will drive the future success of the organization
* Manages US sales leadership team of Regional Sales Managers (RSMs) ensures the development of high performing teams through recruiting, coaching, development, and performance management
* Ensures Sales teams have an optimal organizational structure, process, training, and communication.
Sales Strategy & Execution
* Partners with commercial counterparts as well as other functional leaders to effectively align sales objectives with the brand and company goals.
* Provides input into national sales forecast in partnership with commercial team leaders.
* Analyzes both National and Regional trends; develops and implements strategies that align with a changing marketplace
* Develops and executes a comprehensive selling model, sales strategy, and national business plan to support the short and long‑term revenue objectives.
* Partners with commercial leadership team members to develop, implement and evaluate managed care strategy that meets operations and financial business objectives. Coordinates and partners with Market Access to ensure the coordination of pull‑thru efforts and priorities between the payer and sales groups.
* Effectively communicates strategic direction to the field and fosters a culture of personal accountability for owning one’s territory/region/area.
* Works closely with all cross‑functional groups, providing input representing the field and ensuring any follow‑on execution of sales program implementation.
* Understands and utilizes business analytics effectively assessing and diagnosing trends and behaviors to develop plans that support strategic sales objectives.
* Develops incentive compensation plans that drive performance and effective behaviors. Establish and monitor key performance indicators (KPIs) and ensure regular and consistent distribution to sales leadership and sales teams.
* Manages and adheres to all company policies and legal, compliance, and regulatory guidelines.
* Builds current and future competitive advantages by understanding and addressing customer needs and demonstrating a deep understanding of competitors’ strategies.
* Assist in strategic design and execution of IC to maximize motivation towards achieving sales goals.
* Ensures compliance with all federal and state regulations and follows KKI’s guidelines.
* Represents Kyowa Kirin North America (KKNA) in a professional, compliant, ethical, and effective manner.
Job Requirements
Education
MBA preferred
Experience
* 10+ years of successful experience in sales leadership in the pharmaceutical or biotech industry with a proven track record of demonstrated results and career progression including national leadership accountability.
* Recent experience (within last three years) directly with biologics in inflammatory disease preferred.
* Large scale launch experience within the last three years.
* Proven ability to lead a US commercial organization and manage cross‑functional teams, with demonstrated success in developing commercialization strategies and managing a P&L.
* Broad cross‑functional experience in additional areas such as marketing, market access, sales training, and operations and analytics required.
* Demonstrated abilities to attract, develop and retain talent and a motivational leadership style that inspires others.
* Experience providing inspirational, large team leadership seasoned in managing and developing individuals and teams.
* Product launch experience, having successfully launched key products/brands and consistently achieving sales growth and market share objectives.
* Well established commitment to and proven track record of successful customer interaction and orientation toward customer success.
Technical Skills
Proficient in MS Office Suite.
Non‑Technical Skills
* Excellent communication and presentation skills with the ability to communicate effectively in a clear and organized manner with all levels of the Company.
* Strong understanding and knowledge of Sales Operations, Alignments, Software Deployment, and Incentive Compensation Plans.
* Strong analytical and business acumen.
* Strong written and verbal communication skills as well as effective executive presence.
* Experience in managing budgets, field expenses, and activity.
* Ability and willingness to travel up to 60% of the time.
Working Conditions
Requires up to 60% travel. While this role is location flexible, presence in the field and travel to headquarters in Princeton, NJ is expected.
Salary & Benefits
The anticipated salary for this position will be $270,00 to $305,000. The actual salary offered for this role at commencement of employment may vary based on several factors including but not limited to relevant experience, skill set, qualifications, education (including applicable licenses and certifications, job‑based knowledge, location, and other business and organizational needs).
The listed salary is just one component of the overall compensation package. At Kyowa Kirin North America we provide a comprehensive range of benefits including:
* 401K with company matching
* Discretionary Profit Sharing
* Annual Bonus Program (Sales Bonus for Sales Jobs)
* Generous PTO and Holiday Schedule which includes Summer and Winter Shut‑Downs, Sick Days and, Volunteer Days
* Healthcare Benefits (Medical, Dental, Prescription Drugs and Vision)
* Well‑Being and Work/Life Programs
* Long‑Term Incentives
* Life & Disability Insurance
* Pet Insurance
* Tuition Assistance
* Employee Referral Awards
The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.
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