Regional Business Director – Plains

The Regional Business Director (RBD) is accountable for leading the commercial performance of an assigned region through the leadership, development, and performance management of Territory Managers. The RBD translates national brand and commercial strategy into regional priorities, builds and executes regional business plans, and creates the conditions for consistent, high-quality execution across the region. This leader owns regional sales performance, talent outcomes, business planning, resource allocation, and cross-functional execution. The RBD is expected to build a high-performing, inclusive team grounded in accountability, collaboration, trust, compliant decision-making, and patient-focused execution. The role requires strong business acumen, disciplined use of data and insights, and the ability to lead others through a complex pharmaceutical selling environment.

Key Responsibilities

• Regional Business Leadership: Lead the development and execution of regional business plans aligned with national brand and commercial strategy. Establish clear priorities, identify growth opportunities, allocate resources effectively, and maintain accountability for achieving regional sales objectives and key performance indicators.
• Performance and Business Analytics: Analyze regional, territory, customer, market, and competitive data to assess performance, identify opportunities and barriers, and adjust strategies and tactics as needed. Ensure Territory Managers effectively use business insights to prioritize customers and maximize territory performance.
• People Leadership and Development: Lead, coach, and develop approximately 12 Territory Managers, establishing clear expectations and providing ongoing feedback to strengthen selling effectiveness, business acumen, and overall performance. Conduct regular field coaching and field rides, recognize strong performance, address performance gaps, and support individual development and career growth.
• Talent and Team Effectiveness: Recruit, onboard, retain, and develop high-performing talent while building a strong leadership pipeline and supporting succession planning. Foster an inclusive, collaborative, high-accountability culture grounded in trust, open communication, and shared ownership of results.
• Customer and Market Execution: Maintain a strong understanding of regional market dynamics, customer needs, access and reimbursement considerations, and the patient journey. Support Territory Managers in developing effective customer and account strategies and engage directly with priority customers and key stakeholders when appropriate.
• Product and Therapeutic Expertise: Develop and maintain expert knowledge of TYMLOS, the relevant disease state, treatment landscape, competitive environment, and applicable access and reimbursement considerations. Ensure Territory Managers are prepared to communicate approved product information accurately, effectively, and compliantly.
• Cross-Functional Leadership: Partner effectively with Marketing, Market Access, Patient Services, Medical Affairs, Sales Operations, Sales Training, Human Resources, and other stakeholders to align regional execution, address business opportunities and barriers, and communicate actionable field and customer insights to Commercial Leadership.
• Business Planning and Resource Management: Manage regional budget, expenses, and resources in a fiscally responsible manner. Maintain disciplined planning and follow-through across regional priorities, field execution, administrative responsibilities, and required business processes.
• Training and Organizational Leadership: Support field training initiatives, leadership meetings, plan-of-action meetings, and other national or regional sales activities as needed. Successfully complete all required corporate training and serve as a resource to peers and cross-functional partners.
• Compliance and Operational Excellence: Ensure all regional activities are conducted in accordance with company policies, applicable laws, regulatory requirements, industry standards, and ethical expectations. Model sound judgment, professional behavior, and leadership accountability in all business interactions.

Candidate Requirements

• Commercial Experience: Minimum 7+ years of progressive pharmaceutical/biotechnology commercial experience across sales, account management, market access, or related commercial functions. Experience in complex, high-touch therapeutic markets, including injectable, specialty, or hospital-based products; experience with specialty pharmacy, reimbursement, patient services, managed care, or health systems preferred. Minimum 3+ years of successful pharmaceutical/biotechnology field sales leadership and direct people-management experience, with documented sustained business performance. Demonstrated success leading teams to achieve or exceed sales objectives in a complex, competitive selling environment. Proven ability to recruit, coach, develop, motivate, and retain high-performing sales talent and address performance issues effectively.
• Business and Leadership Capabilities: Strong business acumen and demonstrated ability to analyze data, identify business drivers, develop actionable plans, and make sound resource-allocation decisions. Strong strategic thinking, problem-solving, decision-making, communication, presentation, negotiation, conflict-resolution, and interpersonal skills. Demonstrated ability to collaborate and influence effectively across functions and levels. High emotional intelligence, adaptability, resilience, and sound judgment. Ability to manage a regional budget and multiple competing priorities with strong planning, organization, and follow-through.
• Additional Requirements: Proficiency with Veeva CRM and commercial analytics/reporting tools. Valid driver’s license and safe driving record; ability to satisfy applicable background, driving, and customer credentialing requirements. Ability to travel extensively throughout the assigned region, including overnight travel and company meetings. Estimated travel of approximately 75%, depending on region size and structure.