Head of Primary Care Sales

We are seeking a strategic and results-driven Head of Primary Care Sales to lead the build of a new primary care sales team and launch of a new COVID therapy. The ideal candidate will have a proven track record of driving sales growth, building high-performance teams, and fostering key relationships within the primary care market, including urgent care. The Head of Primary Care Sales will play a crucial role in achieving revenue targets, expanding market share, and contributing to the overall success of the organization.

This is a field position, with significant presence expected in home office prior to launch.

Sales Leadership:

• Develop and execute a comprehensive sales strategy for our future portfolio of primary care products.
• Provide leadership, guidance, and support to a field team to ensure the achievement of revenue goals and market share objectives.
• Foster a culture of excellence, accountability, and continuous improvement within the primary care sales organization.

Market-Driven Insights:

• Understand market-driven insights through direct customer relationships, market analysis, sales trends, and competitive landscape to identify new growth opportunities.
• Utilize market insights to develop and refine sales strategies, ensuring alignment with the company's overall business objectives.

Relationship Management:

• Build and maintain strong relationships with key stakeholders, including healthcare providers, affiliates, and other strategic partners.
• Collaborate with cross-functional teams, including Marketing, Medical Affairs, Market Access, and Institutional Sales to ensure a coordinated and integrated approach to market engagement.

Team Development:

• Recruit, train, and mentor a high-performing sales team.
• Implement performance metrics and key performance indicators (KPIs) to measure and drive individual and team success.
• Design and implement sales competencies and a selling model that will reinforce the right skills and behaviors for excellence.
• Work closely with the Training organization to drive appropriate education and certification.

Performance Management:

• Monitor performance at the national and subnational level to understand key drivers and barriers to achieving business objectives.
• Conduct regular business performance reviews to assess opportunities and resolve outstanding issues.
• Support business planning and resource allocation through independent forecasting analysis.
• Provide regular and accurate sales performance reports to cross-functional leadership.

Minimum Job Requirements

Qualifications

• Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
• Minimum of fifteen (15) years of progressive sales leadership experience in the pharmaceutical industry, with a focus on primary care sales.
• Third line senior sales leadership experience preferred, ideally at the national level (ie. managing leaders of leaders).
• In depth knowledge of pharmaceutical industry regulations and compliance requirements.
• Strong understanding of the pharmaceutical market and healthcare industry dynamics.
• Proven track record of successfully launching, selling, and marketing pharmaceutical products.
• Proven track record of achieving and exceeding sales targets.

Competencies

• Strong analytical and strategic thinking skills with the ability to translate strategy into actionable plans.
• Exceptional leadership, communication, and interpersonal skills.
• Ability to navigate complex decision-making processes, work collaboratively and cross-functionally, and engage with diverse stakeholders at all levels.

Other Requirements

• The incumbent will have oversight and management of the field sales organization and serve as a member of the Commercial Leadership Team.
• Ability to navigate complex regulatory environments and marketing dynamics.
• Ability and willingness to travel approximately 50% or more of the year, as required. Significant presence (~3 days per week) in home office (Florham Park, NJ) prior to launch.
• Driving in a safe manner and in accordance to the standards outlined in Shionogi’s Fleet Policy.
• Valid driver’s license with a clean driving record and ability to pass a complete background check.

Additional Information

The base salary range for this full-time, field-based position is $265,000-$335,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role.

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.