POSITION SUMMARY:

The Regional Business Director (RBD) is responsible for establishing the strategic direction of the team and holding them accountable for the execution of the business and achievement of the established goals. In addition, the RBD is responsible for building and maintaining a talented, tenured team that partners cross functionally to serve the needs of our customers. The RBD should also create a climate conducive to sales excellence by focusing on establishing clear expectations, routinely coaching to a standard and gaining commitment to achieve assigned goals. Finally, the RBD is expected to drive the business in a compliant, legal, and ethical manner, building the culture of the organization through demonstrating Rigel Values and holding others accountable to those Values. The RBD keeps these Values at the forefront of all their interactions with their Team, leadership, colleagues, and customers to serve the needs of patients. The full regional territory includes: (PA, DE, MD, VA, OH, TN, WV, parts of KY, AR, MS, GA & NJ)

Salary Range: $235,000 - $265,000

ESSENTIAL DUTIES AND RESPONSIBILITIES:

SALES DIRECTION & BUSINESS EXECUTION

• Ensure sales forecasts and budgets are met or exceeded by the sales team
• Deliver execution in a way that is simple, relevant, practical and effective
• Think strategically while maintaining current business focus
• Use innovative, compliant problem-solving skills and motivate others to do the same
• Set performance goals by collaboratively working with direct reports; identify clear measures for evaluating goal achievement; monitor and communicate performance routinely
• Hold self and others accountable for results and understand cause & effects of outcomes

COACHING & DEVELOPMENT

• Establish approach: RBDs lead the ONE Rigel collaborative way of working with Marketing, Training, Market Access and Medical. Collaboratively work with direct reports to identify the behaviors, knowledge, and skills required to achieve goals, regularly evaluate and discuss attainment of those identified with direct reports to enhance performance
• Execute on messaging and resources: Maximize resources required to support individual and business development efforts; ensure opportunities for development are available; help individuals overcome obstacles to learning
• Evaluate performance: Hold regular formal discussions with each direct report to discuss progress towards goals and review performance; evaluate and document each goal, behavior, knowledge, and skill area
• Attract, develop and retain top talent to meet current and future business needs
• Provide timely, candid feedback in service of development, performance and cultural growth
• Clarify expectations: Consistently clarify expected behaviors, knowledge, and level of proficiency by seeking input, providing helpful information and checking for understanding
• Explain and demonstrate: Provide instruction, positive role modeling, and opportunities for observation to help other’s skill development; encourage questions to ensure understanding
• Provide feedback and reinforcement: Give timely, appropriate feedback on performance identifying areas of strength and those requiring improvement; reinforce efforts and progress

DEMONSTRATE LEADERSHIP

• Convey Rigel’s vision and purpose in a way that inspires others to act
• Motivate, mobilize, and lead team to deliver on goals and commitments
• Lead Change: embrace change even when not the initiator to make meaningful impact on others and the organization
• Develop direction & structure: Ensure the purpose and importance of the team are clarified; guide the setting of specific and measurable team goals, objectives, and feedback
• Think broadly beyond own area of responsibility
• Facilitate goal accomplishment: Effectively lead individuals at a distance, over a broad geography; develop creative ways to facilitate team interactions, foster team communication and harmony
• Engage team members: Listen to and be fully involved in team decisions and actions; recognize, value, and use individual differences and talent; share relevant information with the team to enhance individual and collective effectiveness
• Build alignment across functions & focus team on best use of resources

CLIMATE & CULTURE

• Motivation and meaning: Maintain the key aspects of culture which contribute to further building Rigel as an organization
• Purposefully drive the climate of the team using the key actions of: Clarity, flexibility, responsibility, standards, rewards, and team commitment
• Consistently model Rigel Values and hold others accountable to do the same
• Foster a culture and climate where the best people want to belong

KNOWLEDGE AND SKILL REQUIREMENTS:

• Bachelor’s degree with 12 years of biopharma sales experience, of which eight years are in rare disease, specialty pharmacy, or oncology/hematology sales, and five years are leadership and management roles; or equivalent combination of advanced degree and experience
• Breadth of experience including training, account management, leadership, reimbursement, business operations/strategy strongly preferred
• Must have wide network and strong relationships in the hematology and/or oncology market
• Top performer with documented results
• Rigel requires all employees to be vaccinated against COVID-19 (subject to any legally required exemptions)

PRODUCT RESPONSIBILITIES:

The RBD will coach their team to appropriately promote Tavalisse® (fostamatinib) in chronic Immune Thrombocytopenia (cITP), promote REZLIDHIA^TM (Olutasidenib) in relapsed or refractory mIDH1 Acute Myeloid Leukemia (R/R mIDH1 AML) and Gavreto® (Pralsetinib) in (RET) fusion-positive non-small cell lung cancer (NSCLC) as detected by an FDA-approved test, to maximize new patient starts in their teams’ territories. They will coach to increase focused execution, cross-functional collaboration, and commitment to positively impacting the lives of patients.

Team priorities for Tavalisse® include coaching/leading the team to appropriately gain access to conduct effective sales interactions with cITP prescribers while building productive trusted relationships with members of the patient care team. Key responsibilities for REZLIDHIA^TM include promoting with excellence in R/R mIDH1 AML by appropriately helping the team gain access to deliver effective sales interactions with AML healthcare providers including leukemia specialists, community treaters and their care teams in both the academic and community settings. Priority responsibilities for Gavreto include coaching/leading the team to identify and appropriately gain access in order to conduct effective sales interactions with medical oncologists who treat non-small cell lung cancer (NSCLC) in both institutional and community settings to build productive, trusted relationships with them and their care teams.

Exceptional business acumen leading to the creation of clear, comprehensive business plans for product portfolio brands is fundamental to this role. A keen understanding of key customer’s goals and desired clinical outcomes in treating their cITP , R/R mIDH1 AML and RET+ NSCLC patients is vital to cultivate both external and internal partnerships that anticipate then serve both customer and patient needs. Entrepreneurial resourcefulness with a track record of cross-functional collaboration, and the agility to respond in a timely manner is essential.

WORKING CONDITIONS:

• PHYSICAL DEMANDS: While performing the duties of this job, the employee is required to stand, walk, sit, talk and hear. Extensive driving will be required.
• WORK ENVIRONMENT: Will work remotely from home office and constantly travel, both within the region as well as frequent trips to headquarters and sales meetings. Must live with the region’s geographic boundaries.

Rigel Pharmaceuticals, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by the law.