Area Sales Director - West

The Area Sales Director (West) will have overall responsibility for leading and developing outstanding sales teams that drive high impact customer interactions yielding strong sales performance in an ethical and compliant manner. The ASD will ensure that sales forecasts are met or exceeded by inspiring accountability, initiative, and engagement across their teams. The ASD is accountable for managing and maximizing promotional and operational budgets. ASDs are also accountable to embody and communicate Intra-Cellular’s corporate vision, model collaboration and leadership behaviors that engender scientifically driven interactions and build a strong culture of performance, trust and transparency.

The Area Sales Director will have responsibility for the staffing, training, development, and performance of area sales teams. The creation of local strategic plans, delivering high impact resource allocation decisions, ownership/management of a wide range of customer experiences, and accountability for highly effective application of budget and expenses for their assigned customer base. They will also play a key role in helping to shape Intra-Cellular’s sales and marketing strategies, supporting the sales model, and communicating leadership directions and decisions. ASD’s are responsible for creating an energizing, positive and compliant area culture while driving performance through rewards and recognition.  Leading the team to sell with integrity based on the company’s ethical principles relating to interactions with healthcare professionals and approved messaging is an important value for this position.

Delivery of key performance objectives will be achieved via a relentless drive to build, measure, and learn through continual adaptation and experimentation informed by a deep understanding/evaluation of their marketplace and the potential impact of external events, such as COVID-19, on organizational strategies.  Adherence to policy and a thorough understanding of the pharmaceutical compliance environment is expected.

The Area Sales Director will embody Intra-Cellular Therapies core efforts to improve patient lives and their caregivers through an unwavering Patient Focus. This individual will have a strong tenacity to Driving for Results, be a role model for Integrity & Trust, and have a strong ability to build and inspire highly effective teams. The ASD is strongly invested in Developing Direct Reports and Others, exhibits and acts with Managerial Courage, and has the Strategic Agility to navigate challenges and obstacles the business may face.

Job Responsibilities

• Establishes clear business priorities, holds self and others accountable, and continually enhances skills development for direct reports. Creates clarity and engagement that allows team members to act decisively; understand their roles and responsibilities and establish clear decision-making rights. Anticipates and addresses opportunities and/or obstacles so that local teams and workgroups effectively collaborate and succeed. 
• Ability to lead and influence sales leaders by modeling and coaching of ethical, effective leadership capabilities. Develops people and the organization through long-term commitment to mentoring, day-to-day coaching, and delivery of timely, balanced and actionable feedback. 
• Operates within all company operational policies, and within company and industry compliance standards and guidelines and expects same from the team.
• Leads team in strategic analyses of their business; uncovers key opportunities for growth and leverages a limited number of high-impact opportunities. Uses rigorous analytic framework to identify issues and opportunities and works to consistently incorporate new perspectives and ideas. 
• Builds and maintains relationships within key customer organizations.   Routinely interacts with key customers and accounts in order to ensure that sales teams are addressing needs of the customer and account. 
• Effectively models cross functional collaboration to respond to a broad range of environmental situations.
• Complete all company and job-related training as assigned within the required timelines.
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Job Requirements

• Minimum of 10 years’ experience in pharmaceutical or healthcare sales.  
• Bachelor’s degree required, advanced degree a plus.
• Proven track record of leading and managing first line field sales managers (Regional Business Managers) and developing field staff through training, coaching, and mentoring. 
• Demonstrated ability to lead through ambiguity or unexpected market events
• Ability to identify strategies with greatest business impact, formulate an appropriate business plan and effectively engage their teams to execute the plan.  
• Demonstrated leadership, judgement, and communication competencies, and experience in managing budgets required.  
• Thorough understanding of customer segments and area market dynamics within therapeutic areas of expertise, CNS experience strongly preferred. 
• As a new commercial organization, ability and willingness to lead multi-function workstreams for the betterment of the organization. 
• Demonstrated presentation and negotiation skills.  
• Consistent track record in leading and promoting ethical behaviors.
• Travel as required with most geographies requiring 50%+ travel 
• Must be able to perform all essential functions of the position, with or without reasonable accommodation.

Intra-Cellular Therapies is an Equal Employment Opportunity/Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status, disability or any other legally protected status.

Area Sales Director Salary Range: $184K - $276K

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