Position Summary

The Regional Business Director is responsible and accountable for the sales planning and results supporting ADMA Biologics Products (Bivigam, Asceniv, and NABI-HB) primarily within the non-acute (physician office, infusion suite, etc.) and as needed in the acute (hospital and Integrated Delivery Network) market space.

Essential Functions (ES) and Responsibilities

• Individual contributor role accountable to the sales within a geographic region (own the dirt) through the interface with key medical providers and their staff as well as with specialty pharmacy partners and integrated health networks – driving sales of new and existing products.
• Manage the business within a specific geographical region through well-thought-out strategic planning, routing, and decision-making. Report directly to the Director of Sales of Sales.
• Being able to identify and engage the necessary and proper resources to win the business quickly.
• Compliantly educate physicians, staff, drug information review personnel, and pharmacy on the benefits of ADMA Biologics products.
• Establish, build, and maintain relationships as the liaison between all Accounts, the Specialty Distributors, and ADMA Biologics.
• Work with leadership on the selection of appropriate Accounts for targeting purposes; conduct SWOT analysis on new accounts, etc.
• Prepare monthly business reports on targeted accounts, current accounts, and status of relationship between Specialty Distributors and the Accounts. Make recommendations on ways to increase market share and/or make adjustments to changing market conditions.
• Maintain Customer database in CRM to include forecasting, run rates, growth potential trend analysis.
• Execute on the marketing strategy and create/maintain an updated regional business plan to maximize the business within your responsible business area; defining strategic imperatives, aligned strategies, and executional tactics.
• Establish and maintain relationships with Key Opinion Leaders (KOLs) and Healthcare Decision makers/influencers within the designated sales region.
• Consistently target, develop, maintain and sell to both new and existing customers and accounts.
• Attend local, regional, and national conferences on both disease state and product-specific topics.

Job Responsibilities or Job Requirements

Competencies

Experience Requirements

• Minimum of five (5) years’ experience in pharmaceutical/biopharmaceutical sales or similar relevant sales.

Preferred Experience

• Minimum of three (3) years of successful selling experience within the plasma biologics/specialty space strongly preferred.
• Minimum of two (2) years of experience in successful selling within the immunology space is preferred.
• Extensive knowledge of US Healthcare system and how it is structured and financed, extensive knowledge of managed care systems, home care companies, proficiency in technical aspects of ADMA Biologics product lines.

Preferred Experience:

Bachelor’s degree in Business or Science. Advanced degree preferred.

Compliance Requirements (ES)

• The minimum compliance expectation for this role entails strict adherence to FDA regulations and company policies governing sales and marketing activities. This includes completion of required compliance training, accurate documentation of sales interactions, and adherence to data privacy regulations. Additionally, the role requires proactive participation in compliance reviews, prompt reporting of any potential issues, and ongoing education to stay updated on relevant FDA regulations.
• Successfully complete all required company training; new hire on-boarding, new hire product, and disease state training.
• Possess exemplary administrative focus, complete all administrative assignments on time, and with high quality.
• Attend and participate in all required compliance training.
• Ability to understand the key stake holders in the decision-making process within each account and institution while aligning approved company-provided resources to provide solutions.
• Develop strong relationships by assessing and understanding each customer's needs, goals, prescribing habits, and competitive products within each account with purpose of driving new businesses and helping as many patients as possible through the proper use of our products. Lead ADMA’s efforts to provide appropriate resources and solutions to address customers’ needs.
• Responsible for managing the designated sales region by analyzing accounts and physician sales data, identifying sales trends as well as market and competitive landscapes. Being able to successfully manage a business having a large geographic area and numerous customer numbers and types—making the correct decisions needed to both drive business needed for the short-term while planning outwardly.
• Maintain a high degree of competence in the areas of product knowledge, disease state knowledge, and industry knowledge.
• Manage and maintain regional budget to ensure its appropriate utilization as outlined and determined by sales leadership.
• Develop strong relationships by understanding each customer’s needs, goals, prescribing habits and competitive products within each account.