Summary of Job (brief description)

The Area Business Director (“ABD”) role at Soleno will serve as the key sales leader in his or her assigned Area, responsible for planning, organizing and executing sales activities and strategies to ensure effective, compliant promotion of Soleno Therapeutics products to physicians and other health care providers. The ABD will also lead projects involving cross-functional communication and activities. Geographically, the ABD will have responsibility for one-fifth of the nation. The ABD will lead a team of Rare Disease Specialists (RDSs) within their geographic area. The Area Team, on average, will consist of 6 RSDs. This role reports directly to the VP, Customer Engagement.

Responsibilities

Lead Area sales team to exceed sales goals.
Participate in the development of annual sales budget. Manage to quarterly and annual expense budget.
Participate in development, ownership and communication of annual incentive compensation programs.
Participate in and implement national strategies by driving ideas and tactics to manage Area challenges. Ensure the development of Area strategies that embody the same elements.
Create an environment and culture that is consistent with the greater sales organization.

The ABD will demonstrate leadership skills that will Instill Trust, Values Differences and Executes through others. Additionally, Drives Accountability, Provides and Receives Feedback and Develops our Future Talent.
Set clear and consistent performance expectations with RDSs. Provide managerial excellence in recruiting and developing a high performance team including taking appropriate personnel actions in a timely manner.
Develop the leadership and rare disease skill sets of RDSs. Work with individuals to create action plans for continued development and progression; provide guidance to team members for their personal and career development.
Conduct regular performance reviews with RDSs. Sets standards for and ensures regular completion of field contact forms to ensure effective communication of RDSs strengths and opportunities for continued development.
Conduct regular field contacts each quarter as a key tactic toward ensuring field messaging, compliance, and success and identify early warning signals that may be materializing.
Efficient in conducting all ABD responsibilities in a virtual or face to face environment.
Collaborate with the Managed Markets team to implement and measure push and pull-through initiatives that support achieving sales objectives.
Develop and maintain working knowledge of top managed care plans through effective collaboration and communication with the Director(s), Government Regional Accounts and the Senior Director, Payer Accounts.
Develop and maintain a strong partnership with all internal partners such as marketing, training, medical, manage markets/market access, commercial operations and human resources.
Identify and cultivate appropriate business relationships with key opinion leaders, within each region and the area.
Work with VP, Customer Experience, other Area Business Directors and commercial leadership in organizing Soleno Therapeutics’ long-term sales objectives, projecting sales force requirements and establishing solutions that optimize sales effort.
Participate in home office activities that help drive sales performance including marketing, sales training, and commercial operations.

Qualifications

Bachelors’ degree is required, advanced degree preferred.
Eight or more years of experience in the pharmaceutical industry, including five years in leadership roles.
Experience that includes the oversight and leadership of managers who manage field-based teams is preferred.
Prior rare disease experience.
Experience in the planning and execution of successful launch and push and pull through strategies of new products.
Experience in leading a sales team in the academic and community market.
Ability to travel 60% of time is required.
Exceptional analytic, influence, leadership and inspirational abilities.
Strong compliance background and training.

Salary Range: $230,000-$260,000

(Actual salary at the time of hire may vary and may be above or below the range based on various factors, including, but not limited to, the candidate’s relevant qualifications, skills, and experience, as well as the location where this position may be filled.)