Zone Director; Gastroenterology - Mid-Atlantic

Role Summary

The Zone Director will report into the National Sales Director and will be responsible for recruiting, hiring, and leading a high performing sales team within a geographically defined Zone to drive IBSRELA (and subsequent pipeline assets) sales. The Zone Director will assist the National Sales Director in developing, along with the marketing and commercial leadership team, the sales plan to ensure that Ardelyx's sales goals are achieved.

The Zone Director is responsible for understanding and leveraging the personnel and responsibilities of a cross-functional team to drive strategic imperatives, including those of Sales, Marketing, Market Access, Patient Services, and Commercial Operations. In addition to playing a key sales and company leadership role, the Zone Director will cultivate and maintain a strong direct customer facing presence with key decision makers, influencers, and stakeholders in the gastroenterology and subesquent pipeline assets spaces.

Ideal candidates will have strong sales leadership experience and a proven track record in highly specialized therapeutic areas with multiple health care professional decision makers and influencers. This position is critically important as it will help further solidify a strong sales foundation, maintain a high performing, patient-centered culture across the sales team, and continue to position

• Hire, train, develop, lead Area Business Directors (ABDs) to serve the Zone geography, in their respective territories
• Organize, control, and coordinate input relating to staffing, training, and developing and retaining key talent for the sales organization
• Own the Zone's sales objectives and performance of every ABD sales territory
• Coordinate the development of the Zone's strategic business plans outlining the execution of sales personnel around defined strategies and tactics for achievement of sales goals and objectives - provide direction, guidance, and support to ensure optimal execution of sales and marketing plans
• Assist the National Sales Director in developing, implementing, and managing sales force incentive and compensation programs as well as customized sales force analyses to effectively manage optimal targeting, planning, resource allocation, and performance evaluations
• Assist in translating key financial drivers and business analytics/insights into specific, measurable, and executable action plans for ABDs and inside sales personnel
• Oversee, evaluate, and enforce compliance with Ardelyx policies, including code of conduct, operational guidelines, travel and expense policies, and promotional guidelines as it relates to the sales force
• Develop, assert, and continuously reinforce a culture of compliance, ensuring that all sales activities and actions by members of the sales team comply with all laws and regulations and company compliance polices and procedures
• Manage and monitor sales team operating budgets and assist in developing guidelines for field sales budget adherence
• Proactively engage with key customers, decision-influencers, decision-makers, and account groups to directly represent Ardelyx in a leadership capacity, promote Ardelyx products, and achieve company objectives
• Provide input on sales team alignments and expansions, including evaluating workload potential, performance potential, and sales results against sales forecasts and KPIs
• Ensure all Zone promotional activities are in accordance with Ardelyx’s policies and procedures, including reviewing potential violations of company policies and procedures and direct and approve any appropriate disciplinary action

• Bachelor’s degree with 9 - 12 years of pharmaceutical/biotech industry commercial experience in Sales, Market Access, and/or Marketing with 4+ years of pharmaceutical/biotech industry sales management experience or equivalent experience
• Extensive knowledge of specialty sales, gastroenterology preferred
• Strong people management skills, with a proven track record of building and successfully leading sales teams as well as a track record of success of consistently achieving and/or outperforming sales goals
• Proven track record of direct facing…