In this highly visible, key leadership role, the successful candidate will build the capabilities of regional sales management and the field sales team while partnering with Marketing, Key Accounts, Market Access, Reimbursement, Patient Services, Regulatory, Legal and other functional areas to develop and execute sales strategies which meet and/or exceed defined goals.  S/he will establish rigorous business fundamentals and metrics, drive sophisticated operational change, set high performance standards and deliver results across the business.  The Senior Regional Sales Director will exude an enterprising mindset by understanding the ‘big picture” and collaborating with constituents to motivate towards a shared vision, driving performance on a national level. 

The successful candidate will be a highly collaborative leader who is charismatic, energetic and driven and thrives in a nimble, entrepreneurial organization with minimal direction.  S/he will create impact by successfully leading, influencing and motivating high performance teams through change to achieve results in a complex specialty environment.  The Senior Regional Sales Director will contribute to Alkermes’ success through the development, execution and measurement of comprehensive and successful sales strategies and plans for both in-line and pre-launch products.  This position is a critical commercial leadership role, carrying with it great visibility, imminent growth potential and the opportunity for future advancement.

Responsibilities

VISION / STRATEGY:  Lead the development, implementation and communication of strategic regional sales plans which align with business goals.  Collaborate across Sales, Marketing, Key Accounts, Medical Affairs, Regulatory, Legal and other key functional areas to achieve growth objectives. Understand market drivers and customers and evaluate growth opportunities to develop strategies which align with organizational priorities and available resources.  Operate with an enterprising mindset of continuous improvement, willing to adjust strategy as needed and apply learning from each situation to future opportunities.  Forge and advance customer partnerships which put the patient at the forefront and simultaneously advance Alkermes’ CNS business objectives.  Champion efforts to identify all business opportunities. 

LEADERSHIP:  Build and lead a best-in-class regional sales team and foster a positive and inspired culture of accountability.  Establish high standards of performance and develop an organization of motivated, empowered, patient-focused regional managers and sales reps.  Establish revenue targets and meet/exceed those targets within defined timeframes.  Drive a culture of shared vision, collaboration, innovation, creativity and high-quality decision-making.  Provide direct management to develop individual/team skills and abilities which achieve performance expectations.  Build effective relationships with Marketing to deliver an integrated marketing/sales strategy grounded in competitor information and consumer insight to drive growth and brand development.  Support future product launches.  Facilitate proactive communication and information flow within the team and the broader Alkermes commercial organization to advance priorities.  Establish credibility throughout the organization and position self as an effective problem-solver and driver of business growth.  Serve as a champion for the patient and customer.   

COMMERCIAL EXECUTION:  Rigorously and effectively implement commercial strategies which drive profitable revenue growth and surpass competitive actions.  Review performance, develop strategies/tactics, share knowledge, identify opportunities, develop skills and assert accountability. Effectively allocate and manage all resources and budgets; optimize efficiencies.  Prepare for product launches with comprehensive review of market dynamics, competitor review, distribution channel review, product characteristics, consumer segments, positioning, pricing, financial analysis and performance tracking.  Ensure compliance with all applicable policies and regulations.

SALES FORECASTING:  Oversee the development of sales forecasts through analysis and interpretation of general economic, industry, marketing and sales data.  Provide strategic and tactical input to senior management on sales and operating issues and profitability goals.

CUSTOMER RELATIONSHIP MANAGEMENT:  Champion a solid value proposition based on in-depth understanding of the competitive marketplace.  Navigate sales process with executive presence, finesse and integrity and lead effective relationships with customers.  Develop and maintain relationships with customers and other external stakeholders which advance and enhance the company’s position in the marketplace and presence in the industry.  Establish and maintain relationships with thought leaders, professional organizations and partner companies.

COMPETITIVE EDGE:  Remain abreast of industry/market trends and dynamics and ensure Alkermes remains on the leading edge.  Communicate up-to-date and meaningful information and insights regarding market and competitor trends/developments/dynamics and incorporate into commercial strategies and tactical plans.  Maintain a pulse on the changing competitive landscape and serve as a key strategist in successfully planning for the launch of new products. Ensure compliance with the law and all related requirements.  Proactively and aggressively pursue business development initiatives which align with the short and long-term goals of the company.   

FISCAL ACCOUNTABILITY:  Manage financial measures for the Region.  Plan and recommend budget, manage expenditures and report on budget variances.  Ensure optimal utilization of financial resources and effective handling of regional costs. 

Qualifications

Minimum Education & Experience Requirements 

• Bachelor’s degree with emphasis in Business, Marketing, Sciences or related field required; Advanced degree a plus
• 10+ years’ progressive Sales leadership in biotech / pharmaceutical industry.  Broad commercial breadth of work experience within functions outside of sales (Marketing, Key Accounts, Market Access, etc.)
• 5+ years’ demonstrated track record of accomplishment in regional sales management, including managing first-line sales managers to deliver top line growth and bottom line results
• Experience with Specialty therapeutic area strongly preferred; complex “buy and bill” products a plus; CNS experience highly-valued.  Product launch experience preferred
• Demonstrated ability to develop and execute innovative, comprehensive and successful sales strategies and plans and communicate them clearly and effectively within the organization to gain alignment and drive results through a focused and disciplined approach.   Proven sales performance as evidenced by % to quota, ranking reports and recognition awards.  Expert at navigating complex key account management and success in pulling through sales, leveraging relationships at all levels and layers within the process
• Thorough understanding of healthcare regulatory and enforcement environments.  In-depth understanding of billing, coding and reimbursement for physician administered treatments
• Champions continuous learning / knowledge with a track record of establishing a culture of accountability and commitment to broad business goals
• Highly ethical and patient-centered. 
• Demonstrated passion for improving CNS/mental health patient care delivery
• Valid driver’s license in good standing

Preferred Qualifications

• Collaborative leader and organizationally savvy team player with a track record of successfully leading, influencing and motivating high performance teams to achieve results. Proven experience leading others through change in highly complicated and competitive environment
• Ability to build, engage and motivate and coach highly effective cross-functional teams.  Exceptional leadership skills with both direct-line and within a matrix management setting.  Demonstrated ability to lead people and get results through others; ability to foster and inspire change in individuals and organizations.  Success in turning around underperforming teams.  Demonstrated track record of coaching and developing next-generation leaders. Influence across functional and regional boundaries
• Polished executive presence and exceptional interpersonal and communication skills (verbal, written and presentation) to effectively address individuals across all levels.  Adept at presenting/discussing business performance with executive management team
• Strong negotiation skills, business acumen and analytical prowess; demonstrated success in negotiating, executing and implementing contracts.  Demonstrated experience crafting value propositions and messaging which are effectively communicated to customers
• Independent thinker with analytical savvy.  Ability to quickly manipulate numbers, draw conclusions and exhibit solid problem solving. Financially savvy.  Proven financial planning and budget management capabilities.  Demonstrated ability to develop consistent and reliable forecasting methodologies
• High EQ.  Ability to build consensus between multiple constituents. Track record of establishing effective relationships through mutual respect and trust in dealing with others
• Comfortable navigating in ambiguity, able to balance process with agility and able to make timely and insightful decisions and to solve problems.  Able to prioritize effectively, addressing short-term needs while maintaining a focus on long-term strategies
• Superior strategic thinking skills, creativity and the capacity to uncover new business opportunities in the absence of complete resources and direction
• Resourceful with strong networking skills
• Entrepreneurial attitude and/or experience in a start-up environment
• Autonomous, self-starter who thrives in a fast-paced, dynamic, “Roll up your sleeves” culture. Strong motivation to create an impact.  High energy, drive for results and passion for winning
• Demonstrated passion for improving CNS/mental health patient care delivery

Travel

• Ability to travel up to 50-70% of the time

#LI-TT1 #LI-remote

About Us

Why join Team Alkermes?

Alkermes applies its deep neuroscience expertise to develop medicines designed to help people living with complex and difficult-to-treat psychiatric and neurological disorders. A fully-integrated, global biopharmaceutical company, headquartered in Ireland with U.S. locations in Massachusetts and Ohio, we are committed to pursuing great science, driven by deep compassion to make a real impact in the lives of patients. Alkermes has a portfolio of proprietary commercial products for the treatment of alcohol dependence, opioid dependence, schizophrenia and bipolar I disorder, and a pipeline of clinical and preclinical candidates in development for various neurological disorders, including narcolepsy.

Beyond our important mission of developing medicines to address unmet patient needs, we actively seek to foster a culture of diversity, inclusion and belonging throughout our business. We strive to ensure that all voices are respected and valued, recognizing that our diversity of thought, background and perspective makes us stronger. We are proud to have been recognized as an employer of choice by many national organizations, including being certified as a Great Place to Work in the U.S. in 2024, honored as a Healthiest Employer in both Ohio and Massachusetts in 2023, a Best Place for Working Parents in 2023, and to have received the Bell Seal at the Platinum level for Workplace Mental Health by Mental Health America for three consecutive years (2021-2023). 

Alkermes, Inc. is an equal employment opportunity employer and does not discriminate against any qualified applicant or employee because of race, creed, color, age, national origin, ancestry, religion, gender, sexual orientation, gender expression and identity, disability, genetic information, veteran status, military status, application for military service or any other characteristic protected by local, state or federal law.  Alkermes also complies with all work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA.  Alkermes is an E-Verify employer.