The Area Business Manager is expected to maximize territory sales performance by developing and executing an effective business plan.  Doing so necessitates utilizing resources provided by Biogen Idec, analyzing territory performance, defining action plans and implementing local marketing strategies, and organizing programs and related efforts that will positively impact others’ understanding of and interest in the assigned products. All within the internal and external compliance regulations.

A.      Principal Accountabilities

What are the major responsibilities of this job? List the “what”, “how” and “why” of each responsibility and provide examples, as necessary.

Use specific verbs of action, such as “researches”, “manages”, “develops”, “analyzes”, avoid the phrase “responsible for…”. Indicate % of time spent on each.

Accountability:

• Achieving sales goals: Works toward achievement of sales goals set by the organization; Prioritizes activities that drive market share; Applies marketing and business strategy/tactics in order to maximize sales outcomes.  Understands and addresses challenges that arise at all stages in the process, including but not limited to patient identification, treatment access (e.g. infusion), and reimbursement, as permitted in the given geography
• Business planning: Develops and executes a territory plan that includes prioritized regional goals; Analyzes data to identify viable opportunities; Coordinates and utilizes available resources (plans and organizes regional events programs, luncheons, materials)
• Collaboration and Communication:  Is responsible for impactful and appropriate communication with health care providers. Takes lead role in mobilizing resources in support of customer needs; Uses resources in a smart and impactful way; Digs beneath surface and seeks resources that address the core of an issue; Aligns with other ABMs in overlapping territories; Collaborates with internal teams and cross-functional partners to advance programs and initiatives.
• Market Access/ Business Acumen: Utilizes strong awareness of market dynamics in territory and interactions with team to support successful patient outcomes.  Tracks progress of new patients starting treatment (as appropriate in the geography and according to law requirements/restrictions); Informs healthcare providers and other stakeholders regarding access and reimbursement programs (as appropriate in the geography) and to ensure efforts are aligned with relevant laws and regulations. Fully overseas the patient flow and identifies necessary steps to maximize regional opportunity.
• Maintaining best in class knowledge: Demonstrates industry-leading understanding of disease state, products (BIIB and competition), and clinical practices.; Proactively seeks external opportunities for learning, including conferences, seminars, and professional associations; Participates actively in training to acquire and advance knowledge;
• Conducting administrative follow-through: Keeps timely documentation (e.g., expense reports, compliance related, CRM system) and provides inputs required for planning and coordination. Ensure Performance of Frequency of sales calls on designated customers in the territory; operates in the professional selling approach.
• Pharmacovigilance responsibility: Upon initiation of a project and before implementation, systematically check with the Standard & Governance and/or the Regulatory Affairs Manager all potential Quality Assurance and Pharmacovigilance aspects.

• 3-5 years of pharmaceutical/health care sales experience, preferably in specialty sales
• Proven and sustained track record of reaching and exceeding sales goal
• Professional certification (as mandated by geography)
• Bachelor’s, Master degree preferred, preferably in the sciences
• Local territory language is a must and proficiency in English desirable