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Area Business Manager
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Area Business Manager : MedImmune, LLC.
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| Job Number |
02209 |
| Employee Type |
Full Time |
| Company Name |
MedImmune, LLC. |
| Location |
Washington DC Metro
Maryland
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| Salary (year) |
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| Start Date |
1/20/2010 |
| Industry |
Biotech |
| Job Type |
Sales |
| Relocation |
Not Required |
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MedImmune, LLC.
View all jobs from MedImmune |
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| Apply online at company website |
| Description |
Description
Title: Area Business Manager
Location: MD, Washington DC Metro
Req: 02209
Reports to: Regional Business Director ( RBD)
Functional Area: Sales Organization
Basic Functions:
As a sales manager within the Region, individuals in this position are required to manage Business Unit sales teams in an assigned geographic area of the region to ensure successful and ethical promotion of MedImmune, Inc. products. Priorities include successful and consistent achievement of all assigned product sales goals for the district, long and short term strategic business growth and employee development.
The Area Business Manager( ABM) is responsible for administrative oversight and leadership averaging 8 to 13 direct report salespeople. Usually this consists of 2 to 4 Clinical Marketing Managers( CMM) and 7 to 10 Biotech Sales Specialists( BSS). ABM’s manage and oversee district work results and activity. An ABM is expected to spend approximately 70 – 85% of their time with salespeople and customers in the field.
The ABM will maintain open lines of communication with Regional Business Directors, CMM’s and BSS’s, ABM colleagues, Medical Science Directors, Government Affairs Specialists, Account Managed Markets personnel, corporate/regional & district partner affiliates and Key opinion leaders in their districts. Appropriate utilization of Home office personnel is critical in this managerial role.
ABM’s are the primary point of contact and direction for all salespeople within their districts - as manger, leader and mentor. The ability to build teams, be the catalyst for task force initiatives, foster problem solving, have interviewing & hiring expertise, along with Coaching and Leadership effectiveness are required. The ABM is responsible for strong communication support to the Regional Business Director . ABM’s are to work in synergy with all Regional Business Team members to customize & implement programs that enhance overall business relations, inside and outside of MedImmune.
Specific Duties:
ABM’s are responsible to ensure successful promotion of MedImmune by salespeople in their districts. They will also take on special project work as needed /directed by the Regional Business Director. Specific Duties assigned are:
1. Attaining Assigned Sales Objectives and Goals. Districts are expected to consistency achieve/ exceed all product target sales goals. The ABM stimulates increased sales by supporting the sales education process, managing the reimbursement and managed care process and working with partners to achieve sales objectives. ABM’s are accountable to ensure full and complete compliance of selling activities of district team members in regards to all federal ,state regulations, MedImmune policies, procedures and guidelines.
2. Clinical and Selling Expertise: ABM’s are required to have a high degree of clinical knowledge of all promoted MedImmune products and ensure each team member is clinically proficient.
About the Organization
My company shares my
passion for helping to improve human health around the world."
"This is My MedImmune."
Those who join MedImmune feel a sense of ownership about their future. They thrive with a recognized leader in the biotechnology industry and the wholly-owned subsidiary of AstraZeneca plc.
Here, you will join passionate professionals who advance science, technology and medicine to develop products designed to help people live better lives. You will excel in an environment characterized by respect, integrity and growth opportunities…that encourages both individual contribution and collaborative entrepreneurial thinking. Our products and/or product candidates are designed to address areas of need in infection, oncology, respiratory disease and inflammation, cardiovascular/gastrointestinal disease and neuroscience. Explore a MedImmune career as we strive to better more lives, more often, around the world.
Company Information
MedImmune, LLC. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, veteran status, or any other characteristic protected by federal, state or local law.
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| Requirements |
Position Requirements
3. Develop/Execute and Manage District & Regional Management Objectives and Priorities. ABM’s are responsible to ensure salespeople prioritize work objectives, clinically & ethically sell to appropriate customers, work with Business Unit teams to finalize and implement Business Unit Plans and ensure effective utilization of all available resources by members of their teams. ABM’s ensure availability of Regional Business Team resources and effectively allocate resources within their districts. ABM’s actively participate with other Regional Business Team members in developing, refining and evaluating local marketing/promotional strategies and strategic work initiatives. ABM’s constantly monitor customer needs and MedImmune programs and services to ensure current and future plans are known, understood and implemented by district salespeople. It is expected ABM’s recommend ideas/solutions and improvement ideas. ABM’s do regularly monitor and report market intelligence that may positively or negatively impact regional business practices and operations. ABM’s ensure effective execution of tactical and operational segments of product promotion.
4. Interviewing /Hiring Personnel. ABM’s recruit, interview, conduct reference checks, work with Human Resources and recommended final candidates to RBD’s for open CMM and BSS positions within the District. ABM’s should have a talent pool they can go to in the event of an opening and should work to fill any vacancy within 6 weeks. At times based on the request of the RBD – an ABM may be asked to interview others salespeople for districts outside their own and/or support personnel reporting directly into the RBD and others who directly support projects within the region. ABM’s also are active in evaluating current and future district and regional staffing needs as requested by the RBD.
5. Strategic and Administrative Business Management. The ABM is expected to oversee and stay within budget parameters while accomplishing established goals and objectives. ABM’s review expense reports, must know all policies and procedures and utilize effective time management skills to hit establish deadlines for administrative and required reports from Home Office and the RBD. ABM’s need to be skilled in Medi connect, -ensuring the completeness and accuracy of all area customer profiles through the system. ABM’s should regularly inspect customer profiles to ensure they stay up to date. Using and developing expectations and training for team members on MSAR sales data use, along with knowing how to read, interpret , analyze and develop sales reports and projections is expected.. ABM’s may be asked to assist in the development and effective roll out of compensation plans for Sales team employees. ABM’s are responsible to write and deliver performance appraisals and salary plans on time to all district salespeople.
Educational Requirements
6. ABM’s are responsible to maintain a high degree of honesty, integrity, diplomacy and ethical behavior at all times and at all work functions. ABM’s are key role models to others in the sales organization and company. Expectations are high with limited tolerance for inappropriate and/or unprofessional behavior.
Judgment Requirements. This position requires a significantly high degree of individual judgment given the following:
1. The number and diverse experience levels of personnel that report to the ABM
2. The complex and diverse functional areas which comprise Business Unit Teams within a District
3. The scope of personnel issues the ABM will deal with
4. The responsibility of sales in each district, volume and profitability, budget and diverse management functions that do exist in the ABM role.
Education and Special Skills:
1. This position mandates a four year degree from an accredited college. Degree’s is Science , Business or Management related fields are desirable.
2. Successful MedImmune Sales Department employees currently doing ongoing active work to achieve their degree can be considered.
3. Candidates should have a strong science and technical orientation, and display solid Business Acumen.
4. External MedImmune candidates are required to have prior sales management experience with a track record of proven consist success.
5. Sales or Sales management experience in Infectious diseases, Pediatrics, Transplant Medicine and/or vaccine work is desirable.
Experience:
• Internal:
o Five years experience at MedImmune with a solid track record of sales success is expected;
o At least two (2) years in Clinical Marketing Manager role;
o At least two (2) years of specialty experience in Managed Care, Government Affairs or National Accounts, or one year (1) experience in Home Office role (e.g. Sales Training, Product Management, Sales Operations, etc.) is required;
o Or, at least three (3) years of previous district sales management or |
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