POSITION SUMMARY:

Apellis is seeking an experienced and talented business leader(s) for the role of Regional Sales Director for our Northeast region. This role represents an excellent opportunity to make a significant impact working with key Retina physicians and large consolidated Retina accounts responsible for the first ophthalmic commercial launch at Apellis.
The Regional Sales Director (RSD) is a critical first-line leader of the Apellis Ophthalmology Sales team. The RSD is responsible for leading a team of customer-facing Territory Business Managers (TBMs). The RSD role will be responsible for meeting sales and revenue goals, as well as managing expenses in their geographic area of responsibility. This will be accomplished through effective business planning, coaching, and developing the TBMs in their geographic area of responsibility and establishing business relationships with targeted retina customers. The RSD will be responsible for leadership of all business functions, and will be key to inspiring ownership, accountability, and engagement across their region.
The urgent priorities for the Regional Sales Director are to recruit, train, and lead an outstanding and highly motivated sales team who will clearly establish a pathway to achieve launch performance targets in Geographic Atrophy (GA). The role requires strong collaboration with multiple cross-functional partners to build cross-function launch plans and establish the infrastructure and operational components necessary to support field sales. A strong and creative growth-oriented mindset, a bias to action, focus on performance, and deep cultural alignment with the Apellis values are essential for success in role.
The Regional Sales Director will be accountable for delivering the goals for the sales team established in the strategic plan for the US Ophthalmology Division. This position will report to the Head of Sales, US Ophthalmology.

EDUCATION, REGISTRATION & CERTIFICATION:

• BS/BA degree required; MBA or other related graduate degree preferred

EXPERIENCE:

• Minimum of 3+ years sales management, with 6+ years progressive pharma/related industry experience
• Experience in Ophthalmology (Retina preferred), and/or specialty product categories Demonstrated “expertise” level knowledge and experience with pharmaceuticals and biologics in a buy and bill environment
• Experience working with institutions and integrated delivery networks preferred

SKILLS, KNOWLEDGE & ABILITIES:

• Successful experience with launching new products strongly preferred
• Experience building and developing sales teams/organizations from the ground up is strongly preferred
• Strong clinical acumen with an ability to effectively communicate complex scientific data
• Proven knowledge and relationships with key Executive level decision makers at Retina (ophthalmology) practices strongly preferred
• Experience in launching Buy and Bill Pharmaceutical/Biologics products or indications preferred
• Demonstrated ability to lead and inspire a specialty sales team in meeting and exceeding sales objectives
• Strong leadership, planning and organization, analytics, decision making and problem-solving skills
• Executive presence and strong organization skills
• Ability to influence without authority in a matrixed environment
• Excellent written and verbal communication skills
• Subject matter expertise in Retina (ophthalmology) market including the competitive landscape
• Excellent interpersonal skills including networking, influencing, negotiation, presentation, and written and verbal communication
• Leadership, and strategic thinking to manage complex market evolution
• Results oriented
• Demonstrated success of teamwork and working in a collaborative matrix environment (sales, account management, market access, customer service, marketing, etc.)
• Demonstrated proficiency in the use of PowerPoint and advanced Excel skills
• Willing to travel domestically up to 75% of the time and attend events outside of business hours (e.g., occasional weekends and evenings

TRAVEL REQUIREMENTS:

• Up to 75%

KEY RESPONSIBILITIES INCLUDE:

• Provide strong leadership in the assigned geographic region ensuring market penetration through analysis of market dynamics and setting goals to ensure that sales goals are achieved
• Build business strategy and drive geographic sales impact in line with corporate goals
• Work closely with Sales Operations, Marketing and Market Access cross-functional partners to achieve sales goals
• Develop internal and external customer relationships necessary to successfully drive Apellis’ business objectives
• Continually educates self and team on market issues, trends, and product knowledge as it pertains to specific business issues which can impact product success
• Applies new / innovative technologies to enhance efficiency, expand knowledge base and refine skill building
• Represent Apellis at local, regional, and national conferences
• Provides input to Area, Regional and National sales meetings to develop targeted content and learning objectives
• Manage expense budgets and P&L at Regional level
• Ensure effective and appropriate use of resources including expense and program budgets
• Ensure compliance with all Apellis and governmental policies, procedures, and regulations
• Develop and maintain ongoing business relationships with practices and key physicians in geographic area
• Provide region marketplace feedback in a timely manner to corporate leadership detailing customer business trends, competitive programs, and industry issues as well as insights regarding the Retina practice environment to guide corporate activities
• Evaluate emerging trends, changes to market conditions, and areas of opportunity to incorporate into activities with targeted practices
• Communicates effectively and compliantly with sales management, marketing, and market access
• Develop and implement business plans to maximize market penetration
• Participate and/or lead other projects as assigned by the Head of Sales

OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.