Regional Business Director (Northeast)
Deciphera Pharmaceuticals
 Remote, OR
Company Summary:
Deciphera Pharmaceuticals
is a clinical-stage biopharmaceutical company focused on improving the lives of cancer patients by tackling key mechanisms of drug resistance that limit the rate and/or durability of response to existing cancer therapies. Our small molecule drug candidates are directed against an important family of enzymes called kinases, known to be directly involved in the growth and spread of many cancers. We use our deep understanding of kinase biology together with a proprietary chemistry library to purposefully design compounds that maintain kinases in a “switched off” or inactivated conformation. These investigational therapies comprise tumor-targeted agents designed to address therapeutic resistance causing mutations and immuno-targeted agents designed to control the activation of immunokinases that suppress critical immune system regulators, such as macrophages. We have used our platform to develop a diverse pipeline of tumor-targeted and immuno-targeted drug candidates designed to improve outcomes for patients with cancer by improving the quality, rate and/or durability of their responses to treatment.

We offer an outstanding culture and opportunity for personal and professional growth based on these key principles:
·       providing a collaborative, energized and fun work environment where people are empowered and supported in the achievement of their career goals
·       a diverse and multi-disciplinary workforce
·       dedicated and talented people who are passionate about achieving excellence in all they do
·       a work environment that allows you to balance your priorities
·       above all else, a commitment to the patients we serve

Deciphera is seeking experienced business and people leaders with a passion for building and leading high performing teams and driving results to launch its first commercial product, Ripretinib.  The Regional Business Director will lead a regional sales team to build and execute strategic territory plans in line with product strategy and in close collaboration with Market Access and Medical field teams to comprehensively meet the customers’ needs.  This position is a critical leadership role that will be instrumental in the success of Deciphera’s first commercial launch.  

Essential Duties and Responsibilities

  • Recruit, build and lead a team of experienced and highly competent, knowledgeable, and motivated sales professionals with a track record of performance and a passion for making a difference for patients.  Success in this role will require not only building and leading a high-performing oncology sales team, but also partnering with cross-functional commercial partners to:
  • Becoming a true subject matter expert on all key topics that impact the success of the business – market dynamics, customer segments, buying processes/customer needs, clinical content (disease, product, competition), market access, etc.
  • Lead the development of regional business plans in close coordination with cross-functional partners that clearly articulate specific actions, timing, and metrics for achieving established goals
  • Identify customer needs and marshal the company’s resources to meet those needs
  • Partner effectively across field and home office teams to create a seamless experience for providers and their patients within the geography
  • Provide feedback on commercial plans and contribute to the creation of resources, tools, and processes critical to field success
  • Continuously review, evaluate and recommend improvements to the organization to enable higher performance
  • Establish a culture of accountability and achievement for the regional team by:
  • Establishing clear expectations for performance including meeting business goals and deploying tools and resources appropriately and in line with strategic direction
  • Tracking progress against goals, refining when necessary and celebrating success
  • Providing insight to IC philosophy, strategy, and plan design that is motivating and rewards top performance
  • Informing the tools and practices for rewarding and recognizing positive behaviors and achievements
  • Meet and exceed business objectives through thoughtful planning, collaboration with partners and utilization of tools and resources for flawless execution of strategic direction.  This includes:
  • Prioritizing team efforts across stakeholders to maximize opportunities, sharing customer insights and aiding the team in securing and allocating resources
  • Optimization of sales territory alignments, customer targeting, call plans, etc. in partnership with Commercial Insights & Operations (CIO) team
  • Utilizing CRM as a strategic tool for assessing and tracking customer status and progressing sales plans
  • Inspiring and influencing direct reports and functional partners to achieve objectives and contribute to the shaping of strategic direction
  • Ensuring completion of sales administrative requirements (T&E, compliance SOPs, Sunshine reporting, etc.)
  • Invest in people development and continual improvement through:
  • Providing strong leadership, on-going coaching, and consistent performance management for direct reports including appropriately challenging them to identify their gaps, grow their knowledge and capabilities, try new approaches to persistent challenges, continually raise the bar on their performance, and share best practices across teams
  • Continual assessment of skills, identification of gaps, and collaboration with Commercial Training & Effectiveness (CTE) to ensure sales teams have the tools and capabilities needed for optimal impact
  • Establishing and cultivating the concept of continual improvement as a core value of the sales organization – this will be a key success factor for the role
  • Creation of tailored development plans for strengthening individual skillsets and contributing to fostering future leaders for the organization
  • Rewarding and recognizing strong performance
  • Manage team operations including:
  • Regional spend in line with budget
  • Administrative requirements essential to business operations (i.e. expenses, HCP reporting, CRM)
  • Ensuring all team activities are conducted within compliance guidelines
  • Establish and cultivate a positive culture based on respect, trust, integrity, professionalism, humility, continual improvement, putting patients first, and “doing the right thing.” 
  • Each Regional Business Director will play an essential role in nurturing the culture of high engagement, high integrity, and strong drive to realize meaningful results in the pursuit of helping cancer patients live longer and healthier lives. 
  • Critical to success in this role will be the RBM’s ability to create and cultivate an enterprise mindset within the commercial organization where all cross-functional stakeholders are viewed and engaged as true partners in pursuit of a common goal.
  • The Regional Business Director will play a critical part in ensuring that achievement of cultural objectives is part of our rewards and recognition philosophy
  • Ensure high touchpoints with team members, peers, sales leadership and partners to effectively communicate challenges and opportunities and deliver solutions as needed.
  • Develop and cultivate a close, collaborative relationship with field partners in Market Access and Medical Affairs to ensure teams are working together both effectively and compliantly.
  • Develop fact-based, data-driven state of the business for the region including thoughtful recommendations for future (what to keep doing, what to change, rationales for both, and what will be achieved).
  • Involvement in challenging assignments that contribute to the building and shaping of the growing organization will be a key aspect of the role beyond regional leadership and will support career pathing and development

Qualifications

  • BS/BA degree in business, life sciences, or related discipline.  Advanced degree preferred (e.g., MBA, MPH, PharmD, PhD).
  • Ten (10) or more years of experience within the pharmaceutical or biotechnology industries including at least 3 years in sales or related functions and 5 years in sales leadership roles
  • Oncology launch experience is required; oral oncolytic or rare/orphan market experience strongly preferred.
  • Existing relationships with key customers are highly valued (e.g., KOLs, key account leadership.)
  • Experience building teams and new commercial capabilities in preparation for product launches is required.
  • Demonstrated ability to deliver results in competitive markets.
  • Ability to understand and coach to the sales cycle including patient identification, building clinical conviction, understanding and overcoming access and reimbursement barriers, and navigating distribution
  • Experience in and understanding of other commercial functions (e.g., marketing, market access, sales operations, sales training, insights/analytics, business development, etc.) is preferred
  • Demonstrated ability to work collaboratively with partners to establish and achieve common goals
  • Must demonstrate the ability to determine and synthesize insights about the business and work with leadership to shape strategy and tactics
  • Must be a true team player – authentic, humble, professional, able to build a positive team spirit and lead teams through the ups and downs of drug development, puts success of the company and the overall commercial organization above own interests and supports everyone’s efforts to succeed, grow, and develop.
  • Demonstrated ability to motivate and lead teams.  Must have the managerial courage to make and stand by difficult and/or unpopular decisions if it is what is right for patients and for the business.
  • Ability and willingness to work effectively and seamlessly at multiple “altitudes” within the organization.  Maintains a “no job is too big or too small” attitude necessary to succeed in a startup environment and ensures direct reports do the same.  Proven track record of contributing beyond role required. 
  • Excellent interpersonal, oral and written communication skills and a strong leadership presence.
  • Demonstrated ability to attract top talent with diverse backgrounds and build cohesive, high performing teams
  • Demonstrated ability to develop individuals to fullest potential within the organization
  • Demonstrated ability to adapt to changes in the work environment. Manages competing demands. Changes approach or method to best fit the situation and the person. Able to lead through frequent change, delays, unexpected events, or uncertainty/ambiguity with maturity and professionalism.
  • Must consistently act with high ethical standards and hold the same bar for the team
  • Must have a valid driver’s license