Regional Sales Director, Midwest

Department: Commercial

Reports To: Gavin McGowan, VP Sales

FLSA Status: Exempt

Job Type: Full-time

Location: Remote

ABOUT ACCORD BIOPHARMA

Accord BioPharma, a division of Accord Healthcare and a wholly owned subsidiary of Intas Pharmaceuticals Ltd., develops and commercializes innovative therapies across oncology, immunology, urology, and women’s health. With one of the industry’s most robust biosimilar pipelines, Accord BioPharma is positioned for significant growth over the next several years.

CULTURE & VALUES

Accord BioPharma fosters a collaborative, entrepreneurial, and patient-first culture grounded in humility, empathy, trust, respect, and accountability. We value diverse perspectives and empower our team members to contribute meaningfully toward improving patient outcomes and experiences.

POSITION OVERVIEW

The Regional Sales Director (RSD) is fully accountable for regional performance through the execution quality, productivity, and compliance of Specialty Account Managers (SAMs). This role is responsible not only for directing strategy but for ensuring consistent, compliant execution that delivers regional business outcomes. The RSD serves as the primary people manager for SAMs and is responsible for identifying performance gaps, addressing execution and compliance risks, and driving corrective action. Regional results, execution quality, and customer experience are measures of leadership effectiveness and require active field leadership, real-time coaching, and decisive performance management.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following duties are considered essential to the role. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.

• Directly manage, coach, and hold Specialty Account Managers (SAMs) accountable for executional discipline, territory productivity, customer coverage, and sales performance, owning regional results through consistent field execution.
• Translate brand, access, and commercial strategy into actionable regional and territory-level plans.
• Inspect SAM territory management, call quality, targeting, messaging, and follow-through to ensure high-quality, compliant field activity.
• Identify and lead resolution of SAM performance gaps through coaching, re-prioritization, resource redeployment, and corrective action when execution or results fall below expectations.
• Analyze regional performance, market dynamics, and customer insights to identify opportunities, risks, and necessary corrective actions.
• Partner cross-functionally with Marketing, Market Access, Medical Affairs, Patient Services, and Field Reimbursement to ensure aligned execution.
• Communicate effectively with senior leadership, providing regular updates on performance, forecasts, and strategic initiatives.
• Perform additional duties as assigned.

PEOPLE LEADERSHIP

• Serve as the direct people manager for SAMs, with full responsibility for hiring, onboarding, development, performance management, and retention.
• Coach and mentor SAMs through regular field interactions, feedback, and development planning to elevate performance and capabilities.
• Establish clear performance objectives and hold SAMs accountable for results, behaviors, and compliance.
• Conduct performance evaluations, manage corrective actions, and recommend promotions, compensation changes, or other personnel actions.
• Build a high-performing, inclusive, and engaged regional team aligned with Accord BioPharma’s culture and values.
• Foster collaboration and knowledge-sharing across the region and with peer RSDs.

PHARMACEUTICAL AND THERAPUTIC-AREA SPECIFIC RESPONSIBILITIES

• Ensure SAMs demonstrate strong clinical, product, and biosimilar knowledge across urology, immunology, oncology, and other relevant specialty areas.
• Guide and support SAMs in effectively communicating biosimilar value, clinical data, and access considerations to healthcare stakeholders.
• Maintain working expertise in buy-and-bill economics, reimbursement, and formulary dynamics to support regional strategies.
• Ensure regional execution aligns with FDA regulations, company compliance standards, and industry best practices.
• Reinforce a patient-first mindset in all commercial decisions and field activities.

EXPECTATIONS OF THE JOB

This role requires a dynamic leader with strong management skills and emotional intelligence to align with our cultural values and drive business success in the pharmaceutical and oncology sectors.

• Demonstrates strong people leadership and a proven ability to manage, develop, and inspire field-based sales teams.
• Drives consistent execution and accountability across a geographically dispersed SAM team.
• Applies strategic thinking and sound judgment to address business challenges and market complexity.
• Effectively balances coaching, performance management, and business planning responsibilities.
• Communicates clearly, delivers candid feedback, and builds trust with direct reports and internal partners.
• Models ethical leadership, professionalism, and compliance at all times.
• Collaborates effectively across functions and leads through influence to achieve business objectives.

The above list reflects the general details necessary to describe the expectations of the position and shall not be construed as the only expectations that may be assigned for the position. An individual in this position must be able to successfully meet the expectations listed above.

EDUCATION AND EXPERIENCE

Education

• Bachelor’s degree from an accredited institution required.
• MBA, PharmD, MPH, MPA, or other advanced degree preferred.

Experience

• Minimum of 7 years of commercial experience in pharmaceutical, biotech, or market access roles preferred.
• Biosimilar, specialty pharmacy, and/or generic experience strongly preferred.

Functional Expertise

• Biosimilar and/or specialty products reimbursement, billing and coding experience preferred.
• Advanced knowledge of Medicare Part B, Medicare Advantage, Medicare Supplement, Commercial Medical and Pharmacy benefits required.
• Buy-and-bill experience required; demonstrated field application in prior roles strongly preferred.
• Experience working in therapeutic areas serviced by Specialty Pharmacy and/or GPOs preferred.

Therapeutic Area(s)

• Urology, Immunology, and/or Endocrinology experience required.
• Oncology experience preferred.

Technology & Other Requirements

• Proficiency in CRM systems and Microsoft Office tools (Power BI, Word, PowerPoint, Excel, Outlook).
• Strong virtual communication and presentation capabilities.
• Clean driving record.

PHYSICAL / WORK ENVIRONMENT

This position operates in a professional, remote work environment. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Accord provides equal employment opportunities (EEO) to all employees and applicants for employment consistent with applicable local, state or federal law. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.