Regional Sales Director, KAM Team, Oncology, West

Department: Commercial

Reports To: John Zatarain, 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), Key Account Managers (KAMs) is fully accountable for regional sales performance through the execution quality, productivity, and compliance of the KAM team. This role serves as the primary people leader for KAMs, responsible for translating commercial strategy into disciplined territory execution that drives access, adoption, and revenue growth across the oncology portfolio.

The RSD provides hands-on field leadership, coaching, and performance management to ensure consistent execution across a geographically dispersed team. Regional results, execution quality, customer experience, and talent development are direct measures of success in this role.

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.

• Field Leadership & Accountability: Directly manage, coach, and hold Key Account Managers accountable for territory execution, customer engagement, and sales performance, owning regional results through consistent field leadership.
• Strategy Translation & Execution: Translate brand, access, and commercial strategy into actionable regional and territory‑level plans aligned with oncology priorities.
• Execution Quality & Coaching: Inspect and coach KAM execution including territory planning, account prioritization, call quality, messaging, and follow‑through to ensure high‑quality, compliant activity.
• Performance Management: Identify performance gaps and lead corrective action through coaching, re‑prioritization, resource application, and performance management when expectations are not met.
• Data‑Driven Insight: Analyze regional performance data, market dynamics, access barriers, and customer insights to identify opportunities, risks, and necessary adjustments.
• National–Local Alignment: Partner closely with Key Account Directors (KADs) to ensure alignment between national account strategy and local territory execution.
• Cross‑Functional Coordination: Collaborate cross‑functionally with Marketing, Market Access, Medical Affairs, Field Reimbursement, Patient Services, and Sales Leadership to support coordinated customer strategies.
• Executive Communication: Provide regular performance updates, forecasts, and insights to senior leadership.
• Perform additional duties as assigned.

PEOPLE LEADERSHIP

• Coach and mentor KAMs through regular field interactions, feedback, and development planning to elevate performance and capabilities.
• Establish clear performance objectives and hold KAMs 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.

ONCOLOGY & MARKET ACCESS RESPONSIBILITIES

• Ensure KAMs demonstrate strong clinical, product, and buy-and-bill knowledge across oncology.
• Guide KAMs in effectively navigating IDNs, GPOs, 340B environments, and formulary processes.
• Reinforce effective execution of access strategies, reimbursement support, and customer pull-through.
• Ensure all regional execution aligns with FDA regulations, company policies, and ethical standards.
• Model and reinforce a patient-first mindset in all commercial decisions and field activity.

EXPECTATIONS OF THE JOB

• Demonstrates strong people leadership with the ability to coach, develop, and inspire field-based sales professionals.
• Drives consistent accountability, execution discipline, and performance across a large, geographically dispersed KAM team.
• Applies strategic thinking and sound judgment to navigate market complexity and access challenges.
• Balances coaching, performance management, and business leadership responsibilities effectively.
• Communicates clearly, delivers candid feedback, and builds trust with direct reports and internal partners.
• Leads with integrity, professionalism, and an unwavering commitment to compliance and company values.
• Influences cross-functionally to achieve business objectives without formal authority.

The above statements reflect the general level of work performed and are not intended to be an exhaustive list of all responsibilities.

EDUCATION AND EXPERIENCE

Education

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

Experience

• Minimum of 8 years of pharmaceutical sales experience, including at least 3 years in hospital and large oncology practice environments.
• Oncology experience required.
• Medical benefit / buy-and-bill experience required.

Functional Expertise

• Advanced knowledge of oncology market access and reimbursement, including Medicare Part B, Medicare Advantage, Medicare Supplement, and Commercial Medical and Pharmacy benefits.
• Demonstrated expertise in buy‑and‑bill economics and their impact on access, pull‑through, and sales execution.
• Strong understanding of integrated customer environments, including IDNs, GPOs, institutional formularies, and value decision‑making processes.
• Experience with institutional contracting and distribution channels, including GPOs, wholesalers, and 340B environments, preferred.
• Proven ability to leverage performance data and analytics to guide coaching, prioritize resources, and inform decision‑making.
• Oncology market access, reimbursement, and billing and coding experience preferred.

Therapeutic Area

• Oncology experience required.
• Urology and Immunology 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.
• Familiarity with data-driven analytics and virtual engagement tools.
• 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.