Department: Commercial

Reports To: John Zatarain

FLSA Status: Exempt

Job Type: Direct Hire, Full-time

Location: Remote

COMPANY DESCRIPTION:

Accord BioPharma, a division of Accord Healthcare and a wholly owned subsidiary of Intas Pharmaceuticals Ltd, is at the forefront of developing and licensing cutting-edge therapies in oncology, urology, women’s health, and primary care. With one of the industry's most robust biosimilar pipelines, we are on the brink of significant growth over the next 3-5 years.

• Commitment to Excellence: At Accord BioPharma, we are committed to the right approach, the right improvements, and delivering the right medicines at the right time. This dedication forms the foundation of our culture and empowers our team to make a positive impact on the full patient experience.
• Vision for Excellence: Our senior leadership's vision is to become the most admired life science organization in the US.
• Entrepreneurial Spirit: Our entrepreneurial spirit allows us to adapt to an ever-evolving healthcare landscape. This flexibility, combined with the backing of our parent company Intas Pharmaceuticals, ensures that patients have access to the medications they need when they need them.
• Family-Like Culture: Our company is built to feel like a family, with a culture woven from compassion and collaboration. This unique environment is something we are extremely proud of and fiercely protective of.
• People-Centric Leadership: Our senior leaders are hand-picked based on the same values on which the company was founded.
• Inclusive and Collaborative Environment: At Accord BioPharma, everyone's voice matters. We encourage all team members to contribute their ideas and perspectives, fostering a collaborative environment where challenges are solved together.
• Core Values: Built on values like humility, empathy, trust, respect, and creativity, our company fosters a familial environment and a high degree of like-mindedness. This ensures our team is always aligned in working toward improved experiences and outcomes for patients.

POSITION OVERVIEW:

The Regional Sales Director (RSD) leads and develops all field personnel within their region to drive oncology product performance. This role includes staffing, coaching, and guiding the team to achieve strategic objectives aligned with company values. The RSD must demonstrate strong command of their territory, customers, key accounts, and personnel, identifying opportunities and challenges and implementing action plans accordingly. They work closely with Key Account Directors (KADs) to ensure alignment and execution of key account strategies. The RSD is also responsible for providing regular (e.g., weekly, monthly, quarterly) performance updates to senior leadership. Effective communication, collaboration, and talent development are essential to success.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

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

• Daily Oversight: Manage daily field activities to achieve regional results.
• Market Dynamics: Maximize market, segment, and team dynamics to drive top- and bottom-line results.
• Customer Engagement: Establish and nurture strong relationships with key stakeholders in hospitals and oncology practices—such as physicians, pharmacists, hospital administrators, and formulary committees—to support regional business objectives and ensure effective pull‑through.
• Collaboration: Ensure smooth, collaborative efforts in both day-to-day and long-term business execution.
• Leadership: Set the tone and pace for business processes and organization.
• Compliance: Maintain a thorough understanding of all relevant compliance laws, policies, and processes, ensuring full compliance by self and team.
• Business Planning: Provide direction and insights to key internal partners during the business planning process.
• Communication: Consistently communicate and collaborate with Urology RSDs, Oncology KADs, and internal colleagues to drive exceptional business results while maintaining high ethical standards.
• Technical Expertise: Maintain the required technical expertise to respond accurately to all questions regarding products, policies, and business-related issues from customers and representatives.
• Meeting Planning: Effectively plan and conduct action plans and other meetings with members of the Corporate Leadership.
• Training: Develop and implement training programs to enhance the skills and knowledge of the sales team.
• Marketing Collaboration: Work closely with the marketing team to align sales strategies with marketing initiatives and campaigns.
• Data & Analytics: Utilize data and analytics to drive decision-making and optimize sales strategies.
• Market Access and Affordability: Ensure product availability and affordability by collaborating with market access teams to pull through sales based on access and affordability strategies.
• Patient Services: Partner with patient services colleagues to ensure a patient-centric approach and positive patient experience across the journey.
• Presentations: Prepare and deliver presentations to senior leadership that demonstrate a command of the business and highlight regional performance and strategic initiatives.
• Additional Duties: Perform all other duties as assigned.

PEOPLE LEADERSHIP:

• Coaching and Development: Coach, mentor, educate, and develop direct and indirect team members to enhance individual selling skills and elevate overall team performance.
• Accountability: Hold direct reports accountable for behaviors and expectations.
• Staff Management: Interview, select, and supervise department staff; communicate, interpret, and discuss company policies and procedures with the team.
• Daily Management: Oversee the day-to-day management of the regional team.
• Performance Standards: Partner with senior leadership to determine job objectives, work methods, and performance standards; review performance relative to departmental objectives, discuss appraisals with each employee, and manage performance.
• Personnel Actions: Authorize and communicate salary changes, promotions, transfers, discipline, and discharge, and administer all other personnel actions.

EXPECTATIONS OF THE JOB:

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

• Leadership Experience: Minimum 5 years of people‑leadership experience, ideally in oncology or specialty therapeutics.
• Strategic Acumen: Evaluate market dynamics and competitive trends to identify regional opportunities and risks.
• Data‑Driven Insight: Use analytics and account performance metrics to shape strategy, allocate resources, and guide execution.
• Problem‑Solving: Diagnose challenges, determine root causes, and implement timely, effective actions.
• Market Access Expertise: Demonstrated success in field reimbursement leadership, with strong understanding of local/regional access, pull‑through, and Buy‑and‑Bill dynamics.
• Clinical Mastery: Strong clinical and product knowledge to guide messaging and support complex customer discussions.
• Performance Leadership: Provide clear feedback, develops talent, and drives continuous improvement.
• Team & Culture Builder: Foster a high‑performance, accountable, and fully engaged team environment.
• Cross‑Functional Influence: Collaborate and lead across the organization without formal authority.
• Relationship Management: Builds and sustains strong relationships with HCPs, key decision makers, and organized customers.
• Organizational Excellence: Excel at prioritization and managing multiple initiatives simultaneously.
• Independent & Collaborative: Operate effectively both independently and within a team‑oriented environment.
• Sales Results: Consistent track record of achieving or exceeding sales and business objectives.
• Technical Proficiency: Proficient in CRM platforms and commercial productivity tools.

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:

The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required:

• Education: Bachelor’s degree from an accredited college/university required.
• Experience and/or Training: At least 8 years of pharmaceutical sales experience, with at least 3 years in a hospital and large oncology clinic selling environment.
• Therapeutic Area Experience: Oncology experience required. Medical Benefit/Buy and Bill experience is required.
• Licenses/Certificates: Clean Driving Record.
• Technology/Equipment Computer Skills: Word, PowerPoint, Excel, Outlook, Teams, Power BI, Veeva, AI‑driven analytics and productivity tools, and videoconferencing platforms.

This role is ideal for a driven and knowledgeable sales leader who is passionate about making a difference in the field of oncology.

PHARMACEUTICAL AND ONCOLOGY-SPECIFIC RESPONSIBILITIES:

• Product Knowledge: Stay updated on the latest oncology products, treatments, and industry trends to provide accurate information and support to the team.
• Regulatory Compliance: Ensure all activities comply with pharmaceutical industry regulations and standards, including FDA guidelines and other relevant authorities.
• Clinical Collaboration: Work closely with clinical teams to understand and communicate the clinical benefits and applications of oncology products.
• Organized Customers: Strong understanding of IDNs, GPO contracts, 340B, and the hospital formulary approval process. Buy and Bill experience is required.
• Patient Focus: Ensure that all sales activities prioritize patient safety and efficacy, maintaining a patient-centric approach in all interactions.
• Reasonable Accommodations: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

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

PHYSICAL/MENTAL DEMANDS AND WORKING ENVIRONMENT:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Work is performed in professional office settings with generally low to moderate noise levels.
• The role requires approximately 60% travel on average.

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.