Regional Director, HIV Prevention Field Activation -- Southeast

The Southeast area covers, Florida, Georgia, Alabama, North Carolina, Ohio, Tennessee, Indiana

Key Responsibilities:

Player Coach Dynamic:

• Lead by example as a player-coach, partnering with team members to ensure key strategic accounts and institutions are activated.  Set high-performance standards, role model integrity and customer focus while fostering a positive, inclusive team culture aligned with Gilead’s values. Actively engage in the field alongside your team, empowering the team, providing direct customer engagement, mentoring, and tactical support to drive team success.

Team Performance & Development: 

• Recruit, hire, and manage a team of Market Expansion Specialists, a new role to carry out an innovate strategy in HIV Prevention.  Ensure they have the tools, training, and resources to excel in a dynamic and changing environment. Provide continuous coaching, feedback, and development opportunities to build a resilient and high-performing team.

• Set clear behavioral and performance expectations for the team, regularly assess progress, and provide actionable feedback in an atmosphere where outcomes may be delayed behind efforts. Track and reinforce measures of team effectiveness to ensure alignment with corporate objectives.

 Strategic Planning and Execution: 

• Analyze regional market data and trends to develop and execute a strategic market expansion plan that aligns with national goals. Guide your team in implementing this plan, and drive focus and prioritization, ensuring they achieve or exceed regional team goals.

• Focuses the team on the right leading indicators of performance and impact.  Translates enterprise strategy into aligned short-and-long-term tactics.  Demonstrates comfort with ambiguity while creating clarity in the market where possible.

• Assesses with solution orientation, identifying local pathways where clear processes may not exist.

Operationalization & Science Integration & Business Acumen:

• Understand the complexities of the healthcare ecosystem, identify archetypal customer journeys, and Gilead’s role within the ecosystem. Develop strategies to seamlessly integrate Gilead’s processes into client operations, ensuring quick uptake and smooth adoption of our therapies.

• Demonstrate a deep understanding of industry trends, competitive landscape, and regulatory environment. Use this knowledge to guide the team and make informed business decisions.

• Ensure team can lead local cross-functional account-focused team and work effectively with cross-functional colleagues to ensure a seamless customer experience.

• Ensure focus on the scientific understanding of Gilead's therapies as well as operationalizing these therapies within healthcare ecosystems, developing process/leading indicators, client journey.

Customer Relationship Management: 

• Responsible for representing PrEP to a defined customer base, generating, and activating. PrEP utilization and consistently achieving or exceeding market expansion targets within a specific geographic area, including, but not limited to, in-person representation and face-to-face meetings with healthcare practitioners within the assigned area, as well as with office and other local stakeholders as appropriate.

 Cross-Functional Collaboration: 

• Collaborate with cross-functional teams, including Community Liaisons, Market Access, Medical, and other internal stakeholders, to support strategic initiatives and drive regional success.

• Coach team to effectively collaborate with local cross-functional teams; optimize cross-functional ways of working within and across teams.

• Encourages knowledge sharing and cooperation across the team and ecosystem organization.

Compliance and Integrity/Compliance and Legal Adherence: 

• Ensure all field activities and team actions comply with Gilead’s commercial compliance policies and applicable federal and state laws. Foster a culture of integrity and ethical behavior within the team.

• Ensure all team members comply with Gilead’s commercial compliance policies and all applicable federal and state laws regarding product promotion and information dissemination.

Field Engagement: 

• Actively participate in customer-facing activities, including in-person meetings and events, to maintain a strong presence in the market and support the team in achieving its goals.

Travel: 

• Willingness to travel within the assigned region to engage with the team and customers as necessary.

Demonstrated Abilities:

• Strategic Leadership in Sales: Demonstrated success in developing and executing strategic sales plans that align with national goals and drive regional success.

• Player-Coach Leadership Style: Ability to balance strategic leadership with hands-on involvement, engaging directly with the team and customers to drive results.

• Cross-Functional Collaboration Skills: Track record of effective leadership and collaboration with internal stakeholders such as National Accounts, Marketing, and Medical Scientists to meet account needs and achieve strategic objectives.

• Operational and Scientific Acumen: Strong understanding of pharmaceutical therapies' scientific aspects and the operational processes required for successful implementation in healthcare settings.

• Team Development Experience: Experience recruiting, training, and developing high-performing field teams, focusing on continuous improvement and resilience.

• Experience in Healthcare Ecosystem Integration: Proven ability to understand and navigate complex healthcare ecosystems; rare disease, institution/account management, and launch experience a key asset.

• Experience in complex selling environments: Familiarity with buy-and-bill and/or institutional sales and proven ability to coach teams in these environments.

• Collaborative Matrix Leadership: Demonstrated ability to coach teams to lead and succeed in a cross-functional, account-focused environment, prioritizing team success and patient access over individual recognition.

• Project Management Expertise: Demonstrated ability to lead and manage cross-functional projects with significant organizational impact, achieving strategic goals through solid project management.

• Customer Relationship Management Excellence: Ability to cultivate and maintain strong relationships with key healthcare stakeholders, ensuring effective product knowledge and disease awareness communication.

• Compliance and Ethical Leadership: Deep understanding of pharmaceutical sales regulations and compliance requirements, committed to fostering a culture of integrity and ethical behavior within the team.

• Patient-Centric Focus: Collaborative leadership approach dedicated to ensuring patient access and positive outcomes through teamwork, placing patient and team success at the forefront.

• Diverse and Market-Reflective Talent: Proven ability to attract, retain, and lead a diverse team.

Note: 

This job description outlines the general responsibilities and qualifications for this position. It is not exhaustive, and other duties may be assigned as necessary to meet business needs.

Basic Qualifications:

High School Degree and Sixteen Years Experience, OR

Associate degree and Fourteen Years Experience, OR

Bachelor's Degree and Twelve Years' Experience, OR

Master's Degree and Ten Years Experience, OR

Ph.D. and Eight Years Experience

• Ability to engage in such travel as may be reasonably required, including regular travel within the assigned area (and, to the extent applicable, satisfaction of any requirements associated with such travel).

• Satisfaction of any onsite visitation requirements of healthcare practitioners within an assigned area, if applicable (which may include but not be limited to, by way of example, vaccinations, drug and background screenings, and any other requirements that certain healthcare practitioners may adopt)

• To perform this job successfully, the employee must be able to perform each essential duty satisfactorily.  The abovementioned requirements represent the knowledge, skill, and/or ability required for success.  Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

• A valid driver's license is required.

Preferred Qualifications:

• 12 years of relevant commercial experience in marketing, sales, or related commercial function

• 5+ years of experience in leading Hospital/Specialty Pharmaceutical Sales teams

• Demonstrated excellence in pharmaceutical sales leadership through demonstrating effective prospecting and new customer activation, successfully converting leads into loyal clients.

• Proven ability to train sales representatives on turning a prospect into a customer through strategic outreach and resilience.

People Leader Accountabilities

• Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.

• Develop Talent - understand the skills, experience, aspirations, and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.

• Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.