Shire VP, Head of Sales - Ophthalmics in Remote, Massachusetts
Initiates the planning, development, coordination and execution of a comprehensive sales plan to achieve business unit objectives in a compliant manner. Constructs, sets the vision and leads the inaugural launch of the US Ophthalmic Sales organization (approx. 300 reps / 32 managers/ 3-4 Zone Directors) calling on Ophthalmologist and Optometrists. Ensures full compliance of sales organization with applicable laws and regulations and Shire values and policies.
% of Time
Job Function and Description
Accountable for delivering the gross & net revenues, market share, & other performance metrics, etc. for US as directed by the BU Head (and approved by the ExCo). Translates business strategy into operational goals and objectives, galvanizes resources and aligns incentives to execute plans. Creates and executes a comprehensive sales plan that optimizes key metrics for the business unit.
Collaborates with BU Head and HCP Marketing Lead to develop sales strategy including identification of new market opportunities, product branding, product launches, and marketing campaigns through excellent local sales execution.
Responsible for the sizing, deployment, operation and performance of the US sales force. Develops and implements practices that reflect a patient centric mindset. Identifies opportunities for enhancing sales team effectiveness.
Line management (managing performance, developing people, and creating a Brave culture) of sales organization. Manages US sales talent through building organizational capabilities to execute short term and long term strategies. Creates an engaging culture that recognizes performance and ethical behavior and also builds a culture of accountability for conducting business with integrity and within legal guidelines.
As part of the Ophthalmic BU leadership team, develops and ensure the execution of the long-term global BU strategy, objectives, and culture to meet the needs of the business. Provides overall management, guidance and direction to the broader function, and establishes and models the desired tone and culture for the BU.
Education and Experience Requirements
Bachelor’s degree required.
Advanced degree preferred.
Generally has 20+ years of experience in pharmaceutical sales with at least 10 years of Ophthalmic & Optometric experience in a sales management position at the National level
Key Skills, Abilities, and Competencies
Highly developed business acumen with the ability to use knowledge of the industry and marketplace to formulate strategies that identify long-term benefits for customers and evaluates decisions by taking into account the interests of the entire organization and by
Demonstrated ability to drive the achievement of business goals through aligning people, process, structure, information and communication systems
Ability to ensure that talent pipelines are proactively managed to ensure Shire’s leadership needs for the future
Demonstrated ability to collaborate across disciplines to align sales execution to product strategies
Inspires and motivates others by helping the broader sales organization understand Shire’s strategy and future
Initiatives ways to improve performance by developing novel approaches
Ability to shape and implement change efforts
Ability to build relationships quickly; track record for strong relationships with team and customers
Builds a Collaborative Culture:
Builds and models a culture of questioning and constructive challenge and collaboration to foster openness and candid dialogue among the BUs and regions and other decision making bodies. Listens to and carefully considers other’s perspectives, especially to manage and resolve conflict.
Leads with Strategic Agility:
Develops bold strategic plans and crafts pragmatic solutions to implement them. Moves easily between addressing current needs and planning for the future with informed insight. Considers marketplace and economic forces and trends and how it affects our business.
Clearly communicates the need for change. Decides and acts, even when faced with uncertainty. Quickly focuses on the critical issues while prioritizing current work.
Develops Organizational Capability:
Builds and improves effective internal systems and processes that align with organizational priorities, while inspires passion or growth and change in Shire’s people. Builds and fosters effective teams in a global matrix organization. Considers and addresses business and development needs both locally and globally.
Generates breakthrough solutions, and enables others to do the same. Draws on unexpected or seemingly unrelated ways of thinking. Incorporates stakeholder feedback to improve the business.
Complexity and Problem Solving
Describe the decisions made by the incumbents on a regular basis. Include decisions within the incumbent’s authority to make as well as those decisions that must be referred to a higher level.
Creates and delivers sales strategy for the short and long term. Must monitor and spot trends early in order to maximize opportunities and minimize risk.
Internal and External Contacts
Position is accountable to Business Unit Head.
Internal Contacts: Marketing Leads (Consumer/HCP); functional leads in Pricing & Reimbursement/Corp Accounts, Government Affairs, Commercial Operations, Global Medical Affairs (MSLs, Publications, Medical Communications), Market Development, Sales Leadership in other BUs, Compliance, Strategic Planning
External Contacts: Customers, Commercialization Partners
Other Job Requirements
Approximately 60% domestic and occasional international travel required. (if not home office based)
Equal Employment Opportunity
Shire is an Equal Opportunity Employer committed to a diverse workforce. Shire will not discriminate against any worker or job applicant on the basis of race, color, religion, gender, national origin, ancestry, age, sexual orientation, marital or civil partnership status, pregnancy, gender reassignment, non-job related mental or physical disability, genetic information, veteran status, military service, application for military service, or membership in any other category protected under law.
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EEO is the Law – Supplement - https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA508c.pdf
Pay Transparency Policy - https://www.dol.gov/ofccp/pdf/pay-transp_formattedESQA508c.pdf
Shire is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please call 484-595-8400 and let us know the nature of your request and your contact information.
Shire is the leading global biotechnology company focused on serving people with rare diseases and other highly specialized conditions. We strive to develop best-in-class products, many of which are available in more than 100 countries, across core therapeutic areas including Hematology, Immunology, Neuroscience, Ophthalmics, Lysosomal Storage Disorders, Gastrointestinal/Internal Medicine/Endocrine and Hereditary Angioedema; and a growing franchise in Oncology.
Our employees come to work every day with a shared mission: to develop and deliver breakthrough therapies for the hundreds of millions of people in the world affected by rare diseases and other high-need conditions, and who lack effective therapies to live their lives to the fullest.