VP, Head of Sales
Company: Dicerna
Location: Cambridge
Posted on: January 12, 2021
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Job Description:
We develop people, processes, information, and operations to
establish Dicerna as an emerging player in the RNAi market. We are
seeking VP, Head of Sales to build the US Sales team and related
infrastructure capabilities. The ideal candidate will have a
demonstrated track record of building and leading high performing
sales teams to accomplish ambitious objectives. The Head of Sales
should possess a "start-up" mentality and hold values consistent
with our patient and science-focused culture. They will be
motivated by the opportunity to bring a rare disease
commercialization mindset and to build the Sales infrastructure
which will lay the foundation for the success of Nedosiran and
Dicerna's portfolio. Leadership Requirements: Passion for
Customers: Understands customers, stakeholders and patients to
deliver innovative therapeutics. Thinks Strategically: Quickly
identifies and acts on opportunities, combining forethought with
action based on an understanding of the external environment and
its impact on our brand(s). Entrepreneurial: Adaptive and motivated
to build and lead while "rolling up their sleeves" to get it done.
Develops People and Organization: Demonstrates a genuine commitment
to the time and effort needed to develop oneself and others. Drives
Performance: Holds self and others accountable for the achievement
of performance expectations. Creates an environment that enables
others to perform at their best. Acts Decisively: Makes and acts on
decisions quickly and effectively and fosters the same in others
based on an underlying courage to enable appropriate risk-taking
for the business. Works Collaboratively: Actively creates and
promotes cross-functional collaboration focused on achieving better
business results. Key Responsibilities: Design the optimal sales
organization to support the successful launch and growth of
Nedosiran and future products., Key responsibility to recruit,
hire, develop, motivate and retain high-performing national and
regional sales management and field representative talent.
Collaborate with marketing, market access, patient services and
commercial operations to develop national sales strategies and
tactics for successful product launch and beyond. Work closely with
the brand team to set launch targets and objectives, support
definition of KPIs, and proactively monitor and adjust incentives
and metrics to drive commercialization success Lead the evolution
of sales support infrastructure to develop and implement
operational processes for required business planning including
customer targeting, alignments, size, structure and incentive
compensation Provide input on requirements for sales force systems,
data, training programs, performance metrics, and selling resource
decisions Collaborate with legal, regulatory, compliance and other
internal stakeholders to ensure tactics and operations are executed
in compliance with legal and regulatory guidelines Develop the
company's long-range sales strategy and forecast sales volumes for
upcoming launch and future product lines. Upon launch, motivate and
drive commercial team performance to ensure treatment to patients
and deliver on revenue objectives while continuously assessing
performance metrics and adjusting strategies and plans to achieve
results Partner with Medical Affairs and Market Access to ensure
compliant field coordination and customer/patient support Work with
the Brand Team, Insights, and Sales Operations to design reporting
and business analytics to understand and report market developments
through quarterly business reviews and routine management
reporting. Use the metrics to inform long-term and short-term
strategy Qualifications:
BA/BS degree; preferably advanced degree in a relevant field (e.g.,
MBA) Minimum of 15 years' experience in biopharma sales leadership,
including at least 5 years' of recent experience in rare diseases.
Demonstrated commitment to building and reinforcing a culture of
compliance and accountability Proven track record for consistently
meeting or exceeding quantitative and qualitative Sales targets
Demonstrated understanding of the payer and clinical landscape,
especially in specialty & rare diseases Proven patient centricity
demonstrated by empathy, understanding and commitment to support
Proven ability to recruit, hire, develop, motivate and retain and
lead high-performing sales talent Demonstrated abilities to
interact and collaborate with internal and external stakeholders,
including marketing, market access, medical affairs, compliance and
others Experience developing and applying various primary research
techniques and secondary to inform business decisions Ability to
manage, prioritize and lead numerous projects simultaneously
Demonstrated ability to lead through change, risk, and ambiguity
and act decidedly with incomplete or imperfect information
Demonstrated ability to influence laterally and vertically; ability
to influence without authority, motivate and lead sales teams, and
maintain high levels of respect for and from peers Strong biopharma
commercial acumen and excellent communication and interpersonal
skills; consultative background preferred Ability to travel
domestically and internationally U.S. Equal Opportunity Employment
Information (Completion is voluntary) Individuals seeking
employment at Dicerna are considered without regards to race,
color, religion, national origin, age, sex, marital status,
ancestry, physical or mental disability, veteran status, gender
identity, or sexual orientation. You are being given the
opportunity to provide the following information in order to help
us comply with federal and state Equal Employment
Opportunity/Affirmative Action record keeping, reporting, and other
legal requirements. Completion of the form is entirely voluntary.
Whatever your decision, it will not be considered in the hiring
process or thereafter. Any information that you do provide will be
recorded and maintained in a confidential file. Gender Please
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protected veterans listed below, please indicate by making the
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Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we
request this information in order to measure the effectiveness of
the outreach and positive recruitment efforts we undertake pursuant
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"disabled veteran" is one of the following: a veteran of the U.S.
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Voluntary Self-Identification of DisabilityWhy are you being asked
to complete this form? We are a federal contractor or subcontractor
required by law to provide equal employment opportunity to
qualified people with disabilities. We are also required to measure
our progress toward having at least 7% of our workforce be
individuals with disabilities. To do this, we must ask applicants
and employees if they have a disability or have ever had a
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ask all of our employees to update their information at least every
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major life activity, or if you have a history or record of such an
impairment or medical condition. Disabilities include, but are not
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Keywords: Dicerna, Cambridge , VP, Head of Sales, Sales , Cambridge, Massachusetts
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