VP, Head of Sales

Company: Dicerna
Location: Cambridge
Posted on: January 12, 2021

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 select Are you Hispanic/Latino? Please select Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to 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 to VEVRAA. 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