Regional Business Director, Great Lakes

POSITION SUMMARY 

The Regional Business Director (RBD) is a first-line field leader responsible for leading, coaching, and developing a team of (7) Regional Account Managers to deliver strong, sustainable business performance and meaningful patient impact across an assigned region. The RBD translates national and zone strategy into focused local execution, builds a culture of continuous learning and accountability, and ensures the team operates with clinical credibility, business discipline, and a deep commitment to patients and caregivers.

This leader will create clarity in a complex rare disease environment, set high standards for execution, and develop talent through frequent field coaching, timely feedback, individualized development plans, and stretch opportunities. The RBD will also serve as a trusted cross-functional partner, bringing forward actionable field insights and aligning Marketing, Medical Affairs, Market Access, Patient Services, Commercial Training and Effectiveness, Operations, and Advocacy around the needs of customers, patients, and the business.

Assigned Area: NY, PA, OH, MI

JOB FUNCTIONS/RESPONSIBILITIES

Regional Strategy & Performance Leadership

• Translate national and zone priorities into a focused regional business plan with clear objectives, account priorities, resource allocation, and measures of success.
• Set a disciplined operating rhythm that includes field coaching, business reviews, performance tracking, opportunity planning, and rapid course correction.
• Use data, market intelligence, and field insights to identify growth opportunities, anticipate barriers, and improve execution across the region.
• Own regional results and resource stewardship, including budget management, forecasting, and alignment of team activity to the highest-impact opportunities.

People Leadership, Coaching & Development

• Recruit, onboard, develop, engage, and retain high-performing Regional Account Managers who demonstrate strong clinical credibility, business judgment, and patient focus.
• Spend meaningful time in the field observing customer engagement, coaching in the moment, reinforcing strengths, and addressing capability gaps through clear, actionable feedback.
• Create individualized development plans, provide stretch opportunities, and build succession and promotion readiness across the team.
• Set clear expectations and hold self and team accountable for behaviors, execution quality, and results; address performance concerns promptly, consistently, and fairly.

Customer, Account & Patient Impact

• Ensure the team develops thoughtful account strategies that reflect local patient journeys, referral networks, access dynamics, customer needs, and competitive realities.
• Raise the quality and consistency of customer engagement across pediatric and adult hepatology and gastroenterology settings, including priority systems and centers of excellence.
• Support compliant coordination across field partners to help remove appropriate barriers in the patient journey from identification through treatment initiation and persistence.
• Promote a customer’s experience grounded in trust, empathy, responsiveness, and follow-through with healthcare professionals, and care teams.

Clinical & Business Acumen

• Build a team that can confidently bridge science and strategy in a high-science rare disease market.
• Maintain strong knowledge of rare cholestatic liver disease, the Liver portfolio, market dynamics, patient support pathways, access and reimbursement, and the evolving competitive landscape.
• Coach the team to communicate with clinical relevance, ask insightful questions, challenge constructively, and tailor engagement to the needs of each customer and account.

Cross-Functional Leadership

• Build trusted partnerships across Marketing, Medical Affairs, Market Access, Patient Services, Commercial Training and Effectiveness, Operations, Analytics, and Advocacy.
• Bring forward timely, objective, and actionable field insights that inform strategy, messaging, training, resource development, and execution priorities.
• Align cross-functional partners around regional opportunities and barriers, clarify ownership, and ensure consistent follow-through on agreed actions.

Culture, Change & Compliance

• Lead with humility, transparency, optimism, and consistency; create a safe, inclusive environment where people can learn, contribute, and perform at their best.
• Champion change, simplify complexity, remove obstacles, and help the team remain focused and resilient amid ambiguity and evolving business needs.
• Model and reinforce the highest standards of ethical conduct and compliance with all laws, regulations, company policies, and approved promotional practices.

QUALIFICATIONS

Education/Experience:

• Bachelor’s degree required; advanced degree preferred
• 10+ years of progressive commercial experience in the pharmaceutical or biotechnology industry.
• 3+ years of successful first-line sales leadership experience with direct responsibility for field team performance and talent development.
• Demonstrated track record of delivering business results while building engaged, capable, and accountable teams.
• Strong experience coaching in the field, providing candid and constructive feedback, managing performance, and developing future leaders.
• Rare disease, orphan drug, or highly specialized high-science commercial experience.
• Experience in hepatology, gastroenterology, pediatric specialty care, or other complex specialty markets.
• Experience leading through launch, indication expansion, organizational change, or a dynamic competitive market.
• Knowledge of account-based selling, health-system dynamics, referral networks, centers of excellence and the role of patient services in rare disease markets
• Experience partnering closely with Medical Affairs, Market Access, Patient Services, Marketing, Commercial Training and Effectiveness, and Operations.
• Ability to interpret business data, identify insights, develop regional strategies, and translate plans into consistent field execution.
• Excellent communication, executive presence, judgment, organizational skills, and ability to prioritize in a fast-moving environment.
• Valid driver’s license and ability to travel up to 70%, including frequent overnight travel and occasional weekend commitments.

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