Apply on Employer Site

Tandem Diabetes Care · 3 hours ago

Sr. Area Business Director - West Region

California, United States

Full-time

Hybrid

Director/Executive

$230K/yr - $373K/yr

15+ years exp

Tandem Diabetes Care is a leader in the diabetes technology industry, focused on creating innovative solutions for people living with diabetes. The Sr. Area Business Director for the West Region will direct commercial activities and business performance, leading strategic execution across multiple departments to drive growth and efficiency.

Medical Device

No H1B

Responsibilities

Provides strategic sales leadership to achieve and exceed quarterly, annual revenue and gross margin targets

Develops and executes integrated commercial/business plans, sales forecasts and goals to drive growth. Leads integrated area franchise team (model) with sales management, and cross-functional representatives from market access, inside sales, marketing, clinical affairs and other departments as needed

Reviews and analyzes regional sales reports, identifying trends and implementing strategies to optimize performance

Collaborates with senior clinical leadership to strategically allocate pump training resources, ensuring exceptional customer satisfaction while maximizing gross margin impact

Leads area-level market access initiatives, including PBM partnerships, pharmacy distribution strategies, and payer engagement to ensure strong reimbursement pull-through, in collaboration with market access (e.g., account management and HEOR teams)

Develops and executes PBM pull-through strategies, enhancing coverage and formulary adoption through specialty and retail pharmacy channels in collaboration with market access

Establishes and expands partnerships with DME vendors, ensuring streamlined product access, pipeline management, key initiatives (e.g., promotion) and support

Builds relationships with key stakeholders in payer, provider, and pharmacy networks to improve product access and patient affordability

Works cross-functionally with Finance, Marketing, and Operations to optimize forecasting, P&L management, and budget planning

Coaches, mentors and develops Regional Sales Managers, fostering a high-performance culture within the field sales team (consisting of Territory Managers and Clinical Diabetes Specialists)

Leads cross-functional commercial initiatives as assigned, representing field sales in strategic decision-making processes

Collaborates with internal and external partners to expand regional business opportunities and enhance competitive positioning. Participates in industry related events and conferences, including KOL meetings

Assists the Vice President, Sales in preparing executive-level reports, business reviews, and strategic planning sessions

Supports short-term planning for the department including headcount, budgeting, training, and systems requirements

Participates in the selection, development, performance appraisal, merit recommendation, and promotion of staff

Ensures department staff is properly trained, per designated training plan, before assuming job responsibilities

Ensures compliance with company policies, including Privacy/HIPAA, and other legal and regulatory requirements

Other responsibilities as assigned

Qualification

Sales leadershipMarket access strategiesP&L managementPharmacy channel strategyDME channel strategyFinancial planningCross-functional team managementNegotiation skillsMicrosoft Office SuiteCRM softwareBusiness analytics toolsEmotional intelligence

Required

BS/BA in Business Administration, Life Sciences, Finance, or related field

15 plus years of progressive sales leadership experience in medical devices, biotech, or pharmaceuticals

5 plus years in a senior sales leadership role (Area Sales Director, Zone VP, or Regional GM)

Proven track record of successfully driving PBM pull-through, pharmacy partnerships, and market access strategies

Experience managing P&L, forecasting, and financial planning in a complex commercial environment

Expertise in field force leadership, effectiveness, sales models, and performance management

Expertise in pharmacy channel strategy, PBM engagement, and pharmacy adjudication

Expertise in DME channel strategy, engagement, and partnership

Deep knowledge of payer reimbursement models, including medical and pharmacy benefit frameworks

Strong financial acumen, with experience in P&L management, budget forecasting, and long-range planning

Demonstrated leadership in developing and executing market access and broader commercial initiatives in clinical and medical functions

Proven ability to manage cross-functional teams and influence senior-level stakeholders

Advanced negotiation and presentation skills

Skilled at effectively communicating department or area issues and results within and across functional areas and conducting presentations of technical information concerning specific projects or timelines. Able to gain cooperation of others

Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs

Proficiency in Microsoft Office Suite, CRM software, and business analytics tools

Ability to work remotely and travel extensively (up to 80% of the time)

Strong EQ and demonstrated track record in complex change management situations

Preferred

Prior experience in channel (e.g. DME) and marketing preferred

MBA preferred

Benefits

Competitive compensation package

Bonus

Robust benefits package

Company

Tandem Diabetes Care

Glassdoor3.6

Tandem Diabetes Care, a global insulin delivery and diabetes technology company, manufactures and sells advanced automated insulin delivery systems that reduce the burden of diabetes management, while creating new possibilities for patients, their loved ones, and healthcare providers.

Founded in 2006

San Diego, California, US

1001-5000 employees