Director, Distributor Markets (Middle East, Eastern Europe, Latin America)

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Position: Director, Distributor Markets (Middle East, Eastern Europe, Latin America)

Reports to: Vice President Commercial Operations International Region

Location: Zug, Switzerland

Direct Reports: TBD

Position Summary

The Director Distributor Markets will build, lead, innovate, and develop a new regional presence for Apellis across multiple emerging markets including the Middle East, Eastern Europe and Latin America. This position will work closely with the VP International Commercial Operations to develop and execute effective market strategies that enable the company to achieve its growth and revenue targets, while establishing Apellis’ reputation as a premier biotech partner. This role will be responsible for establishing new partnerships and/or affiliates, negotiating profitable contracts with partners and payer agencies and ensuring operational excellence of each business within the territory.

Key Responsibilities Include

• Collaborate with leadership and cross-functional teams to identify and develop partnerships
• Operationalize the buildout, development, management and monitoring of the territories
• Negotiate profitable contracts with partners and reimbursement agencies/Ministries of Health and successfully drive access and reimbursement within each territory
• Ensure a culture of compliance and monitor the business to ensure mitigation of risks and manage performance
• Present the International Region plan to partners and oversee the development of local operational plans ensuring alignment with strategy
• Ensure short- and long-term revenue opportunities are maximized in order to achieve commercial targets
• Provide quarterly business updates to leadership
• Prepare commercial forecasts for territories, ensure supply readiness, and work with cross-functional team to execute strategic planning exercises (i.e., LRP and Brand Planning)
• Support ongoing internal evaluation of each market to ensure most efficient, effective and cost-effective business models are employed
• Monitor and maintain in-depth understanding of legal, regulatory and reimbursement dynamics within each territory.
  

Education, Registration & Certification

• Bachelor’s Degree
  

Experience

• Minimum of 15 years industry experience in commercial strategy and operational management in a global biotech company
• Experience building a presence and commercializing in international markets in the Middle East, Eastern Europe and Latin America including market expansion, product launches, reimbursement and negotiations
• Strong negotiation and contracting skills that have contributed to successfully obtaining reimbursement for high-cost innovative medicines in complex lower purchasing capacity markets
• Established professional network and expertise in alliance/partner management within targeted geographies with an appreciation for sensitivity to (and familiarity with) the region’s business culture
• Deep understanding of human biology and the ability to grasp complex scientific concepts
• Excellent networking skills and the ability to build strong relationships and alliances both inside and outside of the organization
• Strong problem solving and analytical skills with excellent business judgement and a collaborative mindset
• Ability to cope with ambiguity and lean structure that accompanies a start-up company
  

Skills, Knowledge & Abilities

• Strong leadership skills coupled with the ability to attract and maintain partners
• Ability to lead and influence cross-functionally and across all levels of the organization with a creative, solution-oriented, collaborative demeanor
• Strong communication skills
• Visionary, strategic, self-starter and entrepreneurial spirit that can both build and shape strategy and execute on operational excellence
• Highly collaborative team player that can respectfully provide valuable relevant feedback and manage conflict constructively
• Not afraid to challenge the status quo and provide suggestions for improvement
• Gravitas and the ability to interact with senior/executive leadership