Job Opportunity

Executive Director, Sales (West)

Location: , US
Department: Sales
Employment Type: Full Time
Reference Number: 1693822

Job Description Summary

The Executive Director, Sales (West) will be responsible for recruiting, developing, and leading a team of field Sales Managers and Sales Representatives for the Western Region of Mirati's first-ever sales team to be formed in preparation for the launch of our first commercial product, adagrasib, a KRAS G12c inhibitor. The selected candidate will work cross-functional with in-office and field-based team in Sales, Marketing, Market Access, Medical Affairs, and Data & Analytics to drive the success of our launch including providing expertise and valuable input in developing the overall strategy and successful execution of key initiatives and tactics. Critical elements to this position are the hiring, onboarding, training and development of the sales team in the Western Region. Beyond hiring top talent, he/she will be expected to build a high-performance sales organization while fostering a culture of accountability, collaboration, and a sense of urgency towards the achievement of desired outcomes. The ideal candidate will have expert knowledge of the oncology market dynamics including key customers and accounts with an underlying passion and focus on delivering impactful therapies and transforming the lives of patients. Geographically, the Regional Business Director will have responsibility for coverage across half of the nation (West or East). This role reports to the Vice President, U.S. Sales and will be based in/near a major city in the Western Region.

Your Responsibilities

  • Hire, direct, develop and manage a high-performing oncology sales team (Sales Managers and Sales Representatives) to meet the evolving needs of customers and drive business results
  • Drive programs and activities that result in increased access to customers
  • Direct the development and execution of a customer engagement plan within the region that is aligned with adagrasib launch strategies and tactics
  • Work cross functionally with in-office teams, Marketing, Data & Analytics, Medical Affairs, Market Access, and field management to maximize brand adoption and growth within key accounts, including the successful execution of promotional activities
  • Stays well-versed and owns a strong understanding of payer mix, reimbursement environment, and distribution to lead a targeted strategy in assigned region.
  • Partner with the data and analytics team to maximize usage of data and reports that enable a higher level of customer service
  • Regularly evaluates the sales team performances against established objectives, regional and national; Provides Mirati leadership with reporting, covering business issues, performance results, and customer service issues;
  • Participates in strategic planning and sales forecasting. Provides market insights, trends, competitive activity and conditions. Analyzes and reports changing needs within the sales organization for training, sales programs and field assets.
  • Ensures customer expectations are exceeded; develops business plan that fits continually changing marketplace.
  • Plans, forecasts, and oversees regional operating budgets, while actively monitoring expenses as part of overall P/L management;
  • Coaches, develops and ensures focus and alignment with functional and company goals.
  • Provide consistent, timely and accurate performance feedback based on observations of key customer interactions as part of an overall performance management process through timely assessment of performance using quantifiable outcomes.
  • Ensures all sales activities within the region are conducted with the highest degree of ethics, meeting all legal requirements and standards, starting always with a mindset of 'doing the right thing'. Works with legal, regulatory and senior leadership to address ambiguous situations, leading to decisions that balance innovation and risk management.

What is Required

  • Bachelor's degree in Business, Biological Sciences, or related discipline; advanced degree preferred
  • Minimum 10 years of pharmaceutical sales experience with demonstrated success in product launches and building high-performance sales teams
  • Experience that includes the management and leadership of field Sales Managers and Sales Representatives
  • Minimum 5 years oncology experience, solid tumors and oral oncolytic preferred. Non-small cell lung cancer experience highly preferred
  • Experience in leading a sales team in the academic and community markets
  • Demonstrated success working in a small to mid-size biotech company, reflecting an entrepreneurial culture and innovative mindset.
  • Demonstrated track record of success, leading teams, and developing talent.
  • Prior in-house and field management rotational experience in Marketing, Sales Operations, Training, and/or Market Access preferred
  • Strong organizational skills to maintain a high level of productivity, innovation, and priority-setting in order to deliver on organizational goals
  • Proven ability to think strategically and work with a high level of integrity
  • A highly effective collaborator who understands the importance of team collaboration with all company stakeholders
  • Establish and maintain strong clinical acumen to facilitate rapport with KOLs, community HCPs and effectively coach/mentor the sales team
  • Product marketing, specialty pharmacy and payer experience is a plus
  • Ability to travel up to 50% domestic (Post-Covid requirement), with occasional travel to Mirati's corporate office in San Diego, CA
  • An essential requirement of the position is to meet credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned territory. These credentialing requirements may include, but are not limited to, background checks, drug screens, and proof of immunization and/or vaccinations. Failure to meet all requirements may prevent an employee from performing all essential job responsibilities.

About Mirati Therapeutics

Mirati Therapeutics is a late-stage biotechnology company whose mission is to discover, design and deliver breakthrough therapies to transform the lives of patients with cancer and their loved ones. The company is relentlessly focused on bringing forward therapies that address areas of high unmet need, including lung cancer, and advancing a pipeline of novel therapeutics targeting the genetic and immunological drivers of cancer. Mirati is using its scientific expertise to develop novel solutions in two registration-enabling programs: adagrasib (MRTX849), an investigational small molecule, potent and selective KRAS G12C inhibitor, as monotherapy and in combination with other agents, and sitravatinib, an investigational spectrum-selective inhibitor of receptor tyrosine kinases in combination with checkpoint inhibitor therapies. Mirati is also advancing its differentiated preclinical portfolio, including MRTX1133, an investigational KRAS G12D inhibitor, and other oncology discovery programs. Unified for patients, Mirati's vision is to unlock the science behind the promise of a life beyond cancer.

For more information about Mirati Therapeutics, visit us at or follow us on LinkedIn.

Why Join?

At Mirati, we have an unapologetic and relentless focus on our mission to transform the lives of patients with cancer and their loved ones. Patients and their families motivate us to work smarter, faster and better. We are driven by the knowledge that our efforts can one-day deliver life-saving therapies for the people who need us most. Urgency, open-mindedness, accountability and collaboration ground our work. These shared values are central to who we are, what we do and how we do it.

Our people fuel our success. They are fearless and passionate in their daily pursuit of our mission. We are committed to continuing to create a company and experience that attracts and keeps the best people. When you want your days to count and the work you do to matter, discovering and delivering potentially life-changing therapies is more than a job, it's the chance to be part of something bigger.

We believe diverse professional experiences and an inclusive culture can drive better outcomes for patients. We want employees to be authentic and use their perspectives to contribute to our mission in a meaningful way.

Mirati cultivates an environment where:

  • An entrepreneurial attitude is encouraged
  • Our people are empowered to speak up, embrace the gray and achieve solutions
  • Diverse experiences are an important of part making the best decisions
  • We laugh and have fun as a work family

No matter the role, we are unified by our passion for helping patients, and are inspired by a single vision to unlock the science behind the promise of a life beyond cancer. Together, we own Mirati's success.

Learn more at

Mirati is an Equal Opportunity Employer (EOE) we celebrate diverse experiences without regard to race, color, religion, creed, gender identity or expression, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, pregnancy, veteran status, membership in the uniformed services, genetic information, or any other basis protected by applicable law.

Notice to Third Party Agencies: Please note that Mirati Therapeutics Inc. does not accept unsolicited resumes from recruiters or employment agencies.