Sr. Area Business Director - West Region

GROW WITH US :

Tandem Diabetes Care creates new possibilities for people living with diabetes, their loved ones, and their healthcare providers through a positively different experience. We'd love for you to team up with us to "innovate every day," put "people first," and take the "no-shortcuts" approach that has propelled us to become a leader in the diabetes technology industry.

STAY AWESOME :

Tandem Diabetes Care is proud to manufacture and sell the Tandem Mobi system and t : slim X2 insulin pump with Control-IQ+ technology - an advanced predictive algorithm that automates insulin delivery. But we're so much more than that. Our company's human-centered approach to design, development, and support delivers innovative products and services for people who use insulin. Because many of our own team members live with diabetes, or have a loved one impacted by diabetes, the work is personal, and we are committed to the cause. Learn more at tandemdiabetes.com

A DAY IN THE LIFE :

The Sr. Area Business Director (ABD), West Region, is responsible for directing overall commercial activities and business performance across multiple regions. The Sr. ABD will lead strategic execution across field sales, market access, inside sales, finance, marketing, and clinical services to drive growth and efficiency. The role requires expertise in sales leadership, field force effectiveness, pharmacy channel fluency including Pharmacy Benefit Management (PBM) pull-through, Durable Medical Equipment (DME) vendor collaboration, and financial management to deliver on Tandem's commercial and performance objectives.

The Sr. Area Business Director - West Region at Tandem is also responsible for :

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.

WHEN & WHERE YOU'LL WORK :

Please note that although the role is remote, the ideal candidate would be based in the West and able to travel by air and car extensively, up to 80% of the time.

WHAT YOU'LL NEED :

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.

EXTRA AWESOME :

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

MBA preferred.

COMPENSATION & BENEFITS :

The base pay for this position is $230K - $281K annually, with a target earning potential of $322K - $373K annually. Base pay will vary based on job-related knowledge, skills, experience and may also fluctuate depending on candidate's location and the overall job market. In addition to base pay, Tandem offers a competitive compensation package that includes bonus and a robust benefits package.

SPONSORSHIP :

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

WHY YOU'LL LOVE WORKING HERE :

At Tandem, we believe joy fuels excellence. That's why we've built a workplace that celebrates your achievements and supports your well-being. Our team thrives on pushing boundaries and fostering growth, all while maintaining a spirit of fun and camaraderie. This is just one of the ways we stay awesome! Explore the benefits and reasons to love Tandem at https : / / www.tandemdiabetes.com / careers .

BE YOU, WITH US!

We embrace the value that every single one of us brings to the table. But sometimes we forget that when we don't meet 100% of a job description's criteria - maybe you're feeling that way right now? We encourage you to apply anyway. Because we want you to be you, with us.

Tandem is firmly committed to being an equal opportunity employer and does not discriminate on the basis of age, disability, sex, race, religion or belief, gender identity or expression, marriage / civil partnership, pregnancy / maternity, or sexual orientation. We are an inclusive organization, and we welcome applications from a wide range of candidates. Selection for roles will be based on individual merit alone.

REFERRALS :

We love a good referral! If you know someone who would be a great fit for this position, please share!

APPLICATION DEADLINE :

The position will be posted until a final candidate is selected for the requisition or the requisition has a sufficient number of applications.

Make a move that matters. Join Tandem Diabetes Care, where we're turning challenges into triumphs every day and where your talents will help shape a healthier, happier tomorrow.

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