Rob Rice

Doer
DISC Type : sd

National Sales Director at Shorla Oncology

Burlingame, California, United States

Overview

Rob Rice is the National Sales Director at Shorla Oncology, a seasoned commercial executive with deep expertise in biotechnology and pharmaceuticals. He specializes in building and leading high-growth specialty sales teams, particularly within start-up environments. His experience spans Gastroenterology, Dermatology, and Rheumatology, focusing on complex market access and buy-and-bill models. He attended Canisius University.

Outside of his direct professional roles, Rob values mentorship, team development, and perseverance, often sharing motivational insights. He took a family sabbatical, demonstrating a commitment to personal priorities alongside his career. Colleagues describe him as a supportive, inspiring, and patient leader who motivates others to excel.

Unique fact: He has successfully recruited and built three separate specialty launch teams from the ground up during his career.

Personality Overview

Fast-paced

Results Focused

Long-term Focused

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Building Sales Teams
He has built multiple specialty sales forces from scratch, including recruiting and launching a national team for Shorla Oncology in under three months.
Oncology Market Access
Currently leads the national sales function for a start-up oncology company and previously led market access strategy for a rare disease product at Amgen.
Start-up Commercialization
His career highlights extensive launch experience in start-up and small biotech organizations, focusing on go-to-market readiness and field model design.

Media Appearances

Rob has no verified media appearances

Work History

11-2024
National Sales Director at Shorla Oncology
3-2023 - 11-2024
President at G2M BioStrategy Advisors
5-2022 - 2-2023
Director - Market Access Marketing & Strategy (Chemocentryx acquired by Amgen) at Amgen
2-2021 - 5-2022
Biotech Commercial Consulting at Cytokinetics
Family Sabbatical - Taking Care of What Matters at Self-Employed

Education

Education details unavailable from Canisius University

More Information

Social Presence :

Prographics :

Exp : 5 Location : Burlingame, California, United States Job Level : Mid-senior Designation : National Sales Director at Shorla Oncology
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Rob

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Rob take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Rob

Personality Compatibility


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