Area Sales Director (ASD) - East Region

Job Summary

The Area Sales Director is accountable for achieving revenue, profitability, market share, and customer engagement objectives through effective leadership, coaching, and execution. This individual creates a high-performance culture by developing Regional Sales Managers and their teams, strengthening organizational capabilities, and ensuring alignment with corporate strategy. Success in this role requires strong business acumen, strategic thinking, financial management, talent development, and the ability to influence across multiple functions.

Responsibilities

• Develop and execute business strategies aligned with national commercial objectives.
• Deliver annual sales, profit, and market share goals.
• Analyze market trends, competitive activity, prescribing behaviors, and customer needs to identify growth opportunities. Makes recommendations and takes action in areas such as target customer profiling, market segmentation, market share analysis, competitor analysis, pricing analysis, distribution analysis, product evaluation, promotion effectiveness, etc.
• Develop sales forecasts and business plans.
• Drive execution of strategic initiatives, product launches, and promotional campaigns.
• Monitor business performance through key performance indicators and implement corrective action when necessary.
• Maintain key customer relationships and develop and implement strategies for expanding the customer base.
• Assists with complex sales negotiations and helps close sales deals.
• Manage overall sales process and set metrics for field sales operation.
• Execute pricing policies, including volume discounts and terms and conditions for key customers and channel partners.
• Oversee the hiring and development of the sales organization. Recruits, trains, develops and coaches direct reports.
• Closely manage area Sales GS&A budgets including T&E, variable compensation programs, merit increases etc. consistent with corporate financial budgets.
• Work closely with executives in supporting departments to ensure consistent messaging and transparency across the organization: Including, Finance, Accounting, HR, Marketing, Corporate Accounts, Customer Service, and Sales Administration.
• Work closely with Human Resources to manage all performance related issues. Provide HR/Legal 360 degree visibility to all performance related issues, make recommendations based on performance history, and execute performance plans once HR/Legal have reviewed and approved.
• Develop / maintain / update sales succession planning to identify and develop high potential employees at all levels within the sales organization.
• Travel: On average, 50% domestic US travel.

Qualifications

• Demonstrated ability to develop and implement sales strategies that have met or exceeded planned objectives, across geographies and multiple customer groups and types.
• Career of increasing responsibilities to include professional organizational growth and development.
• Proven ability to coach, lead, grow, and develop successful sales teams.
• Demonstrated ability to objectively assess performance of sales representatives and sales leaders with view to performance management, promotions and/or position adjustments.
• Success in building and maintaining high performance sales teams.
• Demonstrated ability to maintain sales team motivation of focus through varying business environment.
• Experience working in industries that require a pricing or supply chain intermediary such as a distributor, wholesaler, group purchasing organization (3rd party relationships).
• Experience in cross functional problem solving and team leadership.
• P&L management and accountability experience.
• Ability to create strategic partnerships on behalf of the business.
• Ability to present, communicate and engage at all levels of the company.
• Proficient in the use of Excel, Word, PowerPoint, and Tableau.