District Manager (DM) – Primary Care – New York

About the role

The District Manager (DM) role is a field-based sales management position responsible for building and managing a team of primary-care sales representatives. This includes hiring, training, and deploying a team with strong customer account management, product, and disease state knowledge to generate sales and demand within their designated sales district.

Responsibilities

• Hire, coach, develop, and retain a high-performing team of primary care sales representatives utilizing available tools
• Deliver sales performance and relevant Brand Key Performance Indicators (KPIs) in order to meet or exceed district sales plan within expense budgets
• Oversee the daily in-field activity and day-to-day management of assigned team members to achieve results within specific district/geographical assignment
• Lead a field team of sales representatives ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning
• Optimize resource utilization by setting and monitoring sales performance targets, budgets, and managing Sales Force Management Systems and KPIs in order to continuously meet/exceed district sales performance
• Ensure district priorities, activities and engagement plans are aligned with brand strategy and national strategic priorities in order to optimize strategic momentum and drive brand success
• Directly contribute to the revenue and profit goals within the assigned district by ensuring sales goals are met and expenses are managed in a fiscally responsible manner
• Hold direct reports accountable to behaviors and expectations through consistent field visits, one-on-one meetings, and performance check-ins
• Effectively plan and conduct plan of action and other meetings with members of Sales Leadership
• Regularly analyze and monitor team performance in order to optimize territory performance with direct accountability for achievement of targets
• Sets and maintains high standards with the team for compliance, product knowledge, brand messaging, digital resource utilization, competitor assessment, and selling skills
• Ensures that sales representatives effectively address performance gaps; work in close partnership with Regional Directors and HR to guide all disciplinary action
• Work closely with cross-functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis
• Partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations Planning, forecast, and oversee an operating budget while actively monitoring expenses
• Conduct field rides as directed by leadership and provide timely feedback, direction, and coaching to Sales Representatives
• Serve as a role model regarding the compliance of all laws and company policies and ensures that the activities of the regional team ethically and compliantly contribute to the achievement of the company's sales and profit objectives
• Participate in additional cross-functional launch readiness preparation as required

Requirements

• BS/BA degree required
• Minimum of five (5) years of successful pharmaceutical sales experience with experience in the primary care space highly preferred
• Minimum of three (3) years of sales management experience in the pharmaceutical industry strongly preferred
• Prior proven track record of successful leadership, management and coaching of cross functional teams or functional individuals and teams
• Leverage launch planning and experience strongly preferred, particularly in the primary care space
• Experience coaching total office call activity in a primary care or specialty setting utilizing all available company resources
• Experience calling on Primary Care strongly preferred
• Proven ability to understand disease states patient profiles and treatment pathways to articulate and routinely present clinical information
• Proven track record of documented sales success which includes meeting or exceeding territory performance goals and achieving national levels of recognition
• Proven ability to think strategically and work with a high level of integrity, accuracy, and attention to detail
• Experience in utilizing and optimizing CRM systems in support of territory dynamics and analyzing performance
• Prior experience promoting newly launched products(s) strongly preferred
• Knowledge of territory and relationships with key stakeholders already established is a plus
• Marketing and other commercial experiences with an understanding of financial processes, Market Access, Project Management skills and knowledge of the Regulatory environment within biotech/pharma industry is a plus

Qualifications

• Strong presentation organization, administrative, and communication skills
• Excellent interpersonal skills with the ability to lead, interact with, focus, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines
• Proven ability to set a vision, lead change, and coach/mentor others
• Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends
• Effective prioritization, flexibility, and change management in a dynamic environment
• Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions
• Proactively takes ownership of situations with a can-do approach
• Advanced business analytical skills to identify trends, opportunities, and threats
• Utilizes corporate reporting tools and technology

Skills

• Strong leadership and coaching skills
• Ability to build and maintain strong relationships with HCPs, pharmacies, and other key stakeholders
• Proven ability to understand disease states and patient profiles to articulate and present clinical information
• Strategic thinking and ability to work with integrity and attention to detail
• Experience in utilizing and optimizing CRM systems
• Knowledge of regulatory environment within biotech/pharma industry

Benefits

Comprehensive benefits package including health insurance, retirement plans, and paid time off.

Pay

The base salary range for this full-time, field-based position is $165,000 - $215,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training.

Schedule

Significant field travel (approximately 80%) which can include some overnight and/or weekend travel.