Regional Director - Oncology - New York, Newark, Boston, Buffalo, Albany

Core Responsibilities

• Achieve the region's revenue and profitability quotas and establish an environment and foundation for future sales growth while selling and teaching others how to sell value and solutions to customers
• Provide quality leadership for internal and external customers in all assigned tasks while always upholding company values
• Direct selling activities within the region, including resource deployment, business tool utilization, and customer interactions
• Prioritize effectively in accordance with corporate objectives
• Forecast sales activity and revenue achievement
• Communicate business value through ROI metrics, cost reduction strategies, and a finely tuned balance of clinical and business acumen
• Develop and execute a comprehensive, strategic plan at both the territory and account level to maximize oncology market penetration
• Implement structured account management practices, including comprehensive customer mapping and strategic engagement plans
• Drive C-suite and D-suite executive engagement, showcasing advanced relationship-building and sophisticated business acumen
• Foster high-level Key Opinion Leader (KOL) development and integration within the regional sales strategy
• Oversee and ensure critical coordination with Medical Science Liaisons (MSLs) to support clinical adoption
• Establish a foundational workflow for seamless coordination and collaboration with the corresponding Pathology Regional Director and Territory Business Managers (TBMs)
• Champion a "surround sound" execution strategy to ensure seamless communication, alignment, and execution for both internal and external stakeholders
• Develop strategies and tactics to create new opportunities in conjunction with outbound marketing resources
• Set the vision for the region and develop and adhere to a business plan to attain this vision
• Evaluate market trends and gather competitive information, identify trends affecting current and future growth of regional sales and profitability, and disseminate information to regional sales representatives, corporate marketing, and sales operations
• Build strategic partnerships to support developmental and organizational objectives
• Keep the company informed of market dynamics and competitive activity
• Develop and maintain superior relationships with contacts and decision-makers, building long-term relationships by meeting and exceeding customer expectations for future sales
• Negotiate contracts with external customers
• Manage and implement company policies and monitor compliance with such policies
• Drive personnel management activities for the region, including selecting and hiring personnel, conducting selection interviews, motivating and training staff, and career development through coaching and mentoring
• Conduct performance appraisals, document deficiencies, develop plans for improvement, and counsel employees
• Monitor work performance within the region to determine staff resource utilization, review monthly work statistics and budget reports, establish work performance standards, and adjust staffing levels as needed
• Understand internal information technology systems and how they interface with clients
• Participate in sales meetings, seminars, industry conferences, and tradeshows and manage event coordination
• When filling in for a vacant territory, provide results to inquiring clients in accordance with department SOPs
• Adhere to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws and ensure the privacy and confidentiality of all communications

  Education and Experience

  • Bachelor’s Degree or equivalent work experience required
  • MBA preferred
  • 5 or more years of sales management experience in a clinical and/or laboratory market environment preferred with heavy emphasis on community oncology experience with deep, established relationships in the market
  • Proven leadership skills
  • Exhibit strong interpersonal and influencing skills at all levels of the organization, with specific mastery in C-suite and D-suite executive engagement
  • Supervise or manage staff, preferably a sales team
  • Demonstrate record of achievement in a sales position
  • Apply strong closing skills and leverage prior attendance at formal sales training courses as a plus
  • Exhibit superior oral, written (including advanced executive writing), telephone, and presentation skills
  • Maintain solid knowledge of clinical, laboratory, and specialized community oncology market environments
  • Learn and retain product-specific information and utilize it to position features and benefits to customers
  • Work under deadline pressure and extra hours if needed on assignments
  • Proficient in MS Office programs
  • Display strong organizational skills and attention to detail
  • Work independently and in a team environment
  • Hold a valid driver's license for state of residence
  • Ability to sit and/or stand for long periods of time
  • Ability to lift up to 15 pounds

  Travel

  • 75%

  Pay Range

  $176,385 - $264,578

  In all instances, the salary paid will satisfy minimum salary laws.