Regional Manager - Southeast

About the Role

The District Business Manager will possess the expertise and a successful track record of coaching, developing, and leading field sales representatives to exceed individual and territory performance objectives. This role reports to the Sales Director, making it a critical member of the leadership team. This role requires strong collaboration with the Commercial Leadership Team to help design and optimize sales force alignment, along with implementing incentive compensation, performance reporting, and field support system adherence and compliance. This individual will work closely with cross-functional team members in Commercial Operations & Analytics, Marketing, Market Access & Strategic Accounts, Sales Training, Regulatory, Medical Affairs, Legal, Compliance and Finance.

Primary Responsibilities

• Provide direct management, coaching, and leadership to a District of Therapeutic Sales Specialists (sales representatives)
• Develop and implement business plans for assigned districts and assist individual TSS operating in the next-gen way of working using a next-best action engine
• Execute overall strategy and direction for the Specialty Franchise
• Work closely with Commercial Operations to optimize field force alignment to ensure success in an ever-changing environment due to external market dynamics
• Drive new creative ideation and execution regarding customer engagements leveraging innovative techniques via virtual and face-to-face selling opportunities
• Build and develop a high-performing and diverse team by attracting, selecting, developing, and retaining talented individuals who share the goals and vision of the organization
• Embrace entrepreneurial spirit for an emerging biopharmaceutical company - the ability to foster relationships and the ability to develop innovative ideas and solutions
• Ensure product strategies and messages are being fully communicated and executed according to plan
• Execute a new, novel approach and implementation of objective analysis to support customer relationship management (CRM) and engagement via the Azurity Commercial Excellence (ACE) platform leveraging vital components including sales force strategy and analysis, targeting, optimal territory alignment, reporting requirements and sales force incentive plans
• Execute strategies to increase sales routing and overall efficiency
• Partner in the execution of all training needed to ensure high-level product knowledge and selling skills, plus proficiency in systems and processes to ensure accuracy in reporting metrics
• Provide strong leadership and direction to maximize business opportunities and work collaboratively with other key functions to address customer needs
• Partner with HR to implement recruitment strategies, as well as employee development and performance management plans
• Use internal and external resources to collect and analyze various data sources to make sound business decisions

Required Knowledge, Skills, and Abilities

• BA or BS degree (MBA or advanced degree a plus)
• 3+ years of progressive experience in specialty pharmaceutical sales, including field sales management and product launch experience as a representative and sales leader
• Expertise in customer-facing organization sales strategy and optimization efforts within multi-channel customers, with strong pharmacy-related success
• Strong leadership, team building and organizational skills. Proven ability to coach and develop sales professionals as well as technical ability to coordinate functional business activities
• Strong strategic and analytical skills with the ability to translate business goals into specific objectives - experience utilizing secondary data: syndicated sales data by customer channel, longitudinal patient-level data, and payer-level data
• Strong communication skills and ability to influence and align at all levels of the organization
• Must be effective working in a team environment with strong collaboration skills to gain alignment
• Must be able to work in a fast-paced and results-oriented environment with the ability to handle multiple product launches across a myriad of therapeutic areas
• Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
• Strong understanding of the Retail and Institutional Marketplace
• Knowledge of various CRM call reporting and dashboard systems
• Extensive proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams, and Outlook)
• Travel requirement: Approximately 75% including overnight stays

Physical & Mental Requirements

• Must be able to sit for long periods of time
• While performing the duties of this job, the employee is frequently required to stand; walk; sit; talk and/or hear
• May occasionally climb stairs and/or ride elevators
• The employee must occasionally lift and/or move up to 25 pounds
• Employee must be able to manipulate keyboard, operate a telephone and hand-held devices
• Other miscellaneous job duties as required

Benefits

• Competitive compensation package, including an annual bonus based on company performance
• Incentive compensation program that allows you to earn more - even over plan (Sales positions)
• Car reimbursement program and gas card for both business and personal use (Sales positions)
• Excellent medical, dental, vision, and prescription coverage
• Hybrid work model allowing two days from home and three days in the office (excludes Sales, Manufacturing, and some Operations positions)
• Retirement Savings Plan (401K) matching dollar for dollar up to 5%
• Up to 15 vacation days annually + rollover (up to 40 hours) as well as five sick/wellness days (vacation accrual prorated based on start date for new employees)
• Office closed between Christmas and New Year's for an extra week off
• 13 recognized holidays annually
• Tuition reimbursement for undergraduate and graduate level courses or certifications
• Azurity High Five peer recognition platform