Regional Sales Director - West

POSITION OVERVIEW

The Regional Sales Director (RSD) contributes to the Company’s success by participating in the development of the sales strategy and implementation of market plans for an assigned sales team region. This position staffs and directs a regional sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values.

SUMMARY OF KEY RESPONSIBILITIES

• Leads and manages a regional team of Account Managers, Infectious Disease.
• Develops and executes a strategic Regional Sales Plan that is focused on specific targets and key business drivers while supporting National Brand and Corporate Strategies.
• Drives key strategic initiatives and leads its strategic execution within assigned region through effective cross-functional leadership and collaboration with team members, Sales Operations, Medical Affairs, Market Access and other key internal and external stakeholders; effectively executes sales strategies and marketing plans.
• Maximizes market, segment, and team dynamics to drive both top- and bottom-line results.
• Creates a high-performing organization through facilitation of performance management process through coaching, mentoring, and providing career development pathway to team members; on-going field visits with team members to assess their performance as well as how customers’ needs are met.
• Plays a key role in identifying, recruiting and retaining talented, seasoned sales professionals.
• Manages region budget and overall responsibility for P&L at region level in alignment with Corporate expectations.
• Effectively plans and conducts plan of action and other meetings with members of the Region, other Regions, and Corporate Leadership.
• Ensures compliance for self and team members of Company policies and procedures, as well as those of governmental entities.
• Makes recommendations to executive management regarding sales strategies, tactics and structure.
• Attends and participates in sales and marketing meetings, assists with training.

REQUIRED QUALIFICATIONS AND SKILLS

• BA/BS in business administration or related field; MBA or other advanced degree a plus.
• Minimum seven to ten (7-10) years’ pharmaceutical experience in complex institutions (academic medical centers, HSCT programs, transplant centers, regional referral hospitals, etc.).
• Experience in refractory HSV, IC, HSCT, SOT or hematologic malignancies required; experience in multiple disease areas strongly preferred.
• Product launch experience preferred.
• Minimum 3-5 years’ sales leadership experience preferred.
• Superior specialty disease state knowledge.
• Very strong team-building and motivating skills, with expertise in coaching, developing and attaining maximum performance from team.
• Exceptional interpersonal and communication skills to drive performance and form strong, productive partnerships effectively and efficiently.
• Advanced business analytical skills to identify trends, opportunities, and threats.
• Ability to articulate the scientific aspects of treatments and therapeutic areas.
• Meets all requirements for health care industry representative (HCIR) credentialing to gain entry into facilities and organizations that are in the assigned region.
• Understanding of the legal, compliance, and regulatory environment in pharmaceutical promotions.
• Travel Requirement: 60-75%. Extensive travel to oversee large geographic region including overnight travel.