District Manager (DM) – Primary Care – Southwest

Overview

The District Manager (DM) is a first-line, field-based sales management role accountable for building a team of primary-care sales representatives. This includes hiring, training and deploying a motivated team with strong customer account management, product, and disease state knowledge who are responsible for generating sales and demand within his/her sales district. 

This position focuses on establishing customer relationships, maximizing sales performance, and implementing national sales strategies to achieve budget targets. The role requires strong leadership skills to coach and develop team members while ensuring compliance with company policies.

The ideal candidate should have a strong knowledge base in primary-care sales and previous experience leading high-performing sales teams. This role will cover the Southwest territory. Ideal living locations for this position include Denver, CO and Phoenix, AZ.

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
• Ensures team execution of territory account plans to achieve monthly, quarterly and annual product sales and launch objectives
• 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-ones 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
• Plan, forecast, and oversee an operating budget while actively monitoring expenses
• Maintain required technical expertise to respond accurately to all questions regarding products, policies and business-related issues from customers and representatives
• Conduct field rides as directed by leadership and provide timely feedback, direction, and coaching to Sales Representatives
• Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing, agenda and post-meeting metrics (both quantitative and qualitative)
• Serves 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

Minimum Job 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
• Proven track record of successful leadership, management and coaching of cross functional teams or functional individuals and teams
• 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 leveraging knowledge and expertise to build strong relationships with HCPs, pharmacies and other key stakeholders
• 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
• 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
• Demonstrates relentless drive for success by proactively identifying opportunities, overcoming obstacles, and turning over every stone to achieve district goals and elevate team 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

Competencies

• Possess 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
• Ability to set a vision, to lead change, and to coach/mentor others
• Proven ability to deliver candid effective feedback and efficiently manage performance
• 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
• Ability to problem solve and determine actions to drive business or overcome challenges
• Ability to utilize corporate reporting tools and technology

Other Requirements

• Complete full onboarding curriculum including clinical modules, CRM documentation, and fair balance call standards
• Pass live call certification and mock objections during ride-along training
• Attend refresher meetings on product and disease-state updates
• Significant field travel (approximately 80%) which can include some overnight and/or weekend travel
• Valid driver’s license with a clean driving record and ability to pass a complete background check
• Must have valid licenses and credentialing required to conduct business in assigned territory
• Driving in a safe manner to required meetings and appointments
• Ability to drive or fly to target accounts, customers, meetings and conventions

Additional Information

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. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.

EEO

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

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