Regional Sales Director - Midwest

About Us

We are a global, family-owned company driven by a passion for innovation. Building on our foundational expertise in carbohydrate chemistry and cell cycle biology, we develop innovative treatments for unmet patient needs, with a focus on iron metabolism and blood-related disorders. 

With 700+ employees across the UK, Ireland, the Nordics, Germany, and the USA, we are committed to scientific excellence, patient care, and collaborative partnerships with the medical community.  

Our core values define who we are: 

• People-Driven – We are a family-held company built on passionate, knowledgeable people. We value integrity, open-mindedness and respect and are guided by these values in all our endeavors. We respect each individual who becomes a part of our journey, from our employees and partners to our end-users. And we recognize that the strength in all our collaborations is trust.
• Committed to Quality – Quality is our source of inspiration. Quality drives our results. It represents our aspiration for excellence and our focus on driving continual improvements. For our partners and end-users, quality must always be tangible in our products, processes and people. This way, quality is the promise we keep every day.
• Innovating for Better Lives – Innovation is essential in our quest to improve the lives of humans. We seek to address unmet needs through our expertise in iron and carbohydrate-based pharmaceuticals. We believe in a holistic and collaborative approach to research and innovation, so we work together with the scientific and medical communities to set new standards.

We have continued our growth trajectory since we launched our first product in the US, Monoferric® (ferric derisomaltose), through acquisitions, partnerships, and pipeline. Our R&D investments continue to leverage our core competencies, alongside our recent advancements in oncology supportive care. 

Join us in shaping the future of patient care through innovation and collaboration.

This region covers the following territories: Indianapolis, Peoria, Detroit, Grand Rapids, Minneapolis, Chicago, and Milwaukee.  The ideal candidate must live within the region.

Job Purpose:

This position contributes to the company’s success by driving sales at the regional level and is responsible for achieving or exceeding sales objectives in assigned region and leading specialty account representatives to achieve or exceed sales objectives in their assigned territories.

Responsibilities:

Regional Sales Objectives 

• Meets or exceeds all regional sales objectives
• Achieves regional sales operational objectives by contributing regional sales information and recommendations to national strategic plans and reviews; preparing and completing action plans; implementing national production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales improvements; implementing change
• Maintains and expands customer base by guiding regional specialty account representatives; building and maintaining rapport with key customers; identifying new customer opportunities
• Implements national initiatives to maintain highest quality standards in recruiting, hiring and retaining top sales professionals 

Sales Force and Regional Management & Development

• Manages, coaches, develops, and recruits a diverse team of high performing specialty account representatives. 
• Ensure compliance with Company EEO policy and Home Office HR processes and procedures
• Accomplishes regional sales objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counselling, and disciplining employees in assigned region; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions, enforcing policies and procedures
• Crafts and executes effective business planning approach that is in line with national expectations and supports all segments of the customer market. Adopts this approach, along with a high level of account management knowledge, to lead teams successfully in the planning needs of the regional market dynamics for performance success
• Assesses, prioritizes, and reviews the development needs of each regional specialty account representative; creates an individualized action plan that addresses the strengths and needs of each specialty account representative; provide counselling and career development planning
• Conducts regular field visits and business reviews with each specialty account representative as appropriate to ensure compliant programs, brand messages, and effective account management tactics are being utilized and commitments are followed through on
• Provides regular coaching including verbal and written feedback following customer and field visits that address and support both the business development and career development needs of each specialty account representative, document all pertinent business issues as well as personnel issues
• Creates, builds, and maintains relationships and regular communication with account stakeholders and key opinion leaders
• Establishes and maintains effective communications with regional team members, Regional Sales Director peers and all internal partners
• Ensures cooperative and collaborative communication and execution with internal partners: including but not limited to: Marketing, Sales Training, Market Access, Strategy and Operations, Human Resources and Medical Affairs
• Inspires and motivates regional team members to reach higher levels of performance and success
• Resolves performance issues fairly and efficiently
• Plans and conducts regional sales meetings.
• Other duties as assigned

Policies, Procedures & Compliance:

• Stays current and in compliance both individually and as a regional team. This includes all Corporate Policies as well as mandated government Regulations
• Stays current with and adhere to all policies and procedures as outlined in the employee handbook
• Stays current and within compliance of all Expense Policies and monitor regional team performance to adhere to quarterly budget
• Strictly adheres to administrative requirements as directed by National Sales Director and Pharmacosmos Therapeutics
• Other duties as assigned

Education & Professional Background:

• BS/BA degree required
• Minimum 5 years of pharmaceutical management experience in specialty markets required 
• Buy-and-bill OR HEM/ONC experience required
• Experience building launch ready sales items
• Broad cross-functional experience in other commercial roles, such as marketing, sales operations, training, national/corporate accounts, managed markets, hospital markets, etc. required
• Demonstrated ability to develop and expand relationships with key stakeholders and complex accounts
• Strong analytical and business acumen
• Strong understanding of reimbursement, distribution, and managed care processes as well as previous experience with various sites of care, injectables and Medicare coverage
• Documented track record of ability to recruit, retain and develop highest quality staff
• Documented track record of leading sales teams that meet/exceed sales objectives

Competencies: 

• Accountability - Takes personal responsibility for getting desired results and holds self and others accountable for their behavior, actions, and deliverables.
• Collaboration - Actively collaborates with team spirit - both internally and externally, to bring the best thinking, talent, and capabilities to our activities
• Transparency - Actively shares knowledge and information across the company to make better decisions, faster
• Sense of Urgency - Pursues goals with high energy and a keen sense of urgency using good judgment
• Results Focused - Focused on achieving goals, and measures success by meeting or beating targets, timelines, and budgets, while keeping to high quality standards.  

Flexibility:

• The duties and responsibilities of all roles at Pharmacosmos can evolve over time. Reasonable flexibility is a key part of any job at Pharmacosmos. Significant variations in duties and responsibilities should be discussed between the Regional Sales Director and Vice President, Sales.

Additional information:

• Requires budgetary responsibilities and discretion with confidential data
• Travel may be required up to 70% of the time

All job requirements listed indicate the minimum level of knowledge, skills and/or experience necessary to perform the job proficiently.  This job description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.  Employees will be required to perform any other job-related duties as requested by their supervisor, subject to reasonable accommodation.

Pharmacosmos Therapeutics Inc. is committed to equal opportunity in employment.  We value diversity which embraces all perspectives towards innovation and are committed to making PTI a truly inclusive place to work where everyone of us can be our best and true selves. 

We select and employ qualified candidates in accordance with their competencies and skills to perform the duties of the job regardless of gender, gender identity or expression, ancestry, national or ethnic origin, marital status, race, religion, color, age, disability, sexual orientation, military, or veteran status. 

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