Regional Sales Manager

Job Description:

This is a field-based management position.

Reporting to the Director of Sales, you will:

• Achieve the regional sales goals (volume and profitability) by managing a team of Influenza Vaccine Sales Specialists and accounts in multiple channels, including pediatrics, primary care, internal medicine, public health, and hospitals.

• Along with the Director of U.S. Field Sales and Regional Account Team, will develop the regional strategy plan to meet the goals of Product sales.

• Implement the marketing and sales strategy in multiple States and all the territory sales within.

• Be the primary coach for all managed Influenza Vaccine Sales Representatives ensuring the proper level of values and behaviors.

• Oversee the sales plans, training, and career development of Sales Representatives; maintain and analyze sales data, and measure individual and regional sales performance.

• Manage the budget and expense in the assigned area to ensure P&L goals are met.

The Role:

• Lead a regional team of approximately 10 Vaccine Sales Specialist

• Foster long-term relationships with Sales Representative and the Customer, while following and ensuring compliance of Code of Conduct

• Conduct weekly Field visits

• Coordinate use of Medical Science personnel and any specialists (eg Reimbursement, Contracting) in the region

• Conduct career development discussion and develop plans according to HR polices and calendar

• Oversee district and territory level budget, expenses and adherence of Representatives to their budgets through CSO partner

• Partner with CSO organization on performance plans related to sales personnel

• Build sales plans and forecasts involving customer insights, brand utilization drivers, and knowledge of competition and market dynamics

• Meet sales revenue goals and meet expense targets to guide product profitability

• Maximize and monitor sales performance, challenge and guide the improvement of account strategies.

• Modify plans where needed to achieve sales revenue goals.

• Develop region level strategies and ensure agreement on territory level strategy and plans.

• Manage negotiations/implementation of contracts and “pull through” in the region working with greater commercial sales team to resolve conflicts between accounts and national agreements

• Develop recommendations for the Marketing team and sales training to improve the development and effectiveness of promotional pieces

• Participate in annual Brand(s) Plan cycle by representing customer insights

• Communicate updates and revisions to sales aid and other tools that drive the delivery of brand messages

• Identify new growth opportunities and programs, propose “big ideas” to be discussed with the broader team

• Work with customer service, inside sales team, reimbursement and other customer support groups to capture customer feedback and requests, and deliver them to HQ or Marketing

• Provide feedback on market research or studies to be deployed by Marketing related to customer attitudes and behaviors, e.g., ATUs, and support/provide input in segmentation analysis

• Monitor competitive intelligence and competitor activities, and make appropriate recommendations

• Monitor customer satisfaction to ensure customer experience is consistent with brand promise and communicate with Customer Operations

• With the guidance of the Director of U.S. Field Sales, communicate Regional/Territory analyses and recommendations to main internal stakeholders

• Perform ad hoc analysis of market data (IMS and other secondary pharmaceutical data) to analyze sales performance and delivery such results.

Your skills and experience:

• Bachelor’s Degree required in Life Sciences or Business/Marketing or related field

• 7 or more years of Pharmaceutical/ or B2B sales experience

• Sales management experience or leading a sales district/team is preferred

• Vaccines sales experience would be an advantage

• Ability to travel 60%.

• Knowledge of Healthcare Management, Reimbursement and Pharma Compliance

• Demonstrate a comprehensive knowledge of customer relations, product promotion and able to interpret complex information.

• Experience working across enterprise to develop strategic plans and achieve them.