Overview
The Regional Sales Director - Northeast will be responsible for managing a team of Cardiology Account Representatives (CASs) within a sales region of 6-10 territories to achieve sales and marketing goals. The RSD is expected to lead the development, execution, and monitoring of marketing/sales initiatives to achieve business objectives for their assigned market. These markets include hospitals/institutions, outpatient heart failure clinics and cardiology practices within their region.
This position reports to the Vice President of Sales.
Responsibilities
- Successfully meet and exceed established sales budgets with accountability for regional results.
- Recruit, develop and retain top sales personnel for each assigned territory.
- Lead, coach and manage regional team to drive achievement of territory, regional and national sales goals.
- Coach with consistent, meaningful feedback. Provide work direction to regional team to support business goals.
- Provide regular verbal and written field coaching to area managers utilizing all aspects of the Performance Management Process.
- Consistently measure progress towards goals, deliver business results and model leadership qualities to enhance personal effectiveness in the areas of selling skills, product messaging, product demonstration and proper territory management.
- Prepare, maintain and present regional business plan with marketing, promotional, and educational resources and ensure proper implementation by Area Managers.
- Lead development, execution and monitoring of marketing/sales initiatives to achieve business goals for assigned markets.
- Communicate scPharmaceuticals’ vision, mission, goals and values to your team. Establish a winning culture.
- Operate within defined budgets executing control over regional and territory expenses. Deploy and manage resources to achieve territory and regional objectives.
- Expect and lead delivery of outstanding customer experience, satisfaction and retention.
- Own and manage key, select customer relationships within priority IDNs and institutions.
- Establish and build deep understanding of account needs, stakeholders and situation of accounts.
- Lead coordination with field personnel including peer Medical Affairs and Market Access colleagues.
- Ensure proper cross functional collaboration with home office personnel including sales training, sales operations and marketing.
- Provide feedback to Sales Leadership regarding ongoing successes and opportunities.
- Provide input and instruction to all functions within scPharmaceuticals that support ongoing sales market development.
Required Expertise Competencies
- Bachelor’s degree from an accredited 4-year college/university required.
- A minimum of 4 years’ experience and expert in healthcare sales management in pharma specialty, hospital or in medical device/diagnostic is required. Preference given to candidates with experience with cardiovascular categories.
- Expert in track record of high achievement.
- Knowledgeable/Expert in product launch.
- Knowledgeable/Expert in Medicare population is a plus.
- Knowledgeable/Expert in multi-state management experience.
- Knowledgeable/Expert in understanding of specialty pharmacies as well as hospitals. IDN experience is a plus.
- Knowledgeable/Proficient in Microsoft Office as well as prior utilization of CRM systems.
Required Power Competencies
- Teamwork & Leadership: Company role model; builds strong team identity and attracts, drives engagement of, and develops top talent; facilitates internal and external collaborations; actively anticipates and removes obstacles to improve performance and growth. Must be able to “Lead from the front” with ability to provide exemplary customer service.
- Execution: Consistently makes crisp decisions with big impact in ambiguous circumstances; organizationally directs and drives results with ultimate accountability for results
- Solution Maker: Applies business insights and global perspective in establishing a clear and compelling vision and to advance Company goals; identifies and enables strategic solutions to internal and external challenges; organizationally accountable for solutions; clearly articulates position and motivates others
- Continuous Improvement: Commitment to improving organizational effectiveness by maximizing and leveraging strengths of high performers and attracting, developing and motivating top talent
- Awareness: Develops and leverages strengths across organization and plans for limitations; Understands capabilities of the organization and deploys resources in line with capabilities.
Expectations
- Up to full-time travel; ability to travel up to 60-80% overnight is required.
Seniority level
- Director
Employment type
- Full-time
Job function
- Sales, General Business, and Education
Industries
- Wireless Services, Telecommunications, and Communications Equipment Manufacturing