In PersonRequires daily travel within the region, with approximately 75% travel and possible overnight trips.
Sales & Account ManagementField Sales
About the job
Requirements
A BS/BA degree is required.
A minimum of 5+ years of sales experience within the pharmaceutical or biotechnology industries is required.
A minimum of 3+ years of pharmaceutical sales management experience with documented leadership and measurable, sustained performance is required.
Proven skills to hire, coach, and develop a successful team.
Strong analytical and business planning and development skills.
Demonstrated ability to lead teams to effectively execute selling strategies.
High degree of business acumen.
Strategic thinking and problem-solving skills.
Strong interpersonal skills and high emotional intelligence.
Strong conflict resolution skills.
Highly organized and able to prioritize effectively.
Strong negotiating skills.
Ability to effectively manage a budget.
Strong presentation, organization, administrative, and communication skills.
Ability to model the highest level of professional behavior and ethics.
Ability to meet all requirements for pre-employment screening, including background investigation, drug testing, and motor vehicle history, along with ongoing customer credentialing.
Safe driving record and valid driver's license are required.
Must live within the region.
Responsibilities
Build, lead, and retain a high-performing team and manage the activities of sales representatives within the assigned geography.
Ensure that representatives' activities ethically and compliantly contribute to company sales and profit objectives.
Contribute to revenue and profit goals within the assigned geography by ensuring sales goals are met and expenses are managed responsibly.
Coach and mentor representatives to enhance overall sales capabilities.
Lead team meetings and serve as a tactical resource within the field sales organization.
Set performance expectations for day-to-day activities, monitor achievement, and provide developmental feedback.
Develop a positive, inclusive culture in which individuals and teams can develop and thrive while meeting sales objectives.
Manage the region's vision and purpose consistently with corporate and business objectives while maintaining accountability for business results.
Collaborate with cross-functional partners, including Medical, Market Access and Field Reimbursement, Key Account Management, Inside Sales, Marketing, and Operations, in a complex selling environment.
Assist with the strategy and selling process, including closing transactions, for significant accounts in assigned geographies.
Plan and execute territory strategies with cross-functional partners to win account opportunities and achieve monthly and quarterly sales targets.
Direct sales for the region, set performance goals, and meet or exceed monthly, quarterly, and annual regional sales objectives.
Analyze sales to direct sales representatives toward the highest-priority activities.
Collaborate with the marketing team to develop account playbooks and tools and implement promotional materials.
Meet with sales representatives to develop quarterly, monthly, and weekly plans that maximize customer relationships and improve virtual or face-to-face selling time.
Conduct field rides and provide regular feedback and direction to representatives.
Coach sales representatives on developing strategies for new opportunities and advancing opportunities through the sales cycle.
Analyze regional and territory business and provide coaching and counsel to optimize territory performance.
Develop expert knowledge of products, disease states, and competitors.
Ensure PDMA compliance and adherence to company sampling policies.
Manage regional expenses within the allocated budget.
Participate in or lead internal meetings to update progress and suggest solutions to issues and opportunities.
Work cross-functionally on the development of POAs and National Sales Meetings, including meeting objectives, training workshops, participants, timing, agendas, and post-meeting quantitative and qualitative metrics.
Oversee recruitment, hiring, and training of the team.
Support field training initiatives and ongoing messaging workshops.
Complete all corporate training requirements and serve as a resource to other Regional Business Directors.
Assist with the development of sales attainment dashboards and training.
Ensure compliance with all corporate and industry policies and regulations.
Desired Qualifications
Experience leading a team in an institutional or hospital setting is preferred for Hospital Regional Business Director roles.
Antibiotic or infectious disease therapeutic knowledge and sales experience are strongly preferred.
Previous experience or knowledge in specialty pharmacy is preferred.
Microsoft Office and Veeva experience are preferred.
Position Title: Regional Business Director
Department: Commercial – Sales Operations
Reports To (title): Executive Director, National Sales
Location: Chesapeake
Summary of Position:
The Regional Business Director is primarily responsible for building, leading, and retaining a high performing team, and managing activities of Sales Representatives within a specific geographical assignment. The focus of the Regional Business Director is to ensure that the activities of the Representatives under his/her direction ethically and compliantly contribute to the achievement of the company’s sales and profit objectives. This position is responsible for contributing to the revenue and profit goals within the assigned geography by ensuring sales goals are met and expenses are managed in a fiscally responsible manner. Will coach and mentor Representatives within assigned region to enhance overall sales capabilities. The role will lead meetings with their respective team and serve as the tactical resource within the field sales organization. The Regional Business Director sets performance expectations for day-to-day activities, monitors achievement and provides developmental feedback.
Position Responsibilities:
Develops a positive, inclusive culture, in which individuals and team can develop and thrive while meeting sales objectives
Embraces and emulates Paratek’s Values in daily communications, and interactions
Ability to manage a Region’s vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results
Achieve success in a complex selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Key Account Management, Inside Sales as well as Marketing and Operations
Responsible to assist with the strategy and selling process (including closing transactions) of significant accounts in assigned geographies
Will 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
Accountable for meeting or exceeding region sales objectives on a monthly, quarterly and annual basis. Directs sales for the region and sets performance goals accordingly
Analyzes sales to aid in directing sales representatives to highest priority activities
Work in collaboration with marketing team to develop account playbook and tools and implements promotional pieces
Meets with sales representatives to develop quarterly, monthly and weekly plans designed to maximize customer relationships and improve virtual or face-to-face selling time
Conducts field rides and provide regular feedback and direction to Representatives
Coaches sales representatives on the development of strategy for all new opportunities and to advance all such opportunities through the sales cycle
Analyzes regional and territory business and provides coaching and counsel to optimize territory performance
Develops an expert knowledge of products, disease states, and competitors
Ensures PDMA compliance and adherence to Company sampling policies
Manages Region expenses within allocated budget
Participates or leads internal meetings to update progress and suggest positive solutions to specific issues and/or opportunities
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)
Oversees recruitment, hiring, and training of team
Supports field training initiatives and ongoing messaging workshops
Successfully completes all corporate training requirements, serves as a resource to other Regional Business Directors
Assists with development of sales attainment dashboards and training
Ensures compliance with all corporate and industry policies and regulations
Minimum of 5+ years sales experience within the pharmaceutical or biotechnology industries. In addition, minimum 3+ years pharmaceutical sales management experience with documented leadership and measurable, sustained performance
Experience leading a team in an institutional or hospital setting is preferred (Hospital RBD roles)
Antibiotic / Infectious Disease therapeutic knowledge and sales experience is strongly preferred
Previous experience or knowledge in Specialty Pharmacy preferred
Proven skills to hire, coach and develop a successful team
Strong analytical, and business planning/development skills
Demonstrated ability to lead teams to effectively execute selling strategies
High degree of business acumen
Strategic thinking and problem-solving skills
Strong interpersonal skills and high emotional intelligence
Strong conflict resolution skills
Highly organized and able to prioritize effectively
Strong negotiating skills
Ability to effectively manage a budget
Possess strong presentation, organization, administrative and communication skills
Model highest level of professional behavior and ethics
Meet all requirements for pre-employment screening (background investigation, drug testing and motor vehicle history) along with ongoing customer credentialing
Safe driving record and valid driver’s license, required
Lives within the region
Additional Information:
Technology: Microsoft Office, VEEVA is preferred
Travel (%): Requires daily travel within Region which could require overnight travel dependent upon Region size and structure. Travel required to quarterly meetings and other corporate meetings as requested. Estimated travel of 75%.