District Sales Manager, Gastro-Immunology – Northeast Region

Merk•Worcester, MA

22h•$173,200 - $272,600

About The Position

This is a pipeline advertisement intended to build a talent pool for potential future openings; it is not tied to an active vacancy. The District Sales Manager, Gastro-Immunology will lead the culture and performance of a district and serve on the Immunology Leadership Team. The role involves field work and collaboration with internal partners to advance Immunology products, while leading sales representatives in identifying and addressing customer needs and coordinating with key account stakeholders. The posting lists potential districts across Upstate New York, Pennsylvania–West Virginia, and the Northeast, with locations including Buffalo, Poughkeepsie, Syracuse, Yonkers, Allentown, Harrisburg, Pittsburgh, Albany, Manchester, Portland, and Worcester. The role requires weekly travel to support team and customer engagement, which may occasionally involve overnight stays. Candidates must reside within the territory.

Requirements

Bachelor’s degree (BA/BS) and at least 5 years of experience in Sales, Marketing, or Managed Care within the Pharmaceutical industry.
Valid driver’s license.
Ability to travel as required by the role, including overnight travel.
Reside within the territory.
Cultivate a high-performing, motivated sales team culture; Immunology therapeutic-area experience is preferred.
Lead teams through change and challenges using situational coaching and emotional intelligence, while demonstrating a growth mindset, agility, and the ability to foster trust and openness.
Navigate ambiguity with confidence and communicate clearly and transparently while adapting customer engagement models.
Maintain a customer-focused mindset, listen to understand customer objectives, and foster meaningful relationships.
Apply account planning and management expertise and collaborate effectively with cross-functional teams.
Build and maintain strong relationships with key accounts and customers in the Immunology sector.
Understand Rx pathways, including prescription processes through healthcare providers, Electronic Health Records (EHR), and pharmacies, as well as benefit design and prior authorization requirements.
Coach sales professionals in Managed Care environments and support partnerships with Integrated Delivery Networks (IDNs) and Account Management teams.
Demonstrate a track record of leading successful product launch teams in competitive markets.
Leverage business analytics and technology to generate insights, develop strategies, and execute plans, and coach sales teams to use these tools effectively.

Nice To Haves

At least 3 years of experience working with key thought leaders or influential customers in large group practices, hospitals, or managed care organizations.
Experience managing, leading, coaching, and inspiring successful sales teams, preferably in Immunology, specifically Gastroenterology, with previous Field Sales Management experience.
Strong analytical mindset and experience coaching sales teams to use tools and technology to gather customer insights and enhance sales impact.
Experience selling and leading teams in the Pharmaceutical, Biotech, or Medical Device industries.
Skill in establishing and maintaining relationships and networks within customer organizations.

Responsibilities

Lead and manage a team of Immunology Sales Representatives to deliver strong sales performance by accurately identifying and addressing customer needs.
Coach and guide Immunology Sales Representatives to enhance their skills and effectiveness.
Oversee training programs and manage people-related processes for the customer team, supporting continuous development and optimal resource allocation.
Develop and maintain a high-performing representative team aligned with organizational goals and customer expectations.
Partner compliantly with internal stakeholders and serve as a connection point between home office and field sales leadership.
Collaborate with key account managers and align on shared opportunities across teams.
Use available data reports to assess district performance and identify business opportunities.
Create and regularly update business plans with strategic and tactical approaches for growth aligned with the brand’s marketing vision.
Travel weekly to support team and customer engagement activities, with occasional overnight stays.