Regional Sales Director - OH/WV

GSK • Cincinnati, OH

7d • Remote

About The Position

The Regional Sales Director leads regional sales performance and launch execution for a defined geographic area and/or designated hospital or large group practice accounts. The role leads and develops Account Managers to carry out regional business plans, generate demand, support appropriate product utilization, and achieve sales objectives compliantly.

Working in a complex, matrixed commercial environment, the director translates national strategy into regional execution and partners with sales leadership, commercial operations, marketing, market access, account management, and other functions. The role monitors market conditions and team performance and shares customer insights and feedback on marketing tactics.

The position requires up to 50% travel, including overnight travel, and the ability to lift and/or move up to 35 pounds. The US annual base salary for new hires ranges from $186,750 to $311,250. The role also offers an annual bonus, eligibility for a share-based long-term incentive program, health care and other insurance benefits for employees and families, retirement benefits, paid holidays, vacation, and paid caregiver/parental and medical leave.

Requirements

• BA/BS degree from an accredited institution.
• Valid driver's license.
• At least 7 years of experience in pharmaceutical, medical, or related medical sales.
• At least 2 years of successful district or regional field management experience.
• Experience leading teams in hospitals, health systems, and large practice groups.
• Understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.
• Ability to adhere to regulatory, legal, and compliance standards.
• Exceptional presentation and selling skills, with strong business acumen.
• Proficiency with computer skills, including Microsoft Office.
• Excellent oral and written communication skills.
• Strong analytical and technical abilities, with a customer-service focus to exceed business goals.
• Willingness to travel up to 50%, including overnight travel.
• Ability to lift and/or move up to 35 pounds.

Nice To Haves

• Proven top-tier success leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments.
• Experience launching specialty, anti-infective, infectious disease, or hospital-based products, with accountability for launch objectives.
• Deep understanding of hospital, health-system, or large-practice-group decision-making, including formulary management, antimicrobial stewardship programs, clinical pathways, protocol development, and demand generation.
• Experience leading teams that engage multiple clinical and non-clinical stakeholders.
• Strong account management leadership experience within IDNs, health systems, academic medical centers, or large group practice organizations.
• Demonstrated ability to coach and develop Account Managers in strategic account planning, stakeholder mapping, business acumen, execution excellence, and driving sales.
• Success working in highly matrixed organizations and leading coordinated execution across sales, market access, reimbursement, organized provider accounts, medical affairs, and marketing.
• Experience translating access wins, formulary approvals, and protocol adoption into sustained product utilization and prescribing behavior.
• Strong analytical skills and a track record of using data, account insights, and performance metrics to drive results and resource allocation decisions.
• Demonstrated excellence in culture building, talent development, and performance management during rapid growth or launch readiness.
• Anti-infective, hospital specialty, or infectious disease experience.
• Experience leading teams responsible for access enablement and/or demand generation activities across hospital accounts.
• MBA or advanced healthcare/business degree.
• Leadership capabilities: accountability, strategic thinking, coaching excellence, business acumen, matrix leadership, stakeholder influence, enterprise collaboration, and execution discipline.
• Skills in account management, cross-functional work, turning data into insights, digital fluency, omnichannel approaches, and scientific literacy.

Responsibilities

• Recruit, hire, coach, develop, and manage Account Managers to build a high-performing regional team.
• Lead regional launch execution to drive awareness, demand generation, appropriate utilization, and sales performance for the launch product.
• Develop and execute regional business plans that prioritize key accounts, customer segments, market opportunities, and resource allocation.
• Lead the sales team to compliantly meet and exceed sales targets.
• Execute the approved marketing plan with the regional team to maximize market penetration.
• Monitor local market conditions, build customer relationships, and adapt strategies as needed.
• Ensure timely and effective delivery of marketing and sales tactics within the region.
• Collaborate on goal setting and performance measures to support achievement at all levels.
• Use data, dashboards, and performance insights to monitor results, identify gaps, coach Account Managers, optimize execution, and guide resource allocation.
• Set performance expectations, provide ongoing coaching and feedback, and manage performance and disciplinary matters to support accountability, compliance, and a high-performing team culture.
• Conduct regular field ride-alongs with Account Managers to provide hands-on coaching.
• Build an accountable team culture that supports achievement, engagement, development, and retention.
• Ensure compliance with field activities and company guidelines.
• Translate national strategy into regional execution and provide feedback on market conditions, customer insights, and marketing tactics.

Benefits

• Annual bonus.
• Eligibility to participate in a share-based long-term incentive program, dependent on role level.
• Health care and other insurance benefits for employees and family.
• Retirement benefits.
• Paid holidays.
• Vacation.
• Paid caregiver/parental and medical leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager