Regional Sales Manager, West

Pelthos

1d • Onsite

About The Position

The Regional Sales Manager (RSM) provides leadership and coaching to a team of Dermatology Territory Managers to achieve sales goals using the Company’s marketing strategies as well as managing performance and effective communications with the sales team, internal team members and external customers. This is achieved while operating within policies/procedures and assigned expense budgets. Develops and directs business plans which are consistent with the company’s annual goals and strategies The RSM is accountable for the assigned regional sales financial goals and develops market share potential and competitive advantage.

Requirements

• Bachelor’s Degree
• 5-10 years of overall pharmaceutical or equivalent sales and sales management experience
• Proven success in achieving sales objectives in a variety of distribution structures and product segments
• Dynamic, aggressive, results-oriented leadership with well-developed communication skills
• “Hands on” management style; adaptable to a fast-paced, high-growth, changing environment
• Good business sense - an understanding of how marketing ties into the profitability of a company
• Previous P&L “exposure” or accountability is important
• Ability to attract, retain and motivate employees

Responsibilities

• Provide strong, clear, and compliant directions as well as coaching to the regional sales team for the achievement of sales goals within the region using marketing plans and other HQ provided strategies
• Understand and coach the region on sales data (competitive and own), product knowledge (competitive and own), market knowledge and selling skills
• Develop regular and consistent live Field Ride schedules with each rep on team to maximize coaching opportunities and fully develop representatives on team
• Complete and Utilize Field Trip Coaching guides regularly as a tool to reinforce field ride coaching discussions
• Manage all areas of the sales team’s performance, including selling skills, administrative duties and career progression
• Meet and/or exceed overall sales goals and quotas assigned by the company via planning, leading, developing and coaching own sales team
• Develop quarterly/annual business plans for region which focus on team needs and align with sales objectives
• Analyze and report changing needs within the sales organization for training, sales programs and field assets
• Provide market insights, trends, competitive activity and conditions
• Recommend changes to strategic and tactical sales plans
• Develop and maintain relationships with outside partners such as Institutions, Clinics, HCPs and Pharmacists to maximize sales results
• Establish relationships with key Thought Leaders within the region
• Work on regional and national projects assigned by the VP Sales
• Fully understand and train region on IC Plan components and how to achieve goals
• Manage regional budget and allocate & utilize resources as provided
• Regularly review team budget & resource utilization as compared to ROI
• Keep team regularly informed of regional and individual performance utilizing available KPI data and show the path to increased performance utilizing same data
• Prepare/Submit timely expense reports and review team’s expense reports
• Actively engage in all RSM team meetings, sharing challenges and solutions
• Shares best practices with RSM teammates and VP of Sales
• Plan, prepare and lead sales team meetings as requested
• Focused on results through their team and will leverage resources available as well as solve problems creatively and compliantly to get the job done
• Identify and understand problems and opportunities by gathering, analyzing and interpreting quantitative and qualitative information
• Choose the best course of action by establishing clear decision criteria, generating and evaluating alternatives and making timely decisions
• Make decisions and initiate actions to ensure that policies and practices leverage the capabilities and insights of individuals with diverse backgrounds, cultures, styles, abilities and motivation
• Demonstrate expert knowledge of the Dermatology marketplace, EPI Health products and their key customers
• Spot trends and create opportunities for EPI Health products in their regional marketplace in a proactive manner
• Maintain a mastery level knowledge of EPI Health Selling Model
• Actively engage in systems, processes and networks to attract, develop, engage and retain talented individuals
• Create a work environment where people can realize their full potential, thus allowing the organization to meet current and future business challenges
• Provide feedback, instruction and development guidance to help others excel in their current or future job responsibilities, planning and supporting the development of individual skills and abilities
• Use appropriate interpersonal styles to establish effective relationships with customers and internal partners
• Interact with others in a way that promotes openness and trust and gives them confidence in one’s intentions
• Actively identify new areas for learning
• Create and take advantage of learning opportunities
• Motivate increased employee effort by communicating a compelling view of the organization's purpose, culture and future state
• Lead by example with honesty, integrity and a commitment to compliance
• Other duties as assigned

What This Job Offers

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