Specialty Regional Sales Manager
About The Position
The Regional Sales Manager (RSM) leads and develops a team of Specialty Sales Professionals within an assigned geography to achieve regional sales objectives and business goals. The role drives regional business strategy, hires and develops sales talent, and ensures consistent account management and customer engagement. The RSM uses market insights, business acumen, and cross-functional collaboration to strengthen customer partnerships, optimize regional performance, and foster accountability, engagement, and results. The position oversees regional business planning and sales execution, including setting priorities and goals, monitoring performance, managing approved budgets, coaching sales professionals in the field, and supporting territory and account planning. It recruits, coaches, develops, and retains a high-performing team of approximately 8–10 Specialty Sales Professionals, while supporting strategic customer partnerships and cross-functional solutions. The RSM also oversees business reviews, reporting, staffing and administrative requirements, expense management, and CRM use, while ensuring compliance with FDA, PDMA, HIPAA, company policies, and applicable industry regulations. The role involves approximately 30% or more overnight travel, depending on region and business needs, and requires the ability to safely operate a motor vehicle and lift and carry materials up to 10 pounds.
Requirements
- Bachelor’s degree.
- Minimum of 3 years of pharmaceutical, biopharmaceutical, specialty, or healthcare sales experience.
- Demonstrated record of achieving sales objectives and developing customer relationships.
- Experience leading projects, initiatives, or activities beyond routine territory responsibilities.
- Valid driver’s license and ability to travel throughout the assigned region.
- Strong coaching, communication, and team development skills.
- Prior sales leadership, people management, coaching, or mentoring experience.
- Experience in specialty pharmaceutical, buy-and-bill, or specialty pharmacy environments.
- Demonstrated success building and developing high-performing sales teams.
- Strong understanding of healthcare market dynamics, reimbursement, payer systems, and customer business models.
- Ability to safely operate a motor vehicle.
- Ability to lift and carry materials up to 10 pounds.
Responsibilities
- Develop and execute regional business plans aligned with company objectives to maximize portfolio growth and performance.
- Analyze market trends, competitive dynamics, customer needs, and business opportunities to inform strategic decisions.
- Establish regional priorities, sales goals, and tactical action plans to drive market share and revenue growth.
- Monitor performance against key business metrics and adapt strategies to optimize results.
- Manage regional budgets in accordance with approved business plans.
- Identify and implement opportunities to improve business processes, customer engagement, and commercial effectiveness.
- Lead the region to achieve or exceed sales goals, market share objectives, growth targets, and key performance indicators.
- Ensure consistent execution of the company’s sales process, account management approach, and customer engagement strategy.
- Support Sales Professionals in developing and implementing territory and account plans.
- Conduct regular field coaching, ride-alongs, and performance evaluations to improve selling effectiveness.
- Drive accountability for business planning, territory execution, CRM utilization, and sales performance metrics.
- Support execution of national and regional sales initiatives, product launches, and marketing programs.
- Recruit, develop, coach, and retain a high-performing team of approximately 8–10 Specialty Sales Professionals.
- Develop individualized development plans for direct reports to strengthen capabilities and support career growth.
- Provide ongoing coaching, feedback, and performance management to drive execution and development.
- Foster a culture of collaboration, accountability, engagement, and continuous improvement.
- Recognize and reward outstanding performance while addressing performance gaps through effective coaching and development.
- Ensure successful implementation of leadership expectations, management curriculum, and coaching models.
- Support development of strategic customer relationships and partnerships across the region.
- Collaborate with Sales Professionals to address customer needs and identify value-based solutions.
- Build credibility with key stakeholders through strong business acumen and customer-focused leadership.
- Partner with cross-functional teams to address customer opportunities and business challenges.
- Leverage customer insights and market intelligence to identify growth opportunities and improve regional performance.
- Complete required business reviews, quarterly updates, performance evaluations, and reporting activities.
- Ensure timely completion of administrative requirements, staffing needs, business planning, and expense management.
- Maintain accurate business records and effective utilization of CRM and reporting systems.
- Conduct all activities in compliance with FDA, PDMA, HIPAA, company policies, and applicable industry regulations.
- Uphold high standards of integrity, professionalism, and ethical leadership.
Benefits
- Competitive pay and benefits through a Total Rewards package.
- Eligible for a bonus in accordance with the terms of the applicable program; bonuses are awarded at the Company’s discretion.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
