Manager, Regional Sales – Specialty (West)

Sumitomo Pharma Co., Ltd. is a global pharmaceutical company based in Japan with key operations in the U.S. (Sumitomo Pharma America, Inc.), Canada (Sumitomo Pharma Canada, Inc.) and Europe (Sumitomo Pharma Switzerland GmbH) focused on addressing patient needs in oncology, urology, women's health, rare diseases, psychiatry & neurology, and cell & gene therapies. With several marketed products in the U.S., Canada, and Europe, and a diverse pipeline of early- to late-stage assets, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com or follow us on LinkedIn.

Job Overview

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Manager, Regional Sales – Specialty. The Manager, Regional Sales is a front-line field sales leadership role accountable for building & leading a field-based sales team of 8-10 Territory Sales Managers in a defined geographic Region.  As a member of the SMPA sales team your leadership approach should align to the sales organization’s performance-based culture which entails trust and integrity, ownership and accountability, values diversity of thought, and focuses on connecting with people and their success. As the leader of the Region, you will also ensure that your Sales Professionals always operate in an effective, efficient and compliant manner.

Job Duties and Responsibilities

• Ensure that established sales budgets and objectives are achieved/exceeded across each territory and the Region as a whole.
• Demonstrate ‘Catalyst Leadership’ by leading the team in a humble yet inspiring manner using sound judgement and instilling ownership, accountability, and purposeful action based on business opportunities.  Foster an environment where Sales Professionals are empowered to use critical thinking skills to identify and effectively act on business opportunities, find creative and adaptive approaches to address challenges, facilitate a culture that promotes teamwork, and always act in a manner that is within policy and compliance standards.  
• Provide regular, engaging, and tailored coaching of each Sales Professional focused on sales effectiveness and impact and longer-term development.  Written and verbal coaching should be candid, respectful and support business and career development.
• Assess and analyze the Region’s product/competitor trends and market dynamics.  Develop and execute Regional sales strategies and tactics, and effectively aligning budgets and resources based on highest opportunities to accelerate brand growth.
• Readily display peer leadership in which ideas are openly shared across the Sales Leadership Team (SLT).  Provide constructive and candid input during SLT interactions.  Develop and/or lead national project/initiatives that align to SMPA’s vision of becoming the leading specialty urology company.
• Create, build and maintain relationships and regular communication with providers, KOL’s (key thought leaders) and other customers.  Be the liaison between key customers so that the organization remains informed of evolving market dynamics and needs.
• Manage all operations related to the Region, and ultimately ensuring achievement of all performance targets and budgeted sales goals by each member of the team.
• Ensure candid and collaborative communication and execution between Market Access, Marketing, Operations, Human Resources, Training, Compliance, and Medical Science Liaison (appropriately), and other SMPA teams.

Key Core Competencies

• Consistently operates in a manner which demonstrates and instills trust and integrity across all aspects of the role.
• A proven and documented track record of coaching, developing, and promoting direct reports is highly preferred.
• Strong and successful pharmaceutical launch experienced is highly preferred.
• The ability to effectively work in a fast paced and nibble start up environment is preferred.
• 50% - 80% overnight travel may be required depending on the assigned Region.

Education and Experience