Regional Sales Manager - West

The Opportunity

The Regional Sales Manager achieves the regional sales goals (volume and profitability) and for managing a team of Influenza Vaccine Sales Representatives accounts in multiple channels, including pediatrics, primary care, internal medicine, public health, and hospitals. 

The Regional Sales Manager, along with the Director of U.S. Field Sales and Regional Account Team should develop the regional strategy and execution plan to meet the goals of Product sales. You will execute the marketing and sales strategy in multiple States and all the territory sales within. You will be the primary coach for all managed Influenza Vaccine Sales Representatives ensuring the proper level of values and behaviors are coached.  You will oversee the sales plans, career development, and training of Sales Representatives, maintains and analyses sales data, and measures individual and regional sales performance. 

The Regional Sales Manager manages the budget and expense in the assigned area to ensure P&L goals are met.

The Role:

• Leads a regional team of 10 Vaccine Sales Specialist in California, Utah, Nevada, Oregon, and Washington

• Fosters long-term relationships with Sales Representative and the Customer, while adhering to and ensuring compliance of Code of Conduct

• Conducts weekly Field visits

• Coordinates use of Medical Science personnel and any specialists (eg Reimbursement, Contracting) in the region

• Conducts career development discussion and develop plans according to HR polices and calendar

• Oversees district and territory level budget, expenses and adherence of Representatives to their budgets through CSO partner

• Partners with CSO organization on performance initiatives related to sales personnel

• Builds sales plans and forecasts involving customer insights, brand utilization drivers, and knowledge of competition and market dynamics

• Meets sales revenue goals and meet expense targets to guide product profitability

• Maximizes and monitors sales performance, challenge and guide the improvement of account strategies.

• Modifies plans/tactics where needed to achieve sales revenue goals.

• Develops region level strategies and ensure alignment with territory level strategy and plans.

• Manages negotiations/implementation of contracts and “pull through” in the region working with greater commercial sales team to resolve conflicts between accounts and national agreements

• Develops recommendations for the Marketing team and sales training to optimize the development and effectiveness of promotional pieces

• Participates in annual Brand(s) Plan cycle by representing customer insights

• Communicates updates and revisions to sales aid and other tools that drive the delivery of brand messages

• Identifies new growth opportunities and programs, propose “big ideas” to be discussed with the broader team

• Works with customer service, inside sales team, reimbursement and other customer support groups to capture customer feedback and/or requests, and deliver them to HQ or Marketing

• Provides feedback on market research or studies to be deployed by Marketing related to customer attitudes and behaviors, e.g., ATUs, and support/provide input in segmentation analysis

• Monitors competitive intelligence and competitor activities, and make appropriate recommendations

• Monitors customer satisfaction to ensure customer experience is consistent with brand promise and communicate to Customer Operations

• With the guidance of the Director of U.S. Field Sales, communicate Regional/Territory analyses and recommendations to key internal stakeholders

• Performs ad hoc analysis of market data (IMS and other secondary pharmaceutical data) to analyze sales performance and delivery such results

Your skills and experience:

• Bachelor’s Degree required, preferably in Life Sciences or Business/Marketing·      

• A minimum of 5 years of sales management experience leading a sales district/team.

• 7 or more years of Pharmaceutical/ or B2B sales experience

• Vaccines sales experience a must

• Ability to travel 60%.

• Good knowledge of Healthcare Management, Reimbursement and Pharma Compliance

• Demonstrates a comprehensive knowledge of customer relations, product promotion and able to interpret complex information.

• Must have the managerial ability to effectively organize, communicate and direct people.

• Strong track record of working cross-functionally to develop strategic plans and achieve them

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