Regional Sales Director - Primary Care Sales - East

Overview

The Regional Sales Director (RSD) is a second-line field sales leadership role accountable for building and leading a field-based sales team and managing all operations related to the sales force in a defined region of the US. The role will support the pending launch of ensitrelvir, for a novel 3CL protease inhibitor for the prevention of SARS-CoV-2 infection for the US as part of a new primary care sales team. It is projected that there may be approximately 2-3 RSDs nationwide, each responsible for approximately 50-75 sales representatives and 7-9 District Managers.

Reporting to the Head of Primary Care Sales, this role is accountable for setting strategic and tactical direction for the region including the execution and achievement of the region’s revenue goals and key performance indicators (KPIs). The RSD will be responsible for the hiring, training and development, resource planning and allocation, and overall performance management of this new primary care sales team. This role is also expected to lead with strong executive presence, reporting back to Commercial and Executive leadership.

Through a mix of strong business acumen, leadership skills and relationship building, the RSD will leverage corporate resources to drive results and will also ensure all direct reports adhere to all Shionogi policies and procedures and required regulations.

Additional responsibilities to include, but are not limited to, assisting in the launch readiness preparations such as the development of their regional sales strategy, sales training material preparation an alignment, key customer engagement, and providing internal feedback on marketing strategies.

Responsibilities

• Responsible for building, leading, and retaining a high performing team, and managing activities of District Managers and Sales Representatives within specific geographical assignment
• Lead, motivate, and direct a field team of District Managers ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning
• Creates and implements a regional team strategy and ensures alignment with and execution of territory account plans to achieve monthly, quarterly and annual product access and launch objectives
• Exhibits a long-term strategic view of the business with a focus on driving immediate results by: Developing and executing Business Plans to achieve regional and national goals; Analyzing and evaluating the performance of each territory; and utilizing appropriate data sources to develop tactical plans
• Responsible for the preparation and presentation of strategic and tactical regional performance, plans and insights to Commercial and Executive Leadership
• Manage a Region's vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results
• Lead meetings with their respective team and serve as the tactical resource within the field sales organization
• Regularly analyze and monitor regional KPIs to optimize territory performance with direct accountability for achievement of targets
• Responsible for providing insights and actions against regional goals to cross-functional brand leadership at minimum on a quarterly basis as part of quarterly business reviews
• Sets and maintains high standards with the team for product knowledge, brand messaging, competitor assessment, and selling skills.
• Directly contribute to the revenue and profit goals within the assigned geography by ensuring sales goals are met and expenses are managed in a fiscally responsible manner
• Ensures that District Managers effectively address performance gaps; work in close partnership with District Managers and HR to guide all disciplinary action
• Assess competitive promotional activity and treatment adoption from customers to share information and recommendations to leadership team
• Work closely with cross functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations
• Plan, forecast, and oversee an operating budget while actively monitoring expenses
• Work in collaboration with marketing team to develop regional playbook and tools and implement promotional pieces that consider underlying regional market dynamics
• Conduct field rides and provide regular feedback, direction, and coaching to District Managers and teams
• Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing,