National Sales Manager / Regional Sales Manager (Pharmaceutical Industry): Alliance Partners Executive Search

The National Sales Manager position is responsible for leading and motivating a sales team to deliver sales results and call plan adherence while managing a client contract (s) to increase the likeliness of contract renewal or expansion. The primary focus of the National Sales Manager is to ensure that the client strategy is executed and successfully achieved through effective leadership of the team.

Requirements

· Focus on sales results, people development, and meeting/exceeding client contractual requirements.

· High level of client interaction solidifying and expanding business relationships.

· Build relationships internally with matrix team and externally with clients.

· Use negotiation tactics to maintain an effective relationship that resolves issues among multiple stakeholders.

· Anticipate client requests or conflicts and proactively problem-solve for the solution that best balances the client relationship.

· High level of business acumen including ability to build solid business plans based on analysis of key performance metrics and understanding of market place issues/opportunities.

· Strong foundation of customer-focused consultative selling skills.

· Knowledge of managed care and other health care related current events.

· Understanding of pharmaceutical marketing principles.

· Demonstrated ability to learn product/disease state information.

· Demonstrated ability to execute a talent strategy of hiring, assessing, developing people and succession planning. Willing to promote people and make the tough HR calls as appropriate.

· Ability to work collaboratively in a fast-paced, high energy matrix organization.

· High level of integrity and adherence to all compliance guidelines.

· Identify areas of opportunity for corporate services with a focus on maximum return to enhance the business.

· Create an environment that enables the program’s regional sales manager, district sales managers, and representatives to achieve greater results in alignment with client expectations.

· Define program performance indicators and assess skills and competencies of sales team to meet/exceed expectations and contractual requirements. Diligently monitor performance metrics.

· Efficiently manage budget and resources within the scope of the business model and expense policy guidelines.

· Proven relationship management, account/business development skills.

· 3-5 years national or area pharmaceutical sales management experience successfully leading diversified sales teams.

REGIONAL SALES MANAGER

The Regional Sales Manager will be responsible to manage a team of district sales managers and meet or exceed established program sales and market share targets within a given geographical territory targeting primary care physicians and specialists.

• Provide guidance, training and direction to direct reports regarding sales strategy, call planning, call frequency, market share productivity and execution of action plans (POAs)
• Maintain a fully staffed and productive region. Manage vacancies and turnover through active involvement in the recruitment and selection process.
• Thorough understanding of Pharmaceutical Industry, account management and marketing concepts related to the promotion of primary care or specialty products.
• Monitor sales data, market share, and target audience control at regional and division levels.
• Accountability for regional sales objectives and manages to the development of regional business objectives.
• Ensures that Regional and District budgets and expenses are managed within mandated guidelines.
• Conduct meetings to train and motivate direct reports and representatives within region.
• Build and maintain client relationships in order to maximize opportunities for potential new business.
• Maintain a close network with key customer base including physicians, pharmacists, nursing personnel and business administrators including field visits and other projects as needed.
• Possess superior knowledge and understanding of all assigned products, disease states, treatment regimes, competitor products, market and industry.
• Successfully execute sales force effectiveness strategies.
• Proactively identify problems/opportunities and solutions for process/performance improvement.
• Build strong relationships and customer loyalty.

Requirements

• Bachelors Degree from an accredited institution required
• Minimum of 5-7 years pharmaceutical sales and account management with a minimum of 3 years as a DM and 2-3 years as a RM management experience in pharmaceuticals preferred
• Ability to maintain and build solid working relationships with physicians, hospitals, nurses and pharmacists
• Must possess proven, documented sales track record
• Ability to conduct efficient and effective meetings
• Must possess demonstrated leadership capabilities
• Demonstrate ability to achieve results through others
• Superior and persuasive oral and written communication and presentation skills, a fortitude to sell and compete, and be a self starter
• Conflict management and resolution skills
• Strong planning, organizational and PC skills
• Daily and overnight travel may be required