Director, Regional Sales - Southwest Region

Job SummaryThe Director, Regional Sales is responsible for the overall leadership, management, and direction of a team of Key Account Managers (KAM) and/or Sales Reps in the Biosimilar Business Unit. The Regional Sales Director is a front-line field sales leadership role accountable for building, leading and coaching a field-based sales team in a defined geographical Region. This position will be responsible for leading and directing all tactical field sales efforts and for ensuring the successful attainment of all regional sales goals and objectives, as well as managing an operating budget. Additional responsibilities include but are not limited to advancing the professional development of the team.
The territory covers the Southwest region of the United States. The ideal candidate will live in Southern California; Phoenix, Arizona; Houston, Texas or Dallas, Texas
Salary Range: $185,000 - $200,000 per year
Position is eligible for the Sales Management plan ($16,500/quarter). Position is also eligible for a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Defines and establishes regional and territory strategic sales direction.

• Maintains current understanding of local market, practice structures, business models and key influencers. Consistently share such information with relevant stakeholders such as sales leadership, marketing, and market access.

• Develops and implements regional and local tactical business plans, including understanding business trends and preparing forecasts and reports for the Region.

• Provides leadership and motivation for the sales team.

• Sets goals and priorities for all KAMs/Reps within the region.

• Regularly use a variety of analytical tools to understand and evaluate the business to best determine how to coach and lead the sales team to execute to exceed sales objectives and apply the appropriate resources in an effective, compliant, and ethical manner.

• Works with team to develop, manage, advance, and close opportunities with their accounts.

• Provide consistent, engaging, and tailored coaching of team focused on sales effectives, executional excellence and impact with long term development.

• Monitors sales activities (CRM) and sales results using available sales analytical tools.

• Reviews and approves annual objectives, performance goals, and personal development plans.

• Interviews, hires and trains KAMs/Reps.

• Analyzes competitor’s programs and develops aggressive response strategies.

• Prepares reports for region, account managers and sales leadership as needed.

• Supports all computer-based sales reporting.

• Assists team with Contract Negotiations, and Contract implementation in complex models.

• Understanding and deep knowledge of Buy & Bill, with a solid understanding of GPOs, as well as Hospitals, IDNs, Community Practices/Clinics.

• Conducts regular field visits and business reviews with their team.

• Ensures that a high level of clinical/business acumen and customer service is delivered to all accounts/customers.

• Develops, leads, and facilitates regional sales meetings to ensure alignment with organizational strategies, brand strategies and executional excellence.

• Acts and models with integrity, compliance, internal policies, Code of Ethics and Business Conduct.

• All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities.

Requirements

• Bachelor’s degree required; Masters preferred.

• Minimum of 10 years of pharmaceutical/biotech industry experience (sales, marketing, training, analytics, operations), with at least 5 years of proven, consistent, and documented track record of pharmaceutical field management experience required.

• Minimum of 3 years biosimilar experience preferred.

• Buy & Bill experience required, and a deep understanding of contracting process.

• Strong customer and collaborative communication skills as contact level is high with both internal colleagues (e.g. sales, marketing, market access), and outside customers.

• Experience and expertise in leading teams that call on Hospitals, IDNs and Community Clinics/Practices/organizations/affiliations, Academic Centers.

• Strong organizational and analytical skills are required with an ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications.

• Requires travel - Air/Auto.

• Ability to operate with minimal supervision.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.