Area Sales Director

Job Description Summary

Responsible for managing business results, sales activities, and cross functional initiatives in a regional geography. Direct the activities of District Managers and Sales Professionals. Responsible for making the day-to-day decisions required to manage a business function including deploying resources, allocating costs, and directing business activities.

Key Responsibilities

• Achievement of regional sales objectives; Rx/Revenue and expenses.
• Development and execution of a Business Plan that aligns with the regional strategy.
• Direct execution of sales strategies and implementation of marketing plans.
• Maintains a profitable sales to expense ratio.
• Manage sales budget, ensuring return on investment spends.
• Recruit, monitor, coach and develop the performance of managers and sales specialists.
• Maximize managed care opportunities to create and leverage pull through strategies to achieve revenue.
• Maintains turnover at or below regional averages.
• Develop and maintain key customer relationships with target audiences; assists in developing business solutions that are mutually beneficial.
• Plan and conduct sales meetings designed to inform and convey existing and new product knowledge and applications and enhance and develop sales and business skills.
• Evaluate performance of Managers and recommend salary increases.
• Maintain high level of product and market knowledge.
• Assist in directing programs designed to promote or facilitate product sales and the Keenova image.

Education & Experience

Bachelor's Degree is required. Prefer a minimum 10 years related industry experience of which the most recent 3 – 5 years are in a senior level sales management capacity (district or regional level). Background should include a strong record of professional advancement and sales accomplishments in addition to experience in professional product/brand management. Home office experience in a healthcare company preferred. Experience within complex selling environments required (i.e., expensive therapies, reimbursement, etc.). Demonstrated success in recruiting, developing and retaining talent required.

Knowledge

Comprehensive understanding and experience with various industry trends and market segments and industry trends. Clear knowledge of regional market trends. Knowledge and application of strategic planning and implementation. Experience and understanding of managing the financial dynamics of a commercial organization. Expertise in health care with emphasis on pharmaceuticals, biotechnology or medical device.

Skills & Abilities

The successful candidate must be a high energy, charismatic leader who is first a talented, strategically oriented, highly ethical business executive with strong executive presence and presentation skills. He/she will have the skills and ability to quickly gain credibility and respect with both the internal and external constituents. The successful candidate will bring organizational savvy to bear with strong coaching, leadership development and team building skills. He/she will lead by example to ensure a good and compliant working environment, possess strong influencing skills including the ability to delegate responsibility and motivate a team, while at the same time maintaining accountability for delivering upon commitments.

The successful candidate will have an accomplished track record in growing complex organizations. History of success maintaining key relationships, demonstrated ability to drive strategic marketing solutions, demonstrated ability to execute sales strategy focusing on net sales growth while leveraging existing customer relationships into market share gain and developing and executing plans to deliver new channels of distribution.

The successful candidate will have comfort and experience interacting with key strategic partners, executive leaders, board members, customers as well as consultants instrumental in the research, development and commercial continuum that defines the operating complexity of the pharmaceutical industry. Able to prioritize and align an organization against goals and objectives; enables innovation through quick decision making and encourages a sense of urgency; ensures rigor in operational excellence and focuses on outcomes with clear measures and metrics. Demonstrated ability to direct, take decisions, balance risk lead, coach, develop, train and retain staff. Interpersonal flexibility to effectively interact with a broad range of personnel. Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals. Advanced presentation skills and business acumen a necessity. Ability to work effectively with minimal direction from or interface with manager. Problem solving, decision making and technical learning. Advanced written and oral communication skills. Strong administrative skills. Sophistication to manage business in a complex environment.