Specialty Regional Sales Manager

Job Description Summary

The Regional Sales Manager (RSM) is responsible for leading and developing a team of Specialty Sales Professionals within an assigned geography to achieve regional sales objectives and business goals. This role drives execution of regional business strategies, hires, coaches, and develops sales talent, and ensures consistent implementation of account management and customer engagement processes. The RSM leverages market insights, business acumen, and cross-functional collaboration to build strong customer partnerships, optimize regional performance, and foster a culture of accountability, engagement, and results.

Regional Business Leadership & Strategic Planning

• Develop and execute regional business plans aligned with company objectives to maximize portfolio growth and performance.
• Analyze market trends, competitive dynamics, customer needs, and business opportunities to inform strategic decisions.
• Establish regional priorities, sales goals, and tactical action plans to drive market share and revenue growth.
• Monitor performance against key business metrics and adapt strategies to optimize results.
• Manage regional budgets in accordance with approved business plans.
• Identify and implement opportunities to improve business processes, customer engagement, and commercial effectiveness.

Sales Performance & Execution

• Lead the region to achieve or exceed sales goals, market share objectives, growth targets, and key performance indicators.
• Ensure consistent execution of the company's sales process, account management approach, and customer engagement strategy.
• Support Sales Professionals in developing and implementing territory and account plans.
• Conduct regular field coaching, ride-alongs, and performance evaluations to improve selling effectiveness.
• Drive accountability for business planning, territory execution, CRM utilization, and sales performance metrics.
• Support execution of national and regional sales initiatives, product launches, and marketing programs.

People Leadership & Talent Development

• Recruit, develop, coach, and retain a high-performing team of approximately 8-10 Specialty Sales Professionals.
• Develop individualized development plans for direct reports to strengthen capabilities and support career growth.
• Provide ongoing coaching, feedback, and performance management to drive execution and development.
• Foster a culture of collaboration, accountability, engagement, and continuous improvement.
• Recognize and reward outstanding performance while addressing performance gaps through effective coaching and development.
• Ensure successful implementation of leadership expectations, management curriculum, and coaching models.

Customer Engagement & Business Partnerships

• Support the development of strategic customer relationships and partnerships across the region.
• Collaborate with Sales Professionals to address customer needs and identify value-based solutions.
• Build credibility with key stakeholders through strong business acumen and customer-focused leadership.
• Partner with cross-functional teams to address customer opportunities and business challenges.
• Leverage customer insights and market intelligence to identify growth opportunities and improve regional performance.

Operational Excellence & Compliance

• Complete all required business reviews, quarterly updates, performance evaluations, and reporting activities.
• Ensure timely completion of administrative requirements, staffing needs, business planning, and expense management.
• Maintain accurate business records and effective utilization of CRM and reporting systems.
• Conduct all activities in compliance with FDA, PDMA, HIPAA, company policies, and applicable industry regulations.
• Uphold the highest standards of integrity, professionalism, and ethical leadership.

Qualifications

• Bachelor's degree.
• Minimum of 3 years of pharmaceutical, biopharmaceutical, specialty, or healthcare sales experience.
• Demonstrated record of achieving sales objectives and developing customer relationships.
• Experience leading projects, initiatives, or activities beyond routine territory responsibilities.
• Valid driver's license and ability to travel throughout the assigned region.
• Strong coaching, communication, and team development skills.
• Prior sales leadership, people management, coaching, or mentoring experience.
• Experience in specialty pharmaceutical, buy-and-bill, or specialty pharmacy environments.
• Demonstrated success building and developing high-performing sales teams.
• Strong understanding of healthcare market dynamics, reimbursement, payer systems, and customer business models.

Travel & Physical Requirements

• Approximately 30% or more overnight travel, depending on region and business needs.
• Ability to safely operate a motor vehicle.
• Valid driver's license required.
• Ability to lift and carry materials up to 10 pounds.