ViiV Healthcare (GSK) Regional Sales Director, Great Lakes

Responsibilities

• Lead and direct team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers to achieve specific sales goals.
• Direct Territory Account Managers in the acquisition, expansion, and retention of targeted business within the assigned area.
• Participate in the formulation of regional sales strategies, interpret strategies and apply to issues within the geographic area.
• Work with VP/AVP to establish sales and profit goals for geographic area.
• Achieve or exceed sales goals for area.
• Full engagement with key accounts by developing and implementing strategies, participating in contract negotiating team and implementing contracts and servicing the account.
• Act as local liaison and collaborator between ViiV Sales Division and other ViiV sectors.
• Identify and validate market opportunities and needs and assist with developing plans to launch, test, and refine new product and service offerings.
• Develop and maintain customer relationships with key executives and key decision influencers/makers in all accounts.
• Manage and deploy resources (financial, field staff) to ensure achievement of objectives.
• Establish and manage area expense budgets; ensure appropriate return on investment.
• Work with Territory Account Managers on a consistent basis evaluating and directing sales presentations.
• Attract, develop and retain individuals who will ensure high level of performance.
• Provide adequate training, coaching, follow-up and development of sales representatives in all phases of their work including career development.

Basic Qualifications

• Bachelor's degree & 9+ years of pharmaceutical sales experience, including 6 plus years of specialty management experience leading teams
• Experience recruiting, developing and leading specialty teams to work cross functionally within an integrated account team model that includes multiple field-based team members
• Experience in developing strategic business plans with specific, measurable, action-oriented objectives
• Ability to travel domestically as necessary, which may include overnight travel, majority of time will be spent with team in market
• Valid Driver's License

Preferred Qualifications

• Knowledge of HIV and related Payer issues
• Excellent Interpersonal Skills
• Proven ability to persuasively communicate across multiple stakeholders
• Self-starter with ability to lead and work independently
• Proven Negotiation Skills
• Experience with Situational Leadership
• Proficient in Excel, Powerpoint, Word and Outlook as well as Customer Relationship Management Tools