Position Title: Regional Business Director
Department: Commercial – Sales Operations
Reports To (title): Executive Director, National Sales
Location: Chesapeake
Summary of Position:
The Regional Business Director is primarily responsible for building, leading, and retaining a high performing team, and managing activities of Sales Representatives within a specific geographical assignment. The focus of the Regional Business Director is to ensure that the activities of the Representatives under his/her direction ethically and compliantly contribute to the achievement of the company’s sales and profit objectives. This position is responsible for contributing to the revenue and profit goals within the assigned geography by ensuring sales goals are met and expenses are managed in a fiscally responsible manner. Will coach and mentor Representatives within assigned region to enhance overall sales capabilities. The role will lead meetings with their respective team and serve as the tactical resource within the field sales organization. The Regional Business Director sets performance expectations for day-to-day activities, monitors achievement and provides developmental feedback.
Position Responsibilities:
- Develops a positive, inclusive culture, in which individuals and team can develop and thrive while meeting sales objectives
- Embraces and emulates Paratek’s Values in daily communications, and interactions
- Ability to manage a Region’s vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results
- Achieve success in a complex selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Key Account Management, Inside Sales as well as Marketing and Operations
- Responsible to assist with the strategy and selling process (including closing transactions) of significant accounts in assigned geographies
- Will work closely with cross functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis
- Accountable for meeting or exceeding region sales objectives on a monthly, quarterly and annual basis. Directs sales for the region and sets performance goals accordingly
- Analyzes sales to aid in directing sales representatives to highest priority activities
- Work in collaboration with marketing team to develop account playbook and tools and implements promotional pieces
- Meets with sales representatives to develop quarterly, monthly and weekly plans designed to maximize customer relationships and improve virtual or face-to-face selling time
- Conducts field rides and provide regular feedback and direction to Representatives
- Coaches sales representatives on the development of strategy for all new opportunities and to advance all such opportunities through the sales cycle
- Analyzes regional and territory business and provides coaching and counsel to optimize territory performance
- Develops an expert knowledge of products, disease states, and competitors
- Ensures PDMA compliance and adherence to Company sampling policies
- Manages Region expenses within allocated budget
- Participates or leads internal meetings to update progress and suggest positive solutions to specific issues and/or opportunities
- Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing, agenda and post-meeting metrics (both quantitative and qualitative)
- Oversees recruitment, hiring, and training of team
- Supports field training initiatives and ongoing messaging workshops
- Successfully completes all corporate training requirements, serves as a resource to other Regional Business Directors
- Assists with development of sales attainment dashboards and training
- Ensures compliance with all corporate and industry policies and regulations
Candidate Requirements:
- Emulates Paratek’s Core Values: Resourceful, Collaborative, Passionate, Purposeful
- BS/BA degree, required
- Minimum of 5+ years sales experience within the pharmaceutical or biotechnology industries. In addition, minimum 3+ years pharmaceutical sales management experience with documented leadership and measurable, sustained performance
- Experience leading a team in an institutional or hospital setting is preferred (Hospital RBD roles)
- Antibiotic / Infectious Disease therapeutic knowledge and sales experience is strongly preferred
- Previous experience or knowledge in Specialty Pharmacy preferred
- Proven skills to hire, coach and develop a successful team
- Strong analytical, and business planning/development skills
- Demonstrated ability to lead teams to effectively execute selling strategies
- High degree of business acumen
- Strategic thinking and problem-solving skills
- Strong interpersonal skills and high emotional intelligence
- Strong conflict resolution skills
- Highly organized and able to prioritize effectively
- Strong negotiating skills
- Ability to effectively manage a budget
- Possess strong presentation, organization, administrative and communication skills
- Model highest level of professional behavior and ethics
- Meet all requirements for pre-employment screening (background investigation, drug testing and motor vehicle history) along with ongoing customer credentialing
- Safe driving record and valid driver’s license, required
- Lives within the region
Additional Information:
- Technology: Microsoft Office, VEEVA is preferred
- Travel (%): Requires daily travel within Region which could require overnight travel dependent upon Region size and structure. Travel required to quarterly meetings and other corporate meetings as requested. Estimated travel of 75%.