Area Sales Director - East

IBSA USA; New Jersey; On-site; USD 180,000 - 280,000; Full time

Job summary

IBSA USA is seeking an Area Sales Director to lead and develop a high-performing team across multiple regions, driving sales performance and market share in the US. You will ensure alignment with national priorities, coach Regional Sales Managers, and oversee territory execution with a focus on compliant engagement with endocrinologists and other specialists.

The role demands strategic leadership, strong stakeholder management, and a track record of achieving sales objectives in a fast-paced

Qualifications

• Bachelor's degree required from a four-year accredited institution.
• Minimum ten years in healthcare-related sales; five years in sales management preferred.
• Proven ability to lead multi-region field teams and drive results.

Responsibilities

• Lead and develop Regional Sales Managers across multiple regions.
• Drive area sales performance aligned with national priorities and brand objectives.
• Coach leadership, oversee field activity, budgeting, and compliance across regions.
• Ensure compliant engagement with endocrinologists and other targeted specialists.
• Provide regular regional business reviews and performance management with HR and senior leadership.

Skills

Leadership

Sales management

Strategic planning

Communication

Stakeholder management

Education

Bachelor's degree

Job description

At IBSA we are driven by our 4 pillars: People, Innovation, Quality and Responsibility. Understanding People are our most valued asset we strive to have a strong result driven collaborative culture with a great work/life balance.

The Area Sales Director is responsible for leading and developing a team of Regional Sales Managers and driving sales performance across multiple regions. This role is accountable for achieving or exceeding area-level sales, market share, and execution objectives while fostering a high-performance culture grounded in IBSA’s values of performance with integrity, innovation, sense of urgency, and passion for achievement. The Area Sales Director will provide strategic direction, coach field leadership, align regional execution with national priorities, and ensure compliant, effective engagement with endocrinologists and other targeted specialists.

With our growing footprint in the US, we all partake in the responsibility to drive success!

Responsibilities:

• Drive IBSA portfolio performance at the area level through strategic leadership of multiple regions, ensuring alignment with national sales priorities, brand objectives, and compliant field execution.
• Recruit, evaluate, select, and develop Regional Sales Managers and other field leadership talent to build a strong, diverse, and effective area leadership team.
• Provide overall leadership, direction, and performance management for Regional Sales Managers within the assigned area, ensuring effective coaching, accountability, and consistent execution across all regions.
• Oversee performance reviews, development planning, personnel matters, and disciplinary processes for Regional Sales Managers in partnership with Human Resources and senior sales leadership.
• Oversee area-level administrative responsibilities, including field activity planning, territory alignment, resource allocation, inventory oversight, budget discipline, and adherence to company processes and timelines.
• Conduct regular field visits and regional business reviews with Regional Sales Managers to coach leadership effectiveness, assess execution against sales objectives, monitor compliance with laws and company policies, evaluate field activity and work schedules, and ensure accurate, timely reporting, including call reporting and sample reporting when applicable.
• Communicate regularly and effectively with home office, senior sales leadership, cross-functional partners, and Regional Sales Managers to ensure alignment, timely execution, and clear feedback from the field.
• Partner with training, marketing, sales operations, and senior leadership to plan and deliver area-level business meetings, leadership development initiatives, product training, and periodic sales meetings.
• Review and approve expense reports for direct reports, monitor adherence to expense policies, and reinforce responsible budget management across the assigned area.
• Monitor and reinforce compliance with promotional programs, appropriate use of promotional materials, and responsible management of promotional expense budgets across all regions in the assigned area.
• Oversee compliance with PDMA requirements and sample accountability procedures across the assigned area, when applicable.
• Maintain fully staffed, productive regions by proactively managing leadership vacancies, turnover, succession planning, and recruitment in partnership with Human Resources and senior sales leadership.

Qualifications:

• Bachelor’s degree (B.A., B.S. or equivalent) from a four year accredited institution required
• Minimum ten (10) years of direct selling experience to healthcare professionals in pharmaceutical, biotech, device, or healthcare required; minimum five (5) years of sales management experience required, including demonstrated success leading sales managers or multi-region teams preferred.
• Ability to build and maintain strong working relationships with key physician specialties, senior field leaders, internal cross-functional partners, and other stakeholders who influence commercial execution.
• Must possess a proven, documented track record of sales results, team development, and successful leadership of field sales managers or comparable commercial teams.
• Excellent oral and written communication skills, executive presence, and the ability to influence, coach, and engage effectively across field leadership, home office, and cross-functional teams.
• Must possess persuasive communication skills, strong business acumen, strategic leadership capability, and the ability to motivate high-performing teams in a dynamic commercial environment.
• Strong strategic planning, organizational, analytical, and technology skills, with the ability to translate business insights into clear area-level priorities and execution plans.