Regional Sales Director - Midwest

Pharmacosmos Therapeutics Inc.; Chicago (IL); On-site; USD 100,000 - 130,000; Full time

Job summary

Pharmacosmos Therapeutics Inc. is seeking a Regional Sales Manager to drive sales and achieve objectives in the Chicago area. The role involves managing a team of specialty account representatives to build relationships and ensure compliance with operational standards.

The ideal candidate will have a BS/BA degree and a minimum of five years in pharmaceutical management, with expertise in managing relationships and sales operations. This position requires strong analytical skills and a proven track record in leading sales teams.

Qualifications

• Minimum five years of pharmaceutical management experience in specialty markets.
• Experience with buy-and-bill or HEM/ONC.
• Strong understanding of injectables and Medicare coverage.

Responsibilities

• Meet or exceed all regional sales objectives.
• Manage and coach a diverse team of specialty account representatives.
• Assess the developmental needs of team members and provide action plans.
• Implement national initiatives for quality standards in recruiting.

Skills

Recruiting and developing sales teams

Building customer relationships

Analytical skills

Understanding of reimbursement processes

Education

BS/BA degree

Job description

Region Coverage

This role covers the following territories: Indianapolis, Peoria, Detroit, Grand Rapids, Minneapolis, Chicago, and Milwaukee. The ideal candidate must live within this region.

Job Purpose

This position contributes to the company’s success by driving sales at the regional level and is responsible for achieving or exceeding sales objectives in the assigned region and leading specialty account representatives to achieve or exceed sales objectives in their assigned territories.

Responsibilities

• Meet or exceed all regional sales objectives.
• Achieve regional sales operational objectives by contributing regional sales data and recommendations to national strategic plans and reviews; preparing and completing action plans; implementing national production, productivity, quality, and customer‑service standards; resolving problems; identifying trends; determining regional sales improvements; implementing change.
• Maintain and expand the customer base by guiding regional specialty account representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Implement national initiatives to maintain highest quality standards in recruiting, hiring and retaining top sales professionals.
• Manage, coach, develop and recruit a diverse team of high‑performing specialty account representatives.
• Ensure compliance with company EEO policy and home‑office HR processes and procedures.
• Recruit, select, orient, train, assign, schedule, coach, counsel, and discipline employees in the assigned region; communicate job expectations; plan, monitor, appraise, and review job contributions; plan and review compensation actions, enforcing policies and procedures.
• Craft and execute an effective business‑planning approach that aligns with national expectations and supports all customer‑market segments.
• Assess, prioritize and review the developmental needs of each regional specialty account representative; create individualized action plans that address strengths and needs; provide counseling and career‑development planning.
• Conduct regular field visits and business reviews with each specialty account representative to ensure compliant programs, brand messages and effective account‑management tactics are used and commitments followed through.
• Provide regular coaching including verbal and written feedback following customer and field visits that address and support both business development and career‑development needs, and document all pertinent business and personnel issues.
• Create, build and maintain relationships and regular communication with account stakeholders and key opinion leaders.
• Establish and maintain effective communications with regional team members, regional sales director peers and all internal partners.
• Ensure cooperative and collaborative communication and execution with internal partners including marketing, sales training, market access, strategy and operations, human resources and medical affairs.
• Inspire and motivate regional team members to reach higher levels of performance and success.
• Resolve performance issues fairly and efficiently.
• Plan and conduct regional sales meetings.
• Other duties as assigned.

Policies, Procedures & Compliance

• Stay current and in compliance, both individually and as part of the regional team, with all corporate policies as well as mandated government regulations.
• Adhere to all policies and procedures outlined in the employee handbook.
• Stay current with and adhere to expense policies and monitor regional team performance to adhere to quarterly budget.
• Strictly adhere to administrative requirements as directed by the national sales director and the company.
• Other duties as assigned.

Education & Professional Background

• BS/BA degree required.
• Minimum five years of pharmaceutical management experience in specialty markets required.
• Buy‑and‑bill or HEM/ONC experience required.
• Experience building launch‑ready sales items.
• Broad cross‑functional experience in other commercial roles such as marketing, sales operations, training, national/corporate accounts, managed markets, hospital markets, etc. required.
• Demonstrated ability to develop and expand relationships with key stakeholders and complex accounts.
• Strong analytical and business acumen.
• Strong understanding of reimbursement, distribution, and managed care processes as well as experience with various sites of care, injectables and Medicare coverage.
• Documented track record of recruiting, retaining and developing high‑quality staff.
• Documented track record of leading sales teams that meet or exceed sales objectives.

Competencies

• Accountability – Takes personal responsibility for results and holds self and others accountable for behavior, actions and deliverables.
• Collaboration – Actively collaborates with internal and external teams to bring the best thinking, talent and capabilities to activities.
• Transparency – Actively shares knowledge and information across the company to make better decisions faster.
• Sense of Urgency – Pursues goals with high energy and a keen sense of urgency using good judgment.
• Results‑Focused – Focuses on achieving goals and measures success by meeting or beating targets, timelines and budgets, while maintaining high quality standards.

Flexibility

• The duties and responsibilities of all roles can evolve over time. Reasonable flexibility is a key part of any job. Significant variations in duties and responsibilities should be discussed between the regional sales director and the vice‑president of sales.

Additional Information

• Requires budgetary responsibilities and discretion with confidential data.
• Travel may be required up to 70% of the time.

Equal Opportunity Statement

Pharmacosmos Therapeutics Inc. is committed to equal opportunity in employment. We value diversity and embrace all perspectives toward innovation and are committed to making PTI a truly inclusive place to work where everyone can be their best and true selves. We select and employ qualified candidates in accordance with their competencies and skills to perform the duties of the job regardless of gender, gender identity or expression, ancestry, national or ethnic origin, marital status, race, religion, color, age, disability, sexual orientation, military or veteran status.