Sr. Regional Director - Midwest

  • Company: Shire plc
  • Posted: November 14, 2017
  • Reference ID: R0015715
Responsible for the achievement of business unit sales objectives by coordinating all business unit sales activities for Gattex within a designated region, developing all personnel within the region, and ensuring achievement of regional objectives through compliant sales practices.

  • Plan, direct, implement, and oversee Regional activities and policies for a specific geographical region
  • Communicate and reinforce the use of compliant selling practices
  • Implement all dimensions of marketing strategies and plans on regional level through effective management of all resources in order to compliantly meet quarterly and yearly company sales objectives.
  • Review implementation of sales plan on quarterly basis to ensure objectives are being achieved.
  • Continually review assigned territories to identify and implement methods to obtain additional business and improve effectiveness of representatives
  • Maintain in-depth knowledge of local customers and customer networks
  • Communicate personnel, product and market activity and issues to management
  • Interact with managed care and national accounts to coordinate selling efforts
  • Communicate expectations and standards of performance to Regional Business Managers (RBM)
  • Regularly observe, document and provide feedback on RBM performance
  • Counsel and coach RBM to maximize their performance and continue their professional development
  • Build effective teams through recruiting, training, and performance management within region, and more broadly as needed
  • Manage expenses in accordance with allocated budget.
  • Plan and conduct Plan of Action / launch meetings in accordance with business unit marketing plans and programs.
  • Act as company liaison between corporate office and field sales
Education & Experience Requirements
  • Bachelor's degree required, BS preferred
  • Minimum 5+ years experience as healthcare sales representative with proven track record of success in all respects of selling, i.e. technical knowledge, selling techniques, understanding of medical field, etc. is required
  • Minimum 2-3 years of sales management experience preferred
  • Product launch or turnaround experience preferred
  • (GI) GI experience preferred with history of specialty injectable sales and working with specialty pharmacies.
  • Orphan drug and highly specialized medical sales/management a plus
  • Effective capability with Microsoft Office suite required
  • Must have valid driver's license and good driving record
  • Some overnight travel may be required depending on territory
  • Overnight travel to attend and participate in meetings as requested by management
  • May be required to work evenings and weekends as needed.
  • When not traveling, work is from own home office.
  • Must submit reports and paperwork accurately and on time
Business acumen
  • Thinks beyond the day-to-day implementation of plans to incorporate future market / region trends
  • Proactively communicates with others (i.e., sales leadership, home office, industry experts) regarding trends, industry knowledge, competitive intelligence, region performance
  • Uses own understanding of the marketplace and how it will change (e.g., key players, R&D pipeline) in order to lead team in best positioning products for maximum long-term success
  • Uses own experience and analytical tools in the call reporting system to track and monitor representative performance and help them to do the same
Accountability and ownership
  • Is consistently self motivated and energized in approach to work and interactions with team Sets and pursues challenging goals for self and others
  • Serves as a role model for others, demonstrating commitment to Shire's vision and values, as well as to that of the business unit
  • Takes action to gather information and educate oneself and others in better understanding future issues that may affect the selling environment
  • Gets directly involved in the management of key Shire accounts when needed
Developing organizational capability / Inspiring and motivating others
  • Builds good morale, aspiration, and cohesiveness within the team
  • Thinks about and assesses the strengths and development needs of RBMs and others by carefully observing their behavior and constructively working to help further their performance
  • Draws upon skills of others for the development of less experienced employees. Spends significant time helping others realize areas they need to develop and recommends developmental activities
Develops authentic relationships
  • Develops and leverages partnering relationships with key customers
  • Knows the physician's practice / customer's business and seeks to understand real needs matches these needs to available resources
  • Understand the motivations and aspirations of the regional team members. Works to create development plans that help them achieve their goals and progress in their career.
Judgment and decision making
  • Analyzes and assesses region performance to determine patterns and trends; incorporates findings in decision making
  • Displays confidence in decision making
  • Uses sound judgment in balancing flexibility and creativity against overall strategy, and manages others accordingly
  • Makes decisions that are clearly aligned with the business strategy
Courage to challenge
  • Views problems and obstacles as positive challenges and opportunities. Is not easily intimidated by strong objections challenges RBMs and peers to step up their efforts and performance
Embracing change
  • Maintains a positive outlook in the face of a changing environment
  • Modifies position or course of action to address changes in the selling or industry environment, while ensuring the strategic plan is adhered to

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