Regional Sales Director - Community/Primary Care Sales - West (Finance)

Overview
The Regional Sales Director (RSD) is a second-line field sales leadership role accountable for building and leading a field-based sales team and managing all operations related to the sales force in a defined region of the US. The role will support the pending launch of ensitrelvir, for a novel 3CL protease inhibitor for the prevention of SARS-CoV-2 infection for the US as part of a new primary care sales team. It is projected that there may be approximately 2-3 RSDs nationwide, each responsible for approximately 50-75 sales representatives and 7-9 District Managers.Reporting to the Head of Primary Care Sales, this role is accountable for setting strategic and tactical direction for the region including the execution and achievement of the region's revenue goals and key performance indicators (KPIs). The RSD will be responsible for the hiring, training and development, resource planning and allocation, and overall performance management of this new primary care sales team. This role is also expected to lead with strong executive presence, reporting back to Commercial and Executive leadership.Through a mix of strong business acumen, leadership skills and relationship building, the RSD will leverage corporate resources to drive results and will also ensure all direct reports adhere to all Shionogi policies and procedures and required regulations. Additional responsibilities to include, but are not limited to, assisting in the launch readiness preparations such as the development of their regional account level sales strategy, sales training material preparation an alignment, key customer engagement, and providing internal feedback on marketing strategies.
Responsibilities

• Responsible for building, leading, and retaining a high performing team, and managing activities of District Managers and Sales Representatives within specific geographical assignment
• Lead, motivate, and direct a field team of District Managers ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning
• Creates and implements a regional team strategy and ensures alignment with and execution of territory account plans to achieve monthly, quarterly and annual product access and launch objectives
• Exhibits a long-term strategic view of the business with a focus on driving immediate results by: Developing and executing Business Plans to achieve regional and national goals; Analyzing and evaluating the performance of each territory; and utilizing appropriate data sources to develop tactical plans
• Responsible for the preparation and presentation of strategic and tactical regional performance, plans and insights to Commercial and Executive Leadership
• 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
• Lead meetings with their respective team and serve as the tactical resource within the field sales organization
• Regularly analyze and monitor regional KPIs to optimize territory performance with direct accountability for achievement of targets
• Responsible for providing insights and actions against regional goals to cross-functional brand leadership at minimum on a quarterly basis as part of quarterly business reviews
• Sets and maintains high standards with the team for product knowledge, brand messaging, competitor assessment, and selling skills.
• Directly contribute 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
• Ensures that District Managers effectively address performance gaps; work in close partnership with District Managers and HR to guide all disciplinary action
• Assess competitive promotional activity and treatment adoption from customers to share information and recommendations to leadership team
• 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. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations
• Plan, forecast, and oversee an operating budget while actively monitoring expenses
• Work in collaboration with marketing team to develop regional playbook and tools and implement promotional pieces that consider underlying regional market dynamics
• Conduct field rides and provide regular feedback, direction, and coaching to District Managers and teams
• 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)
• Participate in additional cross-functional launch readiness preparation as required
• Supports field training initiatives and ongoing messaging workshops
• Serves as a role model regarding the compliance of all company policies and ensures that the activities of the regional team ethically and compliantly contribute to the achievement of the company's sales and profit objectives

Minimum Job Requirements
Qualifications

• BS/BA degree required; MBA/MS preferred
• Minimum of ten (10) years of relevant pharmaceutical commercial experience in marketing, sales, or related commercial function with a minimum of seven 7 years of sales leadership experience including a minimum of two (2) years of second-line sales leadership within the pharmaceutical industry strongly preferred
• Launch planning and experience strongly preferred, particularly in the primary care space
• Demonstrated strong history of leadership and teamwork that has resulted in significant accomplishments within an organization

Competencies

• Strategic thinker with the ability to formulate, develop and execute strategy
• Excellent interpersonal skills with the ability to lead, interact with, focus, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines
• Ability to set a vision, to lead change, and to coach/mentor others
• Must have an executive presence with the ability to command respect through the exercise of sound business judgment and clear decision-making
• Excellent executive communication skills both orally and in writing
• Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends
• Ensures compliance with all corporate and industry policies and regulations
• Demonstrates personal agility; recognizes when to adjust style or approach to meet the situation; dedicates time and energy to self-development
• Effective prioritization, flexibility and change management in a dynamic environment
• Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions
• Develops positive and mutually beneficial relationships internally, to meet and exceed all Company access goals
• Proactively takes ownership of situations with a can-do approach

Other Requirements

• The role is accountable for setting strategic and tactical direction for the area including the execution and achievement of the region's revenue goals and key performance indicators (KPIs). Responsible for building and leading a field-based sales team and managing all operations related to the sales force in the defined area
• Driving in a safe manner to required meetings and appointments
• Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook
• Must live within assigned territory
• Valid driver's license with a clean driving record and ability to pass a complete background check
• Must have valid licenses and credentialing required to conduct business in assigned territory
• Up to 75% of travel may be required; to include field visits and travel to the home office as required. Ability to drive or fly to various meetings and conventions. Some overnight and/or weekend travel may be required

Additional InformationThe base salary range for this full-time position is $200,000 - $265,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.
EEO
Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.