District Business Manager- Southeast
District Business Manager
The District Business Manager will possess the expertise and a successful track record of coaching developing and leading field sales representatives to exceed individual and territory performance objectives. This role will report to the Sales Director, making it a critical member of the leadership team. This role requires strong collaboration with the Commercial Leadership Team to help design and optimize sales force alignment, along with implementing incentive compensation, performance reporting, and field support system adherence and compliance. This individual will work closely with cross-functional team members in Commercial Operations & Analytics, Marketing, Market Access & Strategic Accounts, Sales Training, Regulatory, Medical Affairs, Legal, Compliance and Finance.
Primary Responsibilities:
Provide direct management, coaching, and leadership to a District of Therapeutic Sales Specialist (sales representatives)
Develop and implement business plans for assigned districts and assist individual TSS operating in the next-gen way of working using a next-best action engine
Execute overall strategy and direction for the Specialty Franchise
Work closely with Commercial Operations to optimize field force alignment to ensure success in an ever-changing environment due to external market dynamics
Drive new creative ideation and execution regarding customer engagements leveraging innovative techniques via virtual and face-to-face selling opportunities
Build and develop a high-performing and diverse team by attracting, selecting, developing, and retaining talented individuals who share the goals and vision of the organization
Embrace entrepreneurial spirit for an emerging biopharmaceutical company - the ability to foster relationships and the ability to develop innovative ideas and solutions
Ensure product strategies and messages are being fully communicated and executed according to plan
Execute a new, novel approach and implementation of objective analysis to support customer relationship management (CRM) and engagement via the Azurity Commercial Excellence (ACE) platform leveraging vital components including sales force strategy and analysis, targeting, optimal territory alignment, reporting requirements and sales force incentive plans
Execute strategies to increase sales routing and overall efficiency
Partner in the execution of all training needed to ensure high-level product knowledge and selling skills, plus proficiency in systems and processes to ensure accuracy in reporting metrics
Provide strong leadership and direction to maximize business opportunities and work collaboratively with other key functions to address customer needs
Partner with HR to implement recruitment strategies, as well as employee development and performance management plans
Use internal and external resources to collect and analyze various data sources to make sound business decisions
Required Knowledge, Skills, and Abilities:
BA or BS degree (MBA or advanced degree a plus)
3+ years of progressive experience in specialty pharmaceutical sales, including field sales management and product launch experience as a representative and sales leader
Expertise in customer-facing organization sales strategy and optimization efforts within multi-channel customers, with strong pharmacy-related success
Strong leadership, team building and organizational skills. Proven ability to coach and develop sales professionals as well as technical ability to coordinate functional business activities
Strong strategic and analytical skills with the ability to translate business goals into specific objectives - experience utilizing secondary data: syndicated sales data by customer channel, longitudinal patient-level data, and payer-level data
Strong communication skills and ability to influence and align at all levels of the organization
Must be effective working in a team environment with strong collaboration skills to gain alignment
Must be able to work in a fast-paced and results-oriented environment with the ability to handle multiple product launches across a myriad of therapeutic areas
Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
Strong understanding of the Retail and Institutional Marketplace
Knowledge of various CRM call reporting and dashboard systems
Extensive proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams, and Outlook).
Travel requirement: Approximately 75% including overnight stays.
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