Regional Manager Sales - Specialty

Job Description

Job Summary

Responsible for overall performance and profitability of the assigned markets, as well as business development activities related to market expansion. Responsibilities will include the oversight of sales and marketing functions in the assigned markets. Duties will include, but not be exclusive to, preparation of budgeted annual sales goals. development of appropriate annual sales commission structures, education/training, and quality assurance related to sales and marketing, and overall business development.

Roles and Responsibilities

Specialty Account Management and Overall Adoption Support -

The Regional Sales Manager will be responsible for maintaining and building strong executive and middle level relationships with our partner hospital teams and key contacts. The Regional Sales Manager will work with our partners to reinforce our model, gain/build acceptance and opportunities for success. These relationships will assist the Regional Sales Manager to identify current post-acute service providers, problem resolution and introducing new product and service concepts. The Regional Sales Manager will be responsible for pull-through from physician groups and various post-acute service providers (HHA, LTAC’s, SNIF’s, Rehab facilities). The Regional Sales Manager will be responsible for other duties as assigned.

Key Objectives:.

• Work with key contacts and decision makers in assigned market to gain revenue streams.
• Work with key contacts and decision makers to initiate any potential contracting opportunities.
• Work with key contacts and decision makers to identify and launch new products. 

Key specialties will include:

JV Post-Acute service partners, Home health agencies, Provider offices

• Stage 1- Introduction and "who we are" 
• Stage 2 - In-service to staff on products and services
• Stage 3 - Relationship management and sales progression
• Direct selling to key accounts and chronic therapies.

Strategic Account Relationship Management and Development-

Responsible for identifying, evaluating, executing and implementation of new provider opportunities and preferred provider agreement with Company's strategic growth plan.

Sales Functions:

• Assists in Account Executives -Specialty selling cycle and methodology.
• Identifies and develops new customers for products and services.
• Research and develop strategies and plans which identify marketing opportunities and new project development.
• Analyze and evaluate the effectiveness of Account Executives, methods, costs and results,
• Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.
• Participate in the development of new project proposals.
• Represent the company at various community and/or business meetings to promote the company.
• Supervise the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs.
• Promote positive relations with partners, vendors, and distributors.
• Recommend policies and procedures to enhance operations.
• Supervise the training of Account Executive - Specialty personnel. Monitors progress of employee performance in writing, reviewing skills and practices, assessing training needs and implementing appropriate training programs for branch(es).
• Supervise and develop education training programs.
• Recruit, onboard/orient, train, supervise, and evaluate department staff.
• Administrative - reviews and approves timesheets and expense reports each pay period in a timely manner.
• Assures optimal performance for sales and liaison teams meeting goals and projections.
• Mentors Account Executive – Specialty staff towards ongoing professional development and serves as a role model for company employees, which will include "ride-a-longs".
• Effectively communicates with the Account Executives - Specialty via regularly scheduled meetings and written and verbal communication.
• Demonstrates management/leadership skills by maintaining high employee satisfaction and low employee turnover rates.
• Timely completion of all work assignments/projects.
• Assures productivity and accountability of all Account Executives – Specialty in assigned markets.
• Implements sound marketing strategies.
• Maximize the Corporation and its Subsidiaries' services utilization by: 
  1. Increasing the corporation's referral base
  2. Maximizing referrals from existing referral sources.
  3. Develop new referral source opportunities.
• Minimize referral source erosion by: 
  1. Establishing the necessary contract frequency with referring sources to maintain loyalty and execute same.
  2. Identify new services to address the ongoing needs of the medical and business communities.
  3. Quickly identify and resolve adverse referral situations and problems.
• Provide relevant market and customer feedback necessary to: 
  1. Make sound marketing decisions.
  2. Identify service area needs.
  3. Maintain a competitive advantage.
  4. Enhance customer relations.
  5. Identify new referral sources.
  6. Sales reports are completed in a timely manner.
  7. Assists in copy writing, design, layout, paste up and production promotional materials.
  8. Adheres to the department budget to insure operation within an approved limit is demonstrated.
• Presents a professional image by: 
  1. Adopting normally accepted sales grooming and attire standards.
  2. Maintaining a mature, self-confident attitude and demeanor.
  3. Constantly enhancing one's knowledge and understanding of the healthcare industry, especially as it relates to your existing and prospective customer base.
  4. Asserting organizational values.
  5. Adhering to corporate policies and procedures.
• Customer and employee satisfaction 
  1. In the areas of his/her responsibilities, he/she is required to maintain an environment that promotes employee productivity and team spirit.
  2. In the areas of his/her responsibilities, he/she is required to maintain an active and aggressive customer and competitive data collection function that provides accurate and strategic information necessary to maintain a leadership position.

Qualifications and Experience:

• 5 years pharmaceutical or healthcare selling experience , with preference of 2 years promoting specialty products.
• BS in Business Administration, Healthcare or comparable area of study.
• Ability to plan and manage at both strategic and operational levels.
• Major hospital/institution experience and local market knowledge preferred.
• Proactive, can do approach; takes ownership of situations.
• Ability to work collaboratively with colleagues and staff to create a results driven, team oriented environment.
• Excellent communication facilitation and presentation skills.
• Extremely effective public speaking skills and presence.
• Problem solving ability and persuasion skills.
• Capacity to assume significant responsibilities.
• Working knowledge of Microsoft Office software: Excel, Word, Power Point, etc...