District Manager; DM – Primary Care – Lakes

Overview

The District Manager (DM) is a first-line, field-based sales management role accountable for building a team of primary-care sales representatives. This includes hiring, training and deploying a motivated team with strong customer account management, product, and disease state knowledge who are responsible for generating sales and demand within his/her sales district.

This position focuses on establishing customer relationships, maximizing sales performance, and implementing national sales strategies to achieve budget targets. The role requires strong leadership skills to coach and develop team members while ensuring compliance with company policies.

The ideal candidate should have a strong knowledge base in primary-care sales and previous experience leading high-performing sales teams. This role will cover the Great Lakes territory. Ideal living locations for this position include Chicago, IL and Minneapolis, MN.

• Hire, coach, develop and retain a high-performing team of primary care sales representatives utilizing available tools
• Deliver sales performance and relevant Brand Key Performance Indicators (KPIs) in order to meet or exceed district sales plan within expense budgets
• Oversee the daily in-field activity and day-to-day management of assigned team members to achieve results within specific district/geographical assignment
• Lead a field team of sales representatives ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning
• Ensures team execution of territory account plans to achieve monthly, quarterly and annual product sales and launch objectives
• Optimize resource utilization by setting and monitoring sales performance targets, budgets, and managing Sales Force Management Systems and KPIs in order to continuously meet/exceed district sales performance
• Ensure district priorities, activities and engagement plans are aligned with brand strategy and national strategic priorities in order to optimize strategic momentum and drive brand success
• Directly contribute to the revenue and profit goals within the assigned district by ensuring sales goals are met and expenses are managed in a fiscally responsible manner
• Hold direct reports accountable to behaviors and expectations through consistent field visits, one-on-ones and performance check-ins
• Effectively plan and conduct plan of action and other meetings with members of Sales Leadership
• Regularly analyze and monitor team performance in order to optimize territory performance with direct accountability for achievement of targets
• Sets and maintains high standards with the team for compliance, product knowledge, brand messaging, digital resource utilization, competitor assessment, and selling skills
• Ensures that sales representatives effectively address performance gaps; work in close partnership with Regional Directors and HR to guide all disciplinary action
• 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. 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
• Maintain required technical expertise to respond accurately to all questions regarding products, policies and business-related issues from customers and representatives
• Conduct field rides as directed by leadership and provide timely feedback, direction, and coaching to Sales Representatives
• 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)
• Serves as a role model regarding the compliance of all laws and 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
• Participate in additional cross-functional launch readiness preparation as required

• BS/BA degree required
• Minimum of five (5) years of successful pharmaceutical sales experience with experience in the primary care space highly preferred
• Minimum of three (3) years of sales management experience in the pharmaceutical industry strongly preferred
• Proven track record of successful leadership, management and coaching of cross functional teams or functional individuals and teams
• Launch planning and experience strongly preferred, particularly in the primary care space
• Experience coaching total office call activity in a primary care or specialty setting utilizing all available company resources
• Experience leveraging knowledge and expertise to build strong relationships with HCPs, pharmacies and other key stakeholders
• Proven ability to understand disease…