Regional Sales Manager - Great Plains

5 - 7 years experience  •  Patient Care

Salary depends on experience
Posted on 11/16/17
Columbia, MO
5 - 7 years experience
Patient Care
Salary depends on experience
Posted on 11/16/17

Job Description Summary:

Develops and implementssales strategies for assigned territory.Responsible for allsales and marketing efforts in a specified territory and for growing top line revenue and margin of assigned therapy. Implements territorysales activities and isresponsible for achievingsalesobjectives.

Job Description:

Job Responsibilities:

  • Acts as a program resource for local Account Managers and branch staff.
  • Calls on physicians, academic institutions, hospitals, manufacturers, disease foundations and associations, and payers within the assigned territory.
  • Creates a territory sales plan and regularly assesses progress on opportunities.
  • Prioritizes accounts based on total potential, current referrals, likely profitability, service needs, and probability of success.  Plans activities and account routing to ensure sufficient coverage of all key customers.
  • Creates and updates short-and long-term account plans; utilizes to guide actions.  
  • Identifies key customer decision makers and builds relationships to gain access to all decision makers.
  • Assesses and documents the competitive landscape within the account (e.g. pre-existing competitor relationships, presence of clinical liaison, etc.).
  • Sets account objectives and establishes plans for achieving objectives. Tracks / records call activity and progress on referral opportunities.
  • Leverages internal sources (e.g. sales volume data) to identify high potential customers. Leverages external sources (e.g. third party data) to identify high potential customers.  Uses all available information to understand customer needs and to identify opportunities.
  • Conveys and reinforces elements of the value proposition appropriate for each account and decision maker.
  • Adjusts messaging based on customer relationship life-cycle (e.g. potential new account vs. long-standing, loyal referral source).
  • Quantifies value in financial / economic terms to appropriate stakeholders.
  • Uses appropriate marketing materials and tools to convey consistent messaging across the organization.
  • Obtains a complete understanding of customer needs before offering a solution.
  • Manages the sales process that ultimately results in customer commitment to the company.
  • Leverages resources within the company sales and operations organizations—including General Managers, first line managers, clinical staff, and othersales roles—to assist in addressing customer issues.
  • Insures accounts are effectively managed. Initiates and participates in marketing clinical program services to accounts.
  • Attends and presents at external customer meetings and internal meetings within other company functions as necessary to aid business development.

Supervisory Responsibilities: i.e. hiring, recommending/approving promotions and pay increases, scheduling, performance reviews, discipline, etc.


Basic Education and/or Experience Requirements:

Bachelor’s degree and at least 4 years of pharmaceutical or healthcaresalesexperience OR a high school diploma or equivalent and at least 7 years of pharmaceutical or healthcaresalesexperience.

Basic Qualifications & Interests:

Experienceapplying Sales and Marketing principles and methods for showing, promoting, and selling products and services.

Experience providing customer service to internal and external customers, including meeting quality standards for services, and evaluation of customer satisfaction.

Experience developing ways of accomplishing goals with little or no supervision, depending on oneself to complete objectives and determining when escalation of issues is necessary.

Experience using time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.

Experience developing and delivering presentations to various audience levels within an organization.

Basic level skill in Microsoft Excel.

Experienceapplying Sales and Marketing principles and methods for showing, promoting, and selling products and services.

Travel Requirements:

Travel at least 75% of the time for business purposes (within state and out of state).

PreferredQualifications & Interests:

Clinical bachelor’s degree.

Infusion or related healthcaresalesexperience.

Experience working with bleeding disorders/Hemophilia or immune globulin (IG).

Managed Care salesexperience with a focus on contracting and sales pull-through.

Experience selling to, and maintaining, physician office-based accounts.

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