Job Description
The Position
The District Business Manager (DBM), Dermatology - Heartland will report to the Regional Director, Dermatology and be responsible for hiring, leading, developing and retaining Dermatology Sales Representatives in their assigned district. The DM will work inter-departmentally to ensure strong and consistent sales performance that exceeds forecast and expectations relating to product goals and drive accountability for all results throughout the district. DBM's will work to accomplish all goals in an ethical manner with a high degree of integrity strictly following all our company's compliance policies and procedures governing the promotion of pharmaceutical products in the US.
Responsibilities
- Develop, implement, and measure outcomes of strategic business plans in order to meet sales objectives while in accordance with all applicable company and regulatory standards.
- Meet or exceed sales goals and objectives for designated products and/or product portfolio within the district through the direct management of sales representatives, while providing regular performance updates to sales directors, as needed.
- Participate in face-to-face customer sales calls with sales representatives four days per week on average.
- Plan and execute district sales meetings, conduct routine performance evaluations of sales representatives, and participate in company-sponsored events and meetings.
- Recruit, select, and train top-performing Sales Representatives. Support the development of coaching measurements that provide immediate and sustained metric review of performance.
- Actively lead, coach, and provide career develop plans for Representatives in the district.
- Analyze sales data, performance, and trends. Formulate and implement strategies for representatives to create product demand and sales revenue.
- Monitor and evaluate competitor activities and products, provide regular progress updates to various groups in the home office, and respond to requests for information regarding district business.
- Identify opportunities in the marketplace, share best practices, and proactively communicate across all levels of the organization.
- Develop positive team norms as it relates to the company culture, behaviors and performance while furthering the functional skill sets of team members.
- Monitor and control expenditures of district to meet budgetary requirements.
- Serve as liaison between district, field sales management, and other departments such as Human Resources, Marketing, and Finance.
- Develop, cultivate and maintain strong working relationships with key HCPs throughout the district.
Required Education, Experience & Skills
- Bachelors degree required, Masters degree or other advanced education/certifications a plus (Focused degree in science or clinical experience is a plus).
- Minimum of seven years of pharmaceutical/biopharmaceutical experience with three years of sales leadership/management. Experience in the Dermatology market strongly preferred.
- Successful leadership record of hiring, coaching, developing, retaining and promoting top talent within their span of control. Proven ability to effectively lead the performance of a team.
- Demonstrated success and positive track record of performance with a high degree of integrity as a District Sales Manager in complex markets within complex systems required.
- Strong understanding of Payer environment, reimbursement and challenges within National, Regional and local payer market including: government programs, managed health care and evolving health care systems.
- Proven ability and success in developing physician and key customer relationships.
- Demonstrated ability to partner and collaborate with other internal departments and partners.
- Ability to travel extensively with local and regional influence. Regular overnight travel may be required depending on geographic locations.
- District covers Indiana, Iowa, Missouri, Nebraska, Kansas and Minnesota
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