Regional Sales Manager, Vaccines (New York / New Jersey)

Position Summary

The Regional Sales Manager (RSM) is responsible for leading a high-performing team of Vaccine Sales Specialists across the New York and New Jersey region. This leadership role drives execution of commercial strategy, sales performance, customer engagement, talent development, and operational excellence. The RSM partners closely with internal cross-functional stakeholders and key external customers to increase vaccine adoption, achieve revenue objectives, and advance organizational goals.

The Regional Sales Manager serves as a strategic business leader, coach, and change agent who develops and executes regional business plans, fosters a performance-driven culture, and strengthens relationships with key healthcare stakeholders.

Key Responsibilities

Strategic Leadership & Business Planning
• Develop and execute comprehensive regional business plans aligned with corporate objectives, brand strategies, and commercial priorities.
• Translate national strategy into actionable regional execution plans that maximize market opportunities and sales performance.
• Analyze market dynamics, competitive intelligence, customer insights, and business trends to identify growth opportunities and mitigate risks.
• Establish performance goals, monitor progress, and implement corrective actions to achieve or exceed regional sales objectives.
• Drive accountability for business results through consistent performance management and territory optimization.

Sales Performance Management• Lead, motivate, and develop a team of approximately 10 Vaccine Sales Specialists across New York and New Jersey.
• Monitor regional performance metrics, sales goals, activity measures, and customer engagement indicators.
• Ensure disciplined execution of targeting, segmentation, call planning, and account management strategies.
• Allocate resources strategically to maximize return on investment and improve commercial outcomes.
• Partner with Marketing, Market Access, Operations, Medical Affairs, and Commercial Excellence teams to enhance execution and customer impact.

Coaching, Talent Development & People Leadership
• Conduct regular field rides and coaching sessions to improve sales effectiveness, customer engagement skills, and business acumen.
• Provide timely, constructive feedback and create individual development plans that support employee growth and performance.
• Recruit, onboard, retain, and develop top sales talent.
• Foster a culture of accountability, inclusion, collaboration, and continuous improvement.
• Lead performance management processes, succession planning, and talent reviews in accordance with company policies.
• Serve as a mentor and trusted advisor to team members, helping develop future leaders within the organization.

Customer & Stakeholder Engagement
• Develop and maintain relationships with key healthcare customers, influencers, and decision-makers across the region.
• Engage with high-value customers, including physician business groups (PBGs), health systems, integrated delivery networks (IDNs), group purchasing organizations, and other strategic accounts.
• Support complex customer opportunities, contract discussions, and strategic business initiatives as appropriate.
• Represent the organization at industry meetings, customer events, conferences, and stakeholder engagements.
• Serve as a credible business partner who understands customer needs and delivers value-driven solutions.

Compliance & Operational Excellence
• Ensure all business activities comply with applicable laws, regulations, industry standards, and company policies.
• Maintain a thorough understanding of pharmaceutical and vaccine industry regulations, promotional guidelines, and compliance requirements.
• Accurately manage budgets, expenses, forecasting processes, and reporting responsibilities.
• Leverage CRM systems and business analytics to drive informed decision-making and operational efficiency.
• Support organizational initiatives, change management efforts, and strategic projects as assigned.

Qualifications

Required Qualifications
• Bachelor's degree in Business, Life Sciences, Healthcare, Marketing, Business or a related field.
• 6 to 8 years of pharmaceutical, biotechnology, vaccine, medical device, or healthcare industry experience, with significant exposure to sales and/or marketing.
• Minimum of 3 years of demonstrated people leadership experience leading field-based teams.
• Proven track record of achieving or exceeding sales objectives and business goals.
• Strong knowledge of pharmaceutical industry regulations, compliance standards, and healthcare market dynamics.
• Demonstrated success in coaching, developing, and leading high-performing teams.
• Excellent communication, presentation, and interpersonal skills.
• Strong analytical and strategic planning capabilities.
• Valid driver's license and ability to travel throughout the assigned geography.

Preferred Qualifications
• MBA or advanced degree in a business or scientific discipline.
• Vaccine, specialty pharmaceutical, or infectious disease experience.
• Experience leading geographically dispersed sales teams.
• Strong understanding of health systems, population health, contracting environments, and immunization delivery models.
• Experience managing large strategic accounts and executive-level customer relationships.

Core Competencies
• Strategic Thinking
• Leadership and Talent Development
• Business Acumen
• Customer Focus
• Executive Presence
• Coaching and Performance Management
• Cross-Functional Collaboration
• Change Leadership
• Results Orientation
• Analytical Decision Making

Working Conditions
• Field-based leadership role with significant customer-facing responsibilities.
• Frequent travel throughout the assigned region.
• 60-70% travel required, including overnight travel as business needs dictate.
• Ability to work flexible hours to support customer, team, and business needs.

Reporting Relationship: Director, Field Sales

Direct Reports: Approximately 9 Vaccine Sales Specialists

Territory: New York and New Jersey Region