Regional Business Manager - Florida Region
Location: Pensacola, FL, US
This position contributes to the company success by driving sales to meet the P&L objectives at the regional level. Responsible for the overall achievement of sales for assigned region, leading and managing regional team of hospital sales representatives.
Summary Of Key Responsibilities
50% - Regional Sales Objectives:
Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales improvements; implementing change.
Maintains and expands customer base by counseling sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
Develop a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization’s presence throughout region and nation.
Gather and analyze regional business data and make territory, account, and strategic recommendation based on local results.
40% - Sales Force Management/Development
Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned regions; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions, enforcing policies and procedures.
Strictly adhere to administrative requirements as directed by company policy and procedures, VP of Sales, and National Sales Director
Collaborates with internal Marketing and Sales Training staff to develop training programs.
Personally observe the performance of sales representatives in the field on a regular basis, communicate and document observed performance achievements and improvements.
Provide high standards of ongoing training for the sales representatives so that they possess sufficient medical and technical knowledge to present information on the company’s products in an accurate and balanced manner.
Updates personal job knowledge of people leadership and management by participating in educational opportunities; reading professional publications; maintaining personal networks.
Works with sales representatives, sales management and human resources to develop individual development plans for each representative.
Plans and conducts regional sales meetings.
10% - Administrative Duties & Compliance
Stay current and in compliance both individually and as a Region. This includes all Chiesi Corporate Policies as well as mandated government regulations.
Stay current and within compliance of Chiesi Travel & Expense Policy and procedures and ensure compliance of sales team.
Track and manage regional expenses in line with budget.
Stay current with and adhere to all Chiesi policies and procedures, culture and values as issued by Chiesi.
Provide timely and accurate reporting and documentation as required by VP of Sales, National Sales Director, and Human Resources
Other duties as assigned.
Bachelor’s Degree in business, marketing, or related field from an accredited university
Minimum: Three years pharmaceutical/healthcare industry experience with two years relevant industry specialty first line management experience; OR met criteria and successful completion Chiesi Leadership Development Program.
Preferred: Five years pharmaceutical/healthcare industry experience. Two years relevant industry specialty first line management experience.
Proven track record of sales and/or sales management success.
Excellent communication (interpersonal, written and public speaking) skills.
Strong leadership skills and ability to effectively manage others.
Good organizational skills.
Commitment to Chiesi Core Values and Culture
Selling Skills - Responding to consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction.
Negotiation - Ability to confer with others to reach resolution. Ability to explore alternatives and positions to reach outcomes that gain the support and acceptance of all parties
High Productivity – Produces consistent, high quality and quantity of outputs and meaningful results that contribute to the agency mission and strategic goal. Is efficient in producing results that are delivered on time or before. Able to multi-task productively because is well-organized; applies time management processes and procedures effectively
Problem Solver -- technically capable of determining what’s wrong in complex situations and offering potential solutions; identifies root cause of a problem and works with others to permanently fix problems
Teamwork/Collaboration – Works toward common goals by supporting, encouraging and sharing information with colleagues, both internal and external
Communication — Speaks, writes, listens and presents information in a logical and articulate manner appropriate for the audience.
Direct Reports: 8-10
Indirect Reports: None
Confidential Data: Yes
Budgetary Responsibility: N/A
Travel Requirements: 60-70%: Frequent travel required with overnight stays, some weekends and evenings. Must maintain a valid driver’s license and acceptable driving record.
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