Region Business Director - Southeast

Summary of Position:

The Region Business Director is responsible for effectively leading their sales team to achieve sales goals, create excellent customer relationships, build brand loyalty and awareness within a specified territory. The RBD works with leadership to ensure company vision, goals and values are instilled in their team’s environment daily. The RBD will be an expert at live and virtual presentations, maximizing modern technology, such as Microsoft Teams, to balance live and virtual calls to best engage customers across a large geography and model these skills through coaching CCS team.

Duties and Responsibilities:

• Conduct at a minimum bi-weekly team meetings with an agenda that is goal and solutions-oriented. Monthly, or more frequently if needed, include cross-functional members to help pull-through HQ or National initiatives.
• Each RBD must have a Top 10 customer list that they call on and have measurable goals for achievements.
• Work collaboratively with other functional areas to provide support needed for CCS’s and manage customer relationships. This includes Headquarters, Medical Affairs and National Accounts.
• Manage your team: lead, hire, train, develop and coach Critical Care Specialists; minimize turnover through retention strategies, engagement, and recognition; foster a supportive, team oriented working environment.
• Demonstrate superior leadership skills daily - Be a role model and effectively lead your team around all key performance metrics and administrative work to build a high-performance organization All FCR’s should include a measurement of BI analysis, VEEVA sales calls entered, quarterly reach on Tier 1 and 2 accounts and review the HCP calls within the account for understanding of the goal in the account for each product.
• Field Coaching should include Live and Virtual calls with CCS team members when evaluating customer interactions. RBD’s should be invited to most of the CCS virtual calls when they are scheduled.
• Work with Management to implement goals and objectives and adhere to metrics which measure and support the goals.
• Resolve any customer satisfaction issues or concerns for CCS.
• Develop, implement, and execute approved business plans for the region and effectively implement and execute approved marketing plans; Review Sales Data and Analysis to respond in a timely manner to local and regional market conditions. Drive day-to-day business activities and results.
• Coaching reports will have business result evaluation tied to the National Scorecard. Current Rank and growth will be key metric for overall FCR evaluation.
• Ensure the implementation of and appropriate delivery of all marketing and sales tactics through customer interactions live and virtually
• Conduct a minimum of 2 live field visits and 1 virtual 1:1 coaching and planning meeting per quarter for each CCS. Each of these meetings will require a Field Coaching report. The Goal of these visits is coaching through customer interactions and selling skills assessment. Expectation is that FCR’s should be completed within the business week of the coaching opportunity. Follow up with CCS to ensure that they opened, read and understood the FCR for next steps.
• Complete of all performance documentation (FCR’s, 1:1’s, formal semiannual and annual reviews) in a timely manner. All Field Coaching Reports should be completed within 5 business days of the FCR date.
• Be aware of the regional businesses current state and build any strategies needed to achieve any gaps in sales, culture or performance.

Qualifications:

• Demonstrates an understanding of strategy, analytics, and financial management.
• Proven ability to positively impact company culture and demonstrate flexibility in a fast-paced environment.
• Pharmaceutical industry experience in the hospital setting, with specific experience in Critical Care medicine preferred.
• Innovative, independent, and creative thinker with the ability to multi-task in a start-up environment as needed.
• Demonstrates an understanding and working knowledge of FDA regulations and approved guidelines for pharmaceutical promotion and adverse event/drug reaction reporting.

Other skills and abilities:

• Proficiency in Microsoft Office, standard programs (Word, Excel, and Power Point) and Outlook for email communication.
• Ability to effectively coordinate and conduct video conference calls or meetings.
• Demonstrates effective interpersonal skills, organizational management, open communication, and leadership.
• Superior presentation skills both in person and virtual.

Education & Experience

• Bachelor’s degree required
• 5+ years of successfully leading and managing sales teams
• 7-10 years of hospital sales experience required

Physical Requirements

• Ability to travel up to >50% including some overnight and weekend commitments.
• Valid driver’s license to drive to assigned healthcare accounts, unless otherwise specified.
• Carrying, handling, and reaching for objects.
• Due to travel, the work environment includes exposure to both inside and outside working conditions. Temperature and length of exposure varies depending upon meeting location and transportation.
• Manual dexterity required to operate office equipment including computers, phones, etc.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Innoviva Specialty Therapeutics is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.