The Regional Sales Manager (RSM), Key Accounts will be responsible for the daily supervision of one geographical region, including coaching for improved performance and monitoring the sales activity within the region. The RSM will be accountable for a group of Key Account Managers who make product presentations, cultivate relationships, achieve formulary approval and influence all aspects of Salix product pull through within Teaching Hospitals, Liver Transplant Centers, Integrated Health Systems, Community Hospitals and Group Purchasing Organization contacts to achieve product awareness, product utilization and generate prescriptions.
Conduct field observations with each Key Account Manager, calling on assigned Gastroenterology/Hepatology/Colorectal Surgery/Pediatric Teaching Hospitals, Integrated Health Systems, and Community Hospitals.
Complete field coaching reports after each travel session (typical week will consist of 4 field days and one office day).
Coach group to make effective sales presentations, achieve formulary approval/pull-through and develop relationships with key institutional contacts by offering examples that improve performance.
Plan and conduct effective sales meetings. Ensure compliance of Company policies and regional expectations.
Monitor data analytics information to ensure full utilization for maximum impact on prescribing physicians and external stakeholders.
Implement and manage incentive programs as a motivating factor for Key Account Managers.
Collaborate and communicate with Sales, Medical Affairs, National Accounts, Marketing, Federal Markets and Sales Administration on all needs, opportunities and pull-through initiatives.
Company-wide liaison for Key Accounts and Sales.
Responsible for professional, first line impression of the company through interaction via telephone, written correspondence and with all employees.
Internal Contacts: Daily contact with Key Account Director, Sales Managers, Territory Managers, National Accounts Team, Sales Administration and other employees.
External Contacts: Daily contact with attending physicians, nurses, hospital departments, hospitalists, E/R physicians, residents, fellows, pharmacists, operating room personnel, formulary decision makers and other healthcare providers that influence drug distribution, purchasing and/or recommendation of pharmaceutical products and therapeutic protocols. Latitude
This position requires the ability to act independently and to take initiative with minimal supervision from manager.
Advise manager of work schedule, priorities, problems and of planned and unplanned absences.
Education: A Bachelor’s Degree in a related discipline is required.
Experience: A minimum of three to five years of successful pharmaceutical sales experience is required. A minimum of 1 year of management or training experience in a pharmaceutical environment is preferred. Experience managing Key Account Managers is also preferred.
Skills and Abilities: The successful candidate will possess strong interpersonal, teamwork, organizational, follow-up and workload planning skills. The RSM must be able to deliver presentations verbally and physically be able to perform all job duties which necessitates: driving in a geographically large territory for long periods of time each day; traveling by airplane and car, usually within the US; remaining in standing position for prolonged periods of time; and performing other job-related duties and responsibilities as may be assigned from time to time. The Regional Sales Manager should have a travel expectation of 50-75%.
You may be required to provide hospitals proof of childhood immunizations, a negative TB test and other requirements, as set by the hospital protocol for access.
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