District Manager (DM) Primary Care Ohio Valley

The District Manager (DM) is a first-line, field-based sales management role accountable for building a team of primary-care sales representatives. This includes hiring, training and deploying a motivated team with strong customer account management, product, and disease state knowledge who are responsible for generating sales and demand within his/her sales district.

This position focuses on establishing customer relationships, maximizing sales performance, and implementing national sales strategies to achieve budget targets. The role requires strong leadership skills to coach and develop team members while ensuring compliance with company policies.

The ideal candidate should have a strong knowledge base in primary-care sales and previous experience leading high-performing sales teams. This role will cover the Ohio Valley territory. Ideal living locations for this position include Detroit, MI and Cleveland, OH.

Responsibilities

Hire, coach, develop and retain a high-performing team of primary care sales representatives utilizing available tools

Deliver sales performance and relevant Brand Key Performance Indicators (KPIs) in order to meet or exceed district sales plan within expense budgets

Oversee the daily in-field activity and day-to-day management of assigned team members to achieve results within specific district/geographical assignment

Lead a field team of sales representatives ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning

Ensures team execution of territory account plans to achieve monthly, quarterly and annual product sales and launch objectives

Optimize resource utilization by setting and monitoring sales performance targets, budgets, and managing Sales Force Management Systems and KPIs in order to continuously meet/exceed district sales performance

Ensure district priorities, activities and engagement plans are aligned with brand strategy and national strategic priorities in order to optimize strategic momentum and drive brand success

Directly contribute to the revenue and profit goals within the assigned district by ensuring sales goals are met and expenses are managed in a fiscally responsible manner

Hold direct reports accountable to behaviors and expectations through consistent field visits, one-on-ones and performance check-ins

Effectively plan and conduct plan of action and other meetings with members of Sales Leadership

Regularly analyze and monitor team performance in order to optimize territory performance with direct accountability for achievement of targets

Sets and maintains high standards with the team for compliance, product knowledge, brand messaging, digital resource utilization, competitor assessment, and selling skills

Ensures that sales representatives effectively address performance gaps; work in close partnership with Regional Directors and HR to guide all disciplinary action

Work closely with cross functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis. Partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations

Plan, forecast, and oversee an operating budget while actively monitoring expenses

Maintain required technical expertise to respond accurately to all questions regarding products, policies and business-related issues from customers and representatives

Conduct field rides as directed by leadership and provide timely feedback, direction, and coaching to Sales Representatives

Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing, agenda and post-meeting metrics (both quantitative and qualitative)

Serves as a role model regarding the compliance of all laws and company policies and ensures that the activities of the regional team ethically and compliantly contribute to the achievement of the company's sales and profit objectives

Participate in additional cross-functional launch readiness preparation as required

Minimum Job Requirements

BS/BA degree required

Minimum of five (5) years of successful pharmaceutical sales experience with experience in the primary care space highly preferred

Minimum of three (3) years of sales management experience in the pharmaceutical industry strongly preferred

Proven track record of successful leadership, management and coaching of cross functional teams or functional individuals and teams

Launch planning and experience strongly preferred, particularly in the primary care space

Experience coaching total office call activity in a primary care or specialty setting utilizing all available company resources

Experience leveraging knowledge and expertise to build strong relationships with HCPs, pharmacies and other key stakeholders

Proven ability to understand disease states patient profiles and treatment pathways to articulate and routinely present clinical information

Proven track record of documented sales success which includes meeting or exceeding territory performance goals and achieving national levels of recognition

Proven ability to think strategically and work with a high level of integrity accuracy and attention to detail

Experience in utilizing and optimizing CRM systems in support of territory dynamics and analyzing performance

Demonstrates relentless drive for success by proactively identifying opportunities, overcoming obstacles, and turning over every stone to achieve district goals and elevate team performance

Prior experience promoting newly launched products(s) strongly preferred

Knowledge of territory and relationships with key stakeholders already established is a plus

Marketing and other commercial experiences with an understanding of financial processes, Market Access, Project Management skills and knowledge of the Regulatory environment within biotech/pharma industry is a plus

Competencies

Possess strong presentation organization administrative and communication skills

Excellent interpersonal skills with the ability to lead, interact with, focus, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines

Ability to set a vision, to lead change, and to coach/mentor others

Proven ability to deliver candid effective feedback and efficiently manage performance

Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends

Effective prioritization, flexibility and change management in a dynamic environment

Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions

Proactively takes ownership of situations with a can-do approach

Advanced business analytical skills to identify trends opportunities and threats

Ability to problem solve and determine actions to drive business or overcome challenges

Ability to utilize corporate reporting tools and technology

Other Requirements

Complete full onboarding curriculum including clinical modules, CRM documentation, and fair balance call standards

Pass live call certification and mock objections during ride-along training

Attend refresher meetings on product and disease-state updates

Significant field travel (approximately 80%) which can include some overnight and/or weekend travel

Valid driver’s license with a clean driving record and ability to pass a complete background check

Must have valid licenses and credentialing required to conduct business in assigned territory

Driving in a safe manner to required meetings and appointments

Ability to drive or fly to target accounts, customers, meetings and conventions

Additional Information

The base salary range for this full-time, field-based position is $165,000- $215,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.

EEO

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling or by sending an email to .

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