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Regional Business Manager, First-Line Leadership Role- West Central Overlay

2 months ago

Denver, United States RxSalesPros Full time

**This Region covers Denver, Kansas City, KS, OKC, St. Louis, Omaha and Des Moines leading a team of 6 specialty reps.


Regional Business Manager has overall responsibility for leading and developing regional sales teams that drive high impact customer interactions, yielding strong sales performance in an ethical and compliant manner. The Regional Business Manager inspires accountability, initiative, creativity, and engagement across their team while exceeding sales forecasts and operating within assigned budgets. They are also accountable for embodying and communicating Intra-Cellular’s corporate vision of improving the lives of patients suffering from neuropsychiatric disorders.


The Regional Business Manager will have responsibility for staffing and developing their team. Responsibility also includes the creation of local strategic plans that are driven by high impact resource allocation decisions. RBMs will also assume ownership and management of a wide range of customer interactions as well as accountability for the highly effective application of the budget and expenses within their assigned customer base.


We are looking for first-line leaders who have a passion for patients, tenacity for results, ability to adapt and evolve, and entrepreneurial thirst for working in an energizing and winning culture.


Job Responsibilities:

  • Recruits and selects team members (Sales Specialists) and oversees their training and development. Establishes a high-performance team built on a culture of trust and collaboration, ethical and compliant behaviors, and a dedicated focus on science-driven customer interactions.
  • Ensures all representatives meet/exceed product and brand strategy training targets – including approved product attribute/claims understanding, awareness of competitive products, as well as related disease and patient management strategies. Shares learnings, information and best practices with appropriate internal stakeholders.
  • Sets ambitious performance objectives that support the achievement of business objectives. Provides consistent feedback and coaching to direct reports to enhance their scientific and disease state expertise in order to improve the impact of their customer interactions. Expected to provide daily coaching leading to effective mid-year and annual feedback discussions with direct reports.
  • Leads team in strategic analyses of their geography; uncovering key opportunities for growth and adapting activities to fit local dynamics. Uses analytical framework to identify business opportunities and help the sales team incorporate new perspectives and ideas. Effectively and efficiently manages resource allocation, including trade-off decisions across customers and representatives. Works with Director when appropriate to make trade-offs within a larger geography.
  • Conducts regular field visits with each representative to assess performance, skills, and support development through coaching and modeling. Provides timely written and verbal individualized coaching, feedback and encouragement. Supports representative functional and career growth.
  • Routinely monitors all pertinent region data sets and updates region business plan/tactics appropriately. Develops a plan to maximize the region’s performance impact and the utilization of resources (e.g., sales calls, samples, promotional speaker programs, etc.) to support appropriate usage of lumateperone.
  • Works collaboratively with other functional areas to identify and respond to local opportunities and customer needs. Does so by serving as a resource within one's region and by appropriately leveraging the expertise of others (e.g., Managed Markets ADs, Medical Affairs, Sales Operations, etc.). For select HCP/Accounts, leads/coordinates with customer team to develop customer strategy.
  • Work with Area Sales Director to develop and maintain local business plans that ensures achievement of all KPI goals and delivery on all sales objectives. Capitalizes on formulary approvals and other opportunities through effective implementation of the strategic plan
  • Complete all company and job-related training as assigned within the required timelines.
  • Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.


Requirements:

  • Minimum of 5 years pharmaceutical or healthcare sales experience (launch experience and CNS highly preferred), must have field sales management experience.
  • Bachelor’s degree required
  • Given the geographic location, a bilingual candidate is preferred.
  • Must have strong sense of self-motivation/initiative, excellent decision-making judgment, strong teaming/collaboration skills (across functions) and the ability to learn and adapt to environment in order to overcome obstacles. Must be resilient and adaptable - – ability to recover from setback and problems and learn from mistakes
  • Demonstrated success in translating vision and strategy into tactical plans to drive business; ability to develop and execute localized business plans
  • Experience interacting with KOLs, organized customers, and managed care organizations
  • Effective communication, presentation, and decision-making skills. Exceptional ability to clearly communicate and articulate strategy and tactics in a way that motivates and energizes their team.
  • Thorough understanding of customer segments and area market dynamics and competitive landscape within neuroscience. Strong business analytic skills and ability to effectively analyze metrics to assess progress against objectives.
  • Manages all aspects of required administrative work.
  • Some overnight travel required.
  • Must be able to perform all essential functions of the position, with or without reasonable accommodation.

Intra-Cellular Therapies Inc is an equal opportunity employer