This role leads and develops Account Managers to execute regional business plans, drive demand generation and appropriate product utilization, and achieve sales objectives in a compliant manner.

The Regional Sales Director provides field leadership across a complex and matrixed commercial environment, partnering with sales leadership, commercial operations, marketing, market access, account management, and other cross-functional partners.

Responsibilities:

• Recruit, hire, coach, develop, and manage Account Managers to build a high-performing regional team
• Lead regional launch execution to drive awareness, demand generation, appropriate utilization, and sales performance for the launch product
• Develop and execute regional business plans that prioritize key accounts, customer segments, market opportunities, and resource allocation
• Provide effective leadership to the sales team to compliantly meet and exceed sales targets
• Execute the approved marketing plan with the regional team to maximize market penetration
• Identify and monitor local market conditions to build strong customer relationships and adapt strategies accordingly
• Ensure timely and effective delivery of marketing and sales tactics within the region
• Collaborate on goal setting and performance measures at all levels to ensure achievement
• Leverage data, dashboards, and performance insights to monitor business results, identify performance gaps, coach Account Managers, optimize execution, and guide resource allocation to achieve client and organizational objectives
• Set clear performance expectations, provide ongoing coaching and feedback, and manage performance and disciplinary matters to ensure accountability, compliance, and a high-performing team culture
• Conduct regular field ride-alongs with account managers to provide hands-on coaching
• Build a high-performing, accountable culture that drives achievement, engagement, development, and retention
• Ensure compliance with all field activities and company guidelines

Basic Qualifications:

• BA/BS degree from an accredited institution
• Valid driver's license
• Minimum of 7 years of experience in pharmaceutical, medical, or related medical sales
• Minimum 2 years of successful district/regional field management experience
• Experience in leading teams in hospitals, health systems and large practice groups
• Understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs

Preferred Qualifications:

• Proven top tier success leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments
• Demonstrated experience launching specialty, anti-infective, infectious disease, or hospital-based products with accountability for performance against launch objectives
• Deep understanding of hospital, health-system and/or large practice group decision-making processes, including formulary management, antimicrobial stewardship programs, clinical pathways, protocol development and demand generation
• Experience leading teams that engage multiple stakeholders, including clinical/non-clinical customers
• Strong account management leadership experience within IDNs, health systems, academic medical centers, and/or large group practice organizations
• Demonstrated ability to coach and develop account managers on strategic account planning, stakeholder mapping, business acumen, execution excellence and driving sales
• Proven success working within highly matrixed organizations and leading coordinated execution across sales, market access, reimbursement, organized provider accounts, medical affairs, and marketing functions
• Experience translating access wins, formulary approvals, and protocol adoption into sustained product utilization and prescribing behavior
• Strong analytical skills with a track record of using data, account insights, and performance metrics to drive business results and resource allocation decisions
• Demonstrated excellence in building culture, talent development, and performance management during periods of rapid growth or launch readiness
• Anti-infective, hospital specialty, or infectious disease experience strongly preferred
• Experience leading teams responsible for access enablement and/or demand generation activities across hospital accounts preferred
• MBA or advanced healthcare/business degree preferred

Benefits:

• Health care and other insurance benefits (for employee and family)
• Retirement benefits
• Paid holidays
• Vacation
• Paid caregiver/parental and medical leave

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