Regional Business Director (Southwest / Great Plains)

Regional Business Director (Southwest / Great Plains)

Position Title : Regional Business Director

Department : Commercial Sales Operations

Reports To : Executive Director, National Sales

Location : Southwest / Great Plains - Arizona, New Mexico, Colorado, Kansas and Nebraska

Summary of Position :

The Regional Business Director is primarily responsible for building, leading, and retaining a high performing team, and managing activities of Sales Representatives within a specific geographical assignment. The focus of the Regional Business Director is to ensure that the activities of the Representatives under his / her direction ethically and compliantly contribute to the achievement of the company's sales and profit objectives. This position is responsible for contributing to the revenue and profit goals within the assigned geography by ensuring sales goals are met and expenses are managed in a fiscally responsible manner. Will coach and mentor Representatives within assigned region to enhance overall sales capabilities. The role will lead meetings with their respective team and serve as the tactical resource within the field sales organization. The Regional Business Director sets performance expectations for day-to-day activities, monitors achievement and provides developmental feedback.

Position Responsibilities :

• Develops a positive, inclusive culture, in which individuals and team can develop and thrive while meeting sales objectives
• Embraces and emulates Paratek's Values in daily communications, and interactions
• Ability to manage a Region's vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results
• Achieve success in a complex selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Key Account Management, Inside Sales as well as Marketing and Operations
• Responsible to assist with the strategy and selling process (including closing transactions) of significant accounts in assigned geographies
• Will 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
• Accountable for meeting or exceeding region sales objectives on a monthly, quarterly and annual basis. Directs sales for the region and sets performance goals accordingly
• Analyzes sales to aid in directing sales representatives to highest priority activities
• Work in collaboration with marketing team to develop account playbook and tools and implements promotional pieces
• Meets with sales representatives to develop quarterly, monthly and weekly plans designed to maximize customer relationships and improve virtual or face-to-face selling time
• Conducts field rides and provide regular feedback and direction to Representatives
• Coaches sales representatives on the development of strategy for all new opportunities and to advance all such opportunities through the sales cycle
• Analyzes regional and territory business and provides coaching and counsel to optimize territory performance
• Develops an expert knowledge of products, disease states, and competitors
• Ensures PDMA compliance and adherence to Company sampling policies
• Manages Region expenses within allocated budget
• Participates or leads internal meetings to update progress and suggest positive solutions to specific issues and / or opportunities
• 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)
• Oversees recruitment, hiring, and training of team
• Supports field training initiatives and ongoing messaging workshops
• Successfully completes all corporate training requirements, serves as a resource to other Regional Business Directors
• Assists with development of sales attainment dashboards and training
• Ensures compliance with all corporate and industry policies and regulations

Candidate Requirements :

Additional Information :