Regional Sales Director (MI / IN)

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.
- Develop and execute regional business plans prioritizing key accounts, customer segments, market opportunities, and resource allocation.
- Provide effective, compliant leadership to meet/exceed sales targets.
- Execute the approved marketing plan with the regional team to maximize market penetration.
- Identify and monitor local market conditions; adapt strategies and maintain strong customer relationships.
- Ensure timely and effective delivery of regional marketing and sales tactics.
- Collaborate on goal setting and performance measures.
- Use data, dashboards, and performance insights to monitor results, identify gaps, coach Account Managers, and optimize resource allocation.
- Set performance expectations; provide coaching/feedback; manage performance and disciplinary matters.
- Conduct regular field ride-alongs for hands-on coaching.
- Build an accountable culture focused on 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.
- 7+ years of pharmaceutical/medical/related sales.
- 2+ years of successful district/regional field management experience.
- Experience leading teams in hospitals, health systems, and large practice groups.
- Strong understanding of hospital decision-making, clinical pathways, formulary management, and antimicrobial stewardship.

Preferred Qualifications:
- Proven success leading high-performing hospital/specialty/account-based teams in complex healthcare environments.
- Launch experience for specialty/anti-infective/infectious disease/hospital-based products with accountability to launch objectives.
- Deep understanding of hospital/health-system/large practice group decision-making (formulary, stewardship, pathways, protocol development, demand generation).
- Experience engaging multiple stakeholders (clinical/non-clinical).
- Account management leadership in IDNs/health systems/academic centers/large group practices.
- Strong coaching ability for strategic account planning and execution.
- Experience in highly matrixed organizations across sales, market access, reimbursement, provider accounts, medical affairs, and marketing.
- Strong analytical skills using data and metrics for business/resource decisions.

Leadership Capabilities:
- Accountability, strategic thinking, coaching excellence, business acumen, matrix leadership, stakeholder influence, enterprise collaboration, execution discipline.

Skills:
- Compliance with regulatory/legal standards; exceptional presentation/selling; Microsoft Office; strong oral/written communication; strong analytical/technical abilities.

Requirements:
- Travel up to 50% (including overnight).
- Ability to lift/move up to 35 pounds.