Regional Sales Director, Specialty Eye Care - Central

Role Summary

The Regional Director – Special Eyecare leads the sales performance and professional development of a team of District Managers and Sales Representatives in an assigned geography focused on ophthalmology and optometry. The role drives sales performance, executes business objectives, manages the budget, and develops the team through live meetings, field co-travels, and key customer engagements, while ensuring compliant execution of promotional sales and marketing initiatives.

Responsibilities

• Responsible for achieving/exceeding the Eyecare national sales expectation and other goals established by management and in alignment with U.S. Marketing Plans, within expense, compliance, and legal guidelines.
• Continually analyze sales and business execution to uncover business needs, then develop/execute a plan that will provide tactical direction, evaluate progress, measure results, and monitor the success of the plan, resulting in improvement of district, regional, and national sales performance.
• Consistently perform as a leader that exhibits/executes team leadership qualities resulting in the ability to attract talented individuals. Develop, inspire, manage, and retain or promote team members while also influencing/mentoring other individuals throughout the organization.
• Collaborate and develop strong professional relationships with external customers and internal partners to ensure that all appropriate AbbVie resources are being utilized to address customer needs and improve sales performance.
• Meet the established national productivity and administrative requirements to maintain/improve operational effectiveness and efficiency that contribute to the overall support and success of the sales and marketing strategy.
• Manage a budget, including allocations for program and training opportunities, redistribution of funds as appropriate based on business needs, travel/meeting budget, and expense approval for direct reports.
• Provide direct feed, back and manage/facilitate direct report communications/feedback to appropriate corporate partners and departments regarding the execution and reception of marketing and other company initiatives.

Team Leadership, Talent Development & Compliance

• Provides coaching, development, and necessary coaching to district managers to ensure successful attainment of forecasted sales goals.
• Provides direction and leadership for the district managers and the region. Ensure recruiting, hiring, training, developing and performance management is accomplished successfully and timely.
• Works with district managers to proactively identify talent and implement appropriate development plans to maintain a high quality & diverse talent pool for succession planning across all levels of the organization.
• Develop top talent, providing and supporting development and exposure opportunities.
• Provide compelling coaching, mentoring and guidance across the business, including not only direct business franchise, but also cross-functional, other field teams and multiple-franchises.
• Maintain 100% adherence to Compliance and Corporate policies (e.g. Code of Conduct, Healthcare Law Compliance, Expenses, Fleet, etc).

Collaboration, Communication & Stakeholder Engagement

• Collaborate with marketing teams and upper-level management/leadership to design and communicate sales execution priorities, implement critical programs, and deliver key metrics to expand and grow a trained base of physicians.
• Establish consistent communication with entire national sales team to recognize performance, highlight emerging trends, & ensure common executional priorities are achieved.
• Engage with key accounts/physicians to favorably position solutions for accounts/patients as a trusted industry resource.
• Serve as an ambassador for Abbvie to national organizations as needed to represent corporate initiatives designed to benefit the Eye Care industry.
• Serve as key point of contact to manage customer relationship issues and/or opportunities, supporting district managers & developing opportunities.
• Ensure needs are met for customers through execution & collaboration with others.
• Consistently make contributions that directly advance business objectives as a positive leader within the Eye Care Sales Leadership Team.
• Build advocacy and engagement across peer groups and the broader organization (Sales Leadership, Sales Training, Marketing, Managed Markets, Compliance and Sales Operations).
• Bring diverse thinking and solutions to address business needs.
• Evolve with trends and technology, to quickly adapt and lead with large groups with consistency.

Qualifications

• Bachelor's degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required.
• Minimum of 5 years’ sales management experience with a successful track record of leading teams
• Ability to set a vision and a strategy.
• Build and inspire individuals and teams for success.
• Demonstrated ability to network and partner effectively across functional areas.
• Models AbbVie’s Ways of Working.
• Experience with project management.
• Ability to commit to 60-75% overnight travel; Ability to travel adequately to cover regional commitments/co-travels, and attendance at conferences, scheduled training events, sales meetings, and other AbbVie events
• Geographically located within region and proximity to major airport preferred
• Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements
• Ability and willingness to meet necessary hospital credentialing/vaccination requirements
• An essential requirement of your position is to satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations that are in your assigned territory. You must also be in good standing and/or eligible to obtain these credentials.
• These HCIR credentialing requirements may include, but are not limited to, background checks, drug screens, proof of immunization/vaccination for various diseases, fingerprinting and specific licenses required by individual state or cities. You are responsible for ensuring you satisfy all HCIR credentialing requirements and for any liability for failing to do so.

Education

• Bachelor's degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required.