Regional Sales Manager, Eye Care – Ohio

Role Summary

Oversees the Eye Care sales region (Ohio, Michigan, Wisconsin, Minnesota, Indiana, Illinois) and drives regional performance. Responsible for planning and oversight of Territory Manager policies and activities, recruiting and developing Territory Managers, coaching, and ensuring compliance with regulatory standards.

Responsibilities

• Meets & exceeds corporate sales objectives for the Region within the assigned geographies.
• Plans, directs, implements, and has full oversight of Territory Manager policies and activities for the specific geographical region by performing the duties outlined.
• Recruits, retains, and develops high-performing Territory Managers.
• Effectively assesses the developmental needs of the Region and provides individualized development and coaching guidance.
• Effectively drives performance of the Region, while adhering to compliance and regulatory standards.
• Provides consistent, proactive, and individualized coaching to the Territory Managers, and gives appropriate counsel to the sales team to overcome performance deficiencies.
• Effectively demonstrates company culture norms through actions, leadership style, and collaboration with partners.
• Fosters and helps create a people-first, high-performing culture focused on collaboration, inclusiveness, and accountability.
• Effectively manages and allocates resources within the Region. Ensures execution and pull-through based on potential and growth opportunities.
• Ensures that Sales & Marketing plans are implemented effectively, and that execution is consistent with corporate goals and objectives.
• Works closely with Sales Leadership and HR to proactively and appropriately address performance gaps.
• Continually and proactively reviews Region data and dashboards to analyze methods to appropriately obtain additional business and help understand business opportunities.
• Establishes and cultivates productive relationships with the Eye Care community and serves as an organizational Ambassador within the region. Also serves as a conduit to key customers and Senior Leadership.
• Understands the Eye Care marketplace, and continually stays updated on the latest business developments within the region.
• Complies with all legal, regulatory, and compliance policies and demonstrates a high level of integrity and professionalism at all times.
• Performs all other duties as assigned.

Qualifications

• Required: Minimum of a Bachelor’s degree (or equivalent) and minimum of 6-8 years of pharmaceutical, medical or related sales experience with a proven track record in all aspects of technical knowledge, selling techniques, and comprehensive understanding of medical terminology. Eye Care experience strongly preferred. 2-3+ years of management experience preferred. However, a combination of experience and/or education will be taken into consideration.
• Required: Must live within geography of responsibility or within reasonable driving distance.
• Required: Must have valid Driver’s License and acceptable driving record.
• Required: Ability to travel required, including overnights, evenings, and weekends as needed. Extensive overnight travel is expected. May be required to work conferences during evenings and weekends as needed.
• Preferred: Demonstrated success with coaching and developing top talent. Ability to assess talent to build strong, high-performing teams.
• Required: Must possess leadership skills that create an atmosphere and culture based on personal growth, development, accountability, achievement, and alignment with the organizational vision.
• Required: Demonstrated ability to drive results and execution. Ability to set challenging objectives and raise the bar on performance to achieve results.
• Required: Must support the regulatory environment, ensuring team acts with integrity and promotes products compliantly and consistent with organizational direction.
• Required: Strong business acumen skills, leveraging critical data and building business plans to drive performance and uncover opportunities.
• Required: Demonstrated ability to build and maintain effective collaborative relationships with internal and external stakeholders. Builds rapport, acts as a problem-solver, and demonstrates a commitment to working toward positive solutions.
• Required: Proficiency with Microsoft Office Suite, applicable CRM, and similar databases.
• Required: Proficiency in speaking, comprehending, reading and writing English.

Skills

• Microsoft Office Suite proficiency
• CRM and database proficiency
• Strong communication and leadership capabilities
• Analytical and data-driven decision making

Education

• Bachelor’s degree or equivalent