Regional Sales Manager - Idiopathic Hypersomnia West (Remote)

Role Summary

The Regional Sales Manager-Market Development is responsible for Jazz Pharmaceuticals’ Sleep sales force within the Sales Region. The Regional Sales Manager is responsible, through his/her regional sales force, for the compliant promotion of Jazz Pharmaceutical’s products to physicians and other health care providers within a developing market and specific geography. The RSM will lead and manage a team of Specialty Sales Consultants-Market Development, in addition to directly promoting Jazz Pharmaceuticals products. The RSM will also manage projects involving cross-functional communication and activities.

Responsibilities

• Recruit and hire excellent Specialty Sales Consultants when vacancies arise
• Manage a team of Specialty Sales Consultants-Market Development
• Provide team leadership and ensure that the team performs with integrity
• Coach, train and develop Specialty Sales Consultants to build a strong, progressive and motivated work team through virtual and face-to-face interactions
• Provide verbal and written feedback on performance and development on a regular and timely basis, as observed through virtual and face-to-face interactions
• Achieve sales forecasts and targets
• Know, comply with, and ensure compliance by the region’s employees with applicable corporate policies, procedures and guidelines
• Understand the regulatory environment and comply with all legal and regulatory requirements, including those of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, the OIG guidelines
• Promote the region’s products for the approved indications using the most current company materials
• Implement the company’s marketing plan, including communicating and providing direction to regional staff
• Execute launch and pull-through strategies for new products to ensure proper positioning in the marketplace
• Formulate and direct the implementation of the region’s business plan
• Maintain expert knowledge on region’s managed care access environment
• Partner with the Managed Markets team to implement and measure push and pull-through initiatives that support achieving sales objectives
• Establish and manage ongoing procedures/processes for communication of information necessary for accomplishing region objectives
• Oversee the proper utilization of corporate resources and assets
• Present a positive and professional image of Jazz Pharmaceuticals and ensure that the region’s activities are consistent with Jazz Pharmaceuticals’ ethical pharmaceutical marketing and compliance laws and regulations
• Maintain strong relationships with key opinion leaders across the region
• Perform all activities within budget
• Perform ad-hoc special projects to support specific business needs as requested

Qualifications

• Strong self-motivation and ability to work through adversity in a new and developing market
• Experience with building and leading teams to the successful execution of product launches in new and developing markets
• Skill with handling change and managing adversity, the ability to positively lead a team in a developing market
• Understanding of payer landscape, and the ability to discuss managed care criteria for a high value specialty product, desired
• Build relationships with office stakeholders and influencers in order to improve call points with accounts that have restricted call access policies
• Ability to coach and lead effective implementation of multi-channel digital platforms and the ability to sell through virtual platforms such as Zoom/Teams
• Direct and manage team to effective use of all company provided resources to support product and disease state education, including promotional speaker programs and disease roundtable programs
• Excellent communication skills, strong interpersonal skills, and strong planning and organizational skills are required
• Ability to effectively learn and build product knowledge competency with pharmaceutical product(s); competitor product(s); and applicable disease states
• Ability to manage and coach territory management skills to support effective actions plan over a large geographic area with each territory
• Effective with cross functional partnering with MSLs, Managed Markets, and Access and Reimbursement teams to compliantly meet the needs of physicians, health care professionals, and patients
• Experience in the planning and execution with push and pull through strategies of new products in a live and/or virtual setting
• Comply with all legal/regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines, and all other applicable federal and state regulations

Education

• Four-year college/university degree or equivalent is required
• At least three years pharmaceutical sales management experience; management of a specialty pharmaceutical sales team or hospital sales team is preferred
• At least five years of medical and/or pharmaceutical product sales experience, to include two to three years of specialist/hospital sales experience, preferably in the area of sleep and/or CNS/Neuroscience
• Experience launching product(s) in a developing market preferred
• Working knowledge of healthcare payment and reimbursement systems in retail, hospital and specialty segments
• Planning and execution of a successful launch with push and pull through strategies of new products
• Leading sales teams in a virtual environment
• Leading a diverse sales portfolio team in rare disease

Additional Requirements

• Extensive travel required (up to 75%)