ViiV Healthcare (GSK) Regional Sales Director, Pacific Region (CA, OR, WA and AK) - Field Based

Role Summary

Regional Sales Director, Pacific (CA, OR, WA and AK) – Field Based. Responsible for optimizing access to ViiV Healthcare products across a variety of payers within the region, and leading the coordination of key regional stakeholders to support strategic objectives. Directs Territory Account Managers to promote products to targeted physicians and academic centers and to achieve regional sales goals.

Responsibilities

• Lead and direct team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers to achieve specific sales goals.
• Direct Territory Account Managers in the acquisition, expansion, and retention of targeted business within the assigned area.
• Participate in the formulation of regional sales strategies, interpret strategies and apply to issues within the geographic area.
• Work with VP/AVP to establish sales and profit goals for geographic area.
• Achieve or exceed sales goals for area.
• Full Engagement with key accounts (largest accounts in area) by developing and implementing strategies, participating in contract negotiating team and implementing contracts and servicing the account.
• Act as local liaison and collaborator (build consensus on area strategies and tactics) between ViiV Sales Division and other ViiV sectors
• Identify and validate market opportunities and needs and assist with developing plans to launch, test, and refine new product and service offerings.
• Develop and maintain customer relationships (ViiV focal point for customer) with key executives (CEO, CFO) and key decision influencers/makers in all accounts.
• Manage and deploy resources (financial, field staff) to ensure achievement of objectives. Establish and manage area expense budgets; ensure appropriate return on investment.
• Work with Territory Account Managers on a consistent basis evaluating and directing sales presentations.
• Attract, develop and retain individuals who will ensure high level of performance.
• Provide adequate training, coaching, follow-up and development of sales representatives in all phases of their work including career development.

Qualifications

• Required: BA/BS degree
• Required: 9+ years of pharmaceutical sales experience including 6+ years of specialty management experience leading teams
• Required: Experience recruiting, developing and leading specialty teams to work cross functionally within an integrated account team model that includes multiple field-based team members
• Required: Experience in developing strategic business plans with specific, measurable, action-oriented objectives
• Required: Ability to travel domestically as necessary, which may include overnight travel; majority of time will be spent with team in market
• Required: Valid Driver's License
• Preferred: Knowledge of HIV and related payer issues
• Preferred: Excellent interpersonal skills
• Preferred: Proven ability to persuasively communicate across multiple stakeholders
• Preferred: Self-starter with ability to lead and work independently
• Preferred: Proven negotiation skills
• Preferred: Experience with Situational Leadership
• Preferred: Proficient in Excel, PowerPoint, Word and Outlook as well as CRM tools