Regional Sales Director
Posted on Jun 1, 2020 by Option Care
Manages the development and execution of sales, marketing and business development activities to exceed revenue and gross margin objectives. Identifies growth opportunities within local practices, hospitals and health systems and include/partner with other Option Care stakeholders as needed. Directs the activities of the Account Managers, Care Transition Specialists and Care Transition Coordinators to execute strategic account plans that will deliver consistent revenue, margin and referral growth. Plays an active role in account management and business development efforts with team, engaging customers and both modeling and teaching desired behaviors. Partners with operations to resolve customer service issues and ensure both high quality service and ongoing growth.
Drives sales by partnering with operations counterparts to build market growth plans. Drives sales by working across business units, leadership and sales teams to set goals and develop sales forecasts for each territory. Insures alignment with national business unit and specialty enterprise objectives
Partners with operations and payer counterparts to build regional strategic market plans to increase market penetration. Assists in development and implementation of all promotional activities. Engages cross-functionally to ensure awareness and alignment of sales efforts with regional branches, sales personnel and branch personnel.
Develop Account Manager's to create and deliver sales presentations and lead consultative sales discussions. Lead by example by demonstrating success in creating new business.
Develop a highly productive account team of Account Managers by actively engaging in selling opportunities tocoach and provide developmental feedback.
Maintain strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities. Partner with operations to resolve issues in the best manner for Option Care customers.
Monitors competitors, industry, and sales trends to develop sales plans accordingly. Analyzes input from various sources to create new initiatives. Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines and necessary resources.
Monitors sales team activity to ensure appropriate focus on priority growth targets identified by management/analytics. Helps Account Managers, Care Transition Specialists and Care Transition Coordinators prioritize time to focus on greatest opportunities for growth. Provides productivity analysis and feedback to sales team on performance overall and with key customers. Identifies and provides training and development opportunities.
Must be an expert in local market dynamics (including payer issues, state and government regulations, provider payment issues, etc.) and clinically in the complex disease states Option Care services (Anti-invectives, nutrition, heart failure, immunological disorders, bleeding disorder, transplant, etc.). Coaches and develops team to a high level of competency in these areas.
Responsible for appropriate staffing and utilization of resources to include: hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, interpreting and ensuring consistent application of organizational policies.
Identifies opportunities and develops relationships with alliance partners outside the company to increase business. Develops business plans to achieve goals of targeted opportunity.
Complies with accreditation, legal, regulatory, and safety requirements.
Delegates work and holds others accountable (AM's, CL's, operational partners) in order to focus their own time on growth opportunities and build competency/accountability within team.
Through own actions and competency level, positions RSD role as a player/coach' able to step in when needed to prospect and close business
Supervisory Responsibilities: ie hiring, recommending/approving promotions and pay increases, scheduling, performance reviews, discipline, etc.
Basic Education and/or Experience Requirements:
Bachelor degree, ideally business or clinical degree.
For Regional Sales Director Health Systems - At least 5yrs business to business medical sales experience with hospital, health system, IDN or provider group executive decision makers (Medical Director, C-suite, etc.)
For Regional Sales Director IVIG - At least 5yrs experience selling IVIG or related products and services to neurology, allergy, immunology.
At least 3yrs experience directly managing people including hiring, developing, motivating, and directing people as they work. Experience in leading team efforts within highly matrixed organizations.
Basic Qualifications & Interests:
Expertise analyzing and reporting sales data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
Experience using and teaching time management skills such as prioritizing/organizing and tracking project plans and meeting deadlines of multiple projects with varying completion dates.
Experience developing and delivering presentations to various audience levels within Option Care and externally with customers (ex. medical director, head of case management, executive c-suite individuals).
Travel Requirements: (if required)
Willing to travel at least 60% of the time for business purposes (within state and out of state).
Preferred Qualifications & Interests:
MBA in Business Administration with at least 7 years of pharmaceutical or healthcare sales experience.
Prior experience selling strategic solutions (specialty products and/or services) to hospitals, health systems and medical groups.
Infusion/health care service experience in following therapeutic areas: anti-infective, nutrition, immunology/neurology, oncology or transplant.
Deep understanding of billing and reimbursement procedures for hospital, medical offices and Medicare (B/D benefits) as well as medical offices.
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