Regional Sales Manager

2 weeks ago

Edmonton, Canada Pivotal HR Full time

The position of a Regional Business Manager is critical to the success of our company. Our organization is a goal driven and dynamic company who seeks professionals with a strong desire to continually learn, grow and succeed.

The primary purpose of the Regional Business Manager, Western Region is two fold;
- Meet the regional revenue and financial goals.
- Lead, coach and develop a team of sales representatives.

**Job Purpose**

The Regional Business Manager is responsible for executing the Sales Team’s component of the corporate marketing strategy. The purpose of this role is to ensure the timely achievement of all designated corporate regional revenue targets and to establish new sales leads and channels where appropriate.

**Responsibilities**

Manage Sales Team
- Establish targets and the sales team to achieve productivity targets for reach, frequency, and focus
- Ascertain and implement plans for physician coverage in all regions through sales force resource expansion with corresponding revenue budgets to cover additional expenses
- Implement programs to evaluate sales force performance
- Assist in the design and implementation of effective sales force incentive programs
- Implement training program for both product knowledge and selling skills
- Cover and fill vacant territories
- Manage lunch and learn program
- Onboard and train new sales staff
- Implement the selling strategy as outlined by Marketing
- In collaboration with marketing, implement an effective sample program for the equitable availability of samples to the Sales Team to meet its marketing requirements
- Implement physician detailing cycle for the Sales Team
- Establish national CME programs for all product categories

**Manage sales channels**
- Call on physicians and pharmacies as assigned
- Create new sales leads and channels as appropriate to meet sales targets
- Manage key accounts
- Achieve distribution targets
- Evaluate and implement regional programs to maximize coverage at all of the following levels:

- Government, Retail, Hospital, Chain accounts, Physician audience

**Sales Analysis**
- Review, on an ongoing basis, YTD factory sales analysis against sales targets and prepare rolling three months forecast
- Rationalize performance gains and/or shortfall against YTD budget (sales targets and expenses) and adjust sales programs accordingly
- Implement mechanism to measure sales force pull against push to ensure budget achievement

**Qualifications**
- B.Sc. degree
- 5-10 years pharmaceutical territory management experience
- 5+ years regional management experience

**How To Apply**
- We are an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, and the Ontario Human Rights Code, the company will consider and provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform the company of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation. All information collected will be protected under applicable privacy requirements._

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