Purpose:
- This position leads a high-performing field sales force and drives business unit development. This role reports to the EVP, Women’s Health sales and has direct supervisory responsibility for Regional Sales Managers. This role works closely with Market Access account executives, peers, and the home office marketing to achieve sales and business objectives and to ensure the development of people. Partner closely with People & Culture business partners in fostering a culture-first sales environment. Other relationships include Mayne Pharma Medical Affairs, key physicians, key thought leaders, key institutions, field and home office personnel.
Key Responsibility Areas:
- People Leadership: Leads in the development of a culture, and supporting systems, to drive open communication, participation, and idea-sharing to build an engaged team; advances and models Mayne Pharma values and leadership commitments; assures the highest levels of compliance and integrity are evident in all interactions.
- People Development: Ensures the career growth of team members by building systems and processes to ensure ongoing training and development.
- Strategic Business Planning and Execution: Collaborates with key business partners to develop business strategies designed to achieve national sales goals with consideration of incentive compensation and goal design; marketing and clinical messaging; competitive landscape; effective targeting; training; performance management; and provider engagement.
Essential Functions
- Adhere to company policies, e.g. trade laws and marketing practices, laws and guidelines, non-discrimination, anti-harassment and workplace laws and policies, etc.
- Adhere to the Prescription Drug Marketing Act of 1987 and all related Mayne Pharma policies regarding the judicious use of physician samples and stock items.
- Ensure timely and accurate transmission of representative and manager required data e.g. customer coverage/call data, time accountability data, etc.
- Forecast, plan, execute, and monitor the business monthly.
- Monitor and reinforce the use of Field Sales Force Systems.
- Develop and monitor performance against regional budgets.
- Ensure timely and accurate submission of administrative requirements.
- Monitor adherence to administrative policies and procedures.
- Evaluate appropriate use of resources to ensure attainment of profitability goals.
- Review and audit expense reports.
- Development of KOLs, advocacy groups, and others that can and will impact Women’s Health.
- Effective use of promotional programs
- Obtain sales and market share objectives consistent with the Women’s Health goals
- Operate within budget and obtain financial/ROI targets
- Establish a regional vision consistent with the Mayne Pharma mission and values.
- Provide clear direction, inspiration and motivation of the regional Women’s Health sales team
- Develop and execute regional and territorial business plans that result in the achievement of business results consistent with company objectives. Includes customer identification and prioritization, competitive analysis, business success requirements and implementation plans, future trends, etc. Coordinate regional and national resources.
- Participate as a member in the National and Regional Business Planning process.
- Develop and promote representatives based on competencies, sales performance, and leadership attributes.
- Ensure that development and training plans are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility.
- Obtain high retention of top performers and manage low performers appropriately
- Recruitment and selection of top talent with a high priority on filling vacancies within guidelines.
Key Competencies/Requirements:
- Collaboration: Develop cooperation and teamwork while participating in a group, working toward solutions which generally benefit all parties involved.
- Communication: Deliver clear, effective communication and takes responsibility for understanding others.
- Customer/Patient Focus: Treat the needs of providers, staff, and patients as a priority. Work to develop and communicate solutions that meet customer needs. Listen well and operate as a subject-matter expert for sales force.
- Influence: Able to identify the key people to influence within the company, to secure the resources to drive profitable growth satisfying our customers’ needs.
- Initiative: Identify opportunities and issues and resolve them proactively.
- Integrity: Maintain and uphold the highest standard of ethical behavior in all circumstances. Is adept at recognizing the ethical dimensions in situations and reacts accordingly. Is authentic, keeps promises and builds trust.
- Interpersonal: Develop and maintain effective relationships with others;
- Problem Solving: Build a logical approach to address problems by drawing on knowledge and experience base and calling on other references and resources as necessary.
- Organization: Establish a systematic course of action for self or others to ensure accomplishment of objectives. Set priorities, goals, and timetables to achieve maximum productivity.
QUALIFICATIONS:
- A bachelor’s degree required; major in business or marketing preferred.
- A minimum of eight years of progressive successful pharmaceutical/healthcare sales experience required.
- A minimum of two years of previous successful first line management experience required. Four years of previous management experience is preferred.
- Marketing, sales training, or other home office experience preferred.
- Significant record of sales accomplishments.
Equal Employment Opportunity and Employment Eligibility
Mayne Pharma provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Mayne Pharma also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Mayne Pharma is an E-Verify employer.
Any communication you receive from Mayne Pharma will never come from a personal email domain or chat service such as "gmail" or "Google Chat". All official communication from Mayne Pharma will be received from our company email domain - @maynepharma.com.