Regional Sales Manager - Central Region

Company Overview: OPKO Health is a multi-national and diversified life science corporation that owns and operates a set of businesses offering biopharmaceutical, genetic testing, laboratory diagnostics, medical device, contract manufacturing, animal, supplement and nutritional health products and services in 60 plus countries with 5,000 employees. External Description:

OPKO Health, Inc. is growing its business portfolio to address critical health needs with its OPKO Pharmaceuticals division. Rayaldee treats stage 3 or 4 chronic kidney disease (CKD) with secondary hyperparathyroidism (SHPT) and Vitamin D insufficiency.
At OPKO Health, the entrepreneurial acumen of our founder and CEO, Dr. Phillip Frost, has led to the development of a diverse healthcare company flexible enough to adapt to evolving patient needs. We are proud of our first in class product, Rayaldee® (calcifediol). In addition to our clinical products and diagnostics, we have a robust research and development pipeline and a variety of biomedical and pharmaceutical business solutions. Since our founding in 2007, OPKO has grown into a global healthcare company, with over 5,500 employees spanning nine countries, through organic growth and complementary acquisitions. Our culture is predicated on an entrepreneurial approach to the business, creative and innovative strategies to impact the business, open and transparent communication as well as fostering an environment of cross communication and team-first approach.
Position Summary:
Reporting into the National Sales Director, the Regional Sales Manager is an active member of the field sales leadership team. Individuals in this role are expected to proactively share best practices and collaborate with team members. The Regional Sales Manager is responsible for meeting or exceeding sales goals in a defined market through the appropriate coaching and development of the region’s team members. Job responsibilities include the following:
COMPLIANCE & PROFESSIONALISM
• Conduct business in a professional manner based on the OPKO Renal Code of Conduct policy
• Understand all OPKO Renal policies and procedures specific to the job responsibilities
• Demonstrate a commitment to compliance; Complete all compliance training requirements within the assigned deadlines and act in accordance with Global Healthcare Compliance Policy
• Build long-term credibility and trust among customers by always providing truthful, accurate, fair and balanced information, and ensuring value provided to customers is always secondary to legitimate promotional interactions
• Monitor/validate that region RSS team is compliant with all systems management and utilization (e.g. Veeva, Salesforce, PowerBI, Concur, ADP, Microsoft Office/Teams, Outlook)
TEAM COACHING AND DEVELOPMENT
• Manage a team of 8-10 Renal Sales Specialists within an assigned geography
• Field Time 7 Activity:
o 60% minimum field time in a given quarter
o Attain 100% reach to all RSSs in a given quarter
o Coaching reports completed, reviewed and confirmed by RSS within 3 business days of field visit
• Allocate and manage regional expense funds to achieve best ROI
• Allocate and utilize region expense funds in line with business plan to achieve best ROI
• Foster individual and team cohesiveness and development through consistent communication and collaboration
• Validate that region team maximizes field time through regular monitoring of call reporting and expense reports
• Develop superior disease state knowledge for all promoted products and fully understand pull-through / reimbursement landscape
• Demonstrate an understanding of and ability to coach to the key components of the OPKO Selling Model
MARKET/ACCOUNT KNOWLEDGE
• Develop and complete quarterly business plan specific to regional activity
• Foster collaborative relationships within key regional accounts and high value HCPs
• Understand the regional influences of the payer landscape affecting OPKO Renal products and services
• Understand the influences of Specialty Pharmacies within assigned geography, and utilize these fulfillment vehicles accordingly
• Understand and appropriately utilize company-provided resources for patient pull-through
General Qualifications:
• Bachelor’s Degree
• 5-7 years of pharmaceutical sales experience; Specialty markets desired
• 3-5 years of pharmaceutical sales management experience
• Experience in a specialty market, preferably nephrology, preferred
• Possesses a valid driver’s license and can travel overnight at least 50% of the time
Skills and Abilities Required:
Team Development
• Proven talent for leadership, succession planning and key associate retention
• Identifies learning opportunities for team members and partners with training to develop programs accordingly
• Promotes value of diversity and inclusion across the region
• Ensures that perspectives from within region are reflected in decision making and planning
• Able to analyze reports and build direction and strategy from available information
Self-management
• Communicates effectively across all mediums to a broad range of internal and external audiences
• Seeks to learn from leaders, departments and teams throughout the organization
• Fosters a culture of transparency and trust that empowers and supports leaders to own decisions, take action and accountability for results
• Maintains confidentiality in all aspects of the job
Other
• Demonstrates self-awareness
• Drives results
• Ensures accountability
• Displays courage
• Instills trust
• Is tech savvy (Microsoft Office, social media)

More about OPKO Health, Inc.
OPKO Health provides an entrepreneurial culture and small company environment with easy access to senior leadership and opportunities for contribution, visibility and recognition. OPKO has a strong history of financial performance. OPKO Health provides competitive salaries, fair bonus and incentive compensation, excellent health and financial benefits and 3 weeks of vacation. EOE/M/D/V