Area Sales Manager - Great Lakes

JOB SUMMARY:

The Area Sales Manager is responsible for building excitement and awareness of the neffy®. brand while providing leadership and strategic direction to Specialty Sales Representatives to achieve sales objectives within assigned territories. This is accomplished through effective coaching and mentoring of the team, utilization of resources to remove obstacles, and strong collaboration with cross-functional teams within ARS and external business partners.

Functional / Leadership Competencies:

• Results Orientation: Continuing to set, communicate, and raise expectations of team and individual performance; motivating and supporting efforts to achieve goals while upholding organizational values and standards.
• Customer Orientation: Cultivating and supporting team’s development of strategic customer and stakeholder relationships and ensuring their perspective is the driving force behind all value-added business activities.
• Commercial Knowledge: Understanding market dynamics, business drivers, and corporate goals and impact on their area and strategy.
• Coaching for Performance: Leveraging the ARS sales model through planning and leading the development of individuals' skills and abilities to drive performance.
• Developing Others: Planning and supporting the development of individuals' skills and abilities so that they can fulfill current or future job/role responsibilities more effectively.
• Communication: Clearly conveying information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message.
• Decision Making: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.
• Building Strategic Work Relationships: Developing and using collaborative relationships to facilitate the accomplishment of work goals.
• Personal Drive: Driving high standards for individual, team, and organizational accomplishment; tenaciously working to meet or exceed challenging goals; deriving satisfaction from goal achievement and continuous improvement.
• Innovation: Generating innovative solutions in work situations; trying different and novel ways to deal with work problems and opportunities.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Lead a team of Specialty Sales Representatives (SSR) to achieve annual sales goals.
• Recruit, hire, train a highly engaged team.
• Provide coaching, mentorship, and guidance based on the varying needs of the employee.
• Establish team and individual goals and set strategies to achieve them.
• Establish relationships and maintain effective communications across the business.
• Responsible for all aspects of performance management within the area including target achievement, compensation planning including salary adjustments, merit increases, promotions, etc.
• Participate in development and implementation of national sales strategy and tactics.
• Work on project teams and other initiatives when needed.
• Is responsible for budget management, and metrics & trends analysis within assigned area.
• Plan and execute Area Sales Meetings and hold regular meetings with team to encourage collaboration and innovation.

EDUCATION AND EXPERIENCE:

• Bachelor’s degree from an accredited college or university, preferably business or life sciences, or equivalent combination of education and experience will be considered. MBA or MS is preferred.
• 7+ years successful pharma/biotech/medical device sales experience with a minimum of 5 years sales management experience required.
• Proven successful track record of consistent high performance.
• Demonstrated ability to lead and inspire a team towards meeting and exceeding objectives.
• Experience managing large accounts with multiple stakeholders.
• Allergy/Immunology Sales Experience or Knowledge of the Allergy/Immunology Market preferred.
• Cross functional experience in other commercial areas preferred.

 KNOWLEDGE, SKILLS, AND ABILITIES:

• Strong leadership, planning and organization, decision making and problem-solving skills.
• Strong business acumen and organizational awareness.
• Strong leadership and coaching skills.
• Ability to influence without authority in a matrixed environment.
• Strong strategic planning and analytical skills
• Experience with systematic approach to selling and sales procedures.
• Significant travel required throughout the assigned area, and for national events, conferences and meetings as needed.
• Driving is an essential duty of the job; candidates must have a valid driver’s license and driving record must meet ARS eligibility to be considered.
• May need to meet credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned region. These credentialing requirements may include, but are not limited to, background checks, drug screens, and proof of immunization and/or vaccinations. Failure to meet all requirements may prevent an employee from performing all job responsibilities.