District Manager – Primary Care

This is a fully remote position, open to applicants in California.

📋 Description

• Develop, recruit, train, deploy, mentor, and retain a high-achieving primary-care sales representative team.

• Achieve sales performance and Brand Key Performance Indicators (KPIs) to meet or surpass district sales objectives within budget constraints.

• Manage daily in-field activities and oversee the day-to-day operations of assigned team members throughout the district.

• Educate the field team on product knowledge, market trends, brand strategy and tactics, corporate policies, and business planning.

• Ensure the effective execution of territory account plans for monthly, quarterly, and annual product sales and launch goals.

• Establish and track sales targets and budgets; oversee Sales Force Management Systems and KPIs.

• Align district priorities, activities, and engagement strategies with brand strategy and national strategic goals.

• Contribute to district revenue and profit objectives by achieving sales targets and managing expenses prudently.

• Hold direct reports accountable through field visits, one-on-one meetings, and performance evaluations.

• Organize and lead plans of action and other meetings with Sales Leadership.

• Evaluate team performance and enhance territory outcomes while remaining accountable for targets.

• Uphold standards for compliance, product knowledge, brand messaging, digital resource usage, competitor evaluation, and sales skills.

• Address performance issues in collaboration with Regional Directors and HR, including implementing disciplinary actions as necessary.

• Partner with Medical, Market Access, Field Reimbursement, Account Management, Inside Sales, Marketing, and Operations to develop territory strategies and sales goals.

• Plan, predict, and manage the operating budget while monitoring expenses.

• Maintain technical knowledge to address product, policy, and business inquiries from customers and representatives.

• Conduct field visits and offer feedback, guidance, and coaching to Sales Representatives.

• Assist in the development of plans of action and National Sales Meetings, which include objectives, workshops, participants, timelines, agendas, and post-meeting metrics.

• Exemplify compliance with laws and company policies, ensuring ethical and compliant activities within the regional team.

• Engage in cross-functional launch-readiness initiatives.

⛳️ Requirements

• A BS/BA degree is required.

• At least five (5) years of successful pharmaceutical sales experience; experience in primary care is highly preferred.

• A minimum of three (3) years of experience in pharmaceutical-industry sales management is strongly preferred.

• Demonstrated leadership, management, and coaching experience with cross-functional teams or individual contributors and teams.

• Experience in launch planning is strongly preferred, especially in primary care.

• Proven experience coaching total office call activity in a primary-care or specialty environment using company resources.

• Established relationships with healthcare professionals (HCPs), pharmacies, and other key stakeholders.

• Ability to comprehend disease states, patient profiles, and treatment pathways, and present clinical information effectively.

• Documented sales achievements, including meeting or exceeding territory objectives.

• Strategic thinking, integrity, accuracy, and meticulous attention to detail.

• Experience with utilizing and optimizing CRM systems and analyzing performance metrics.

• Strong skills in presentation, organization, administration, and communication.

• Excellent interpersonal, conflict-resolution, consensus-building, leadership, change management, and coaching abilities.

• Knowledge of assigned products, treatment protocols, competitor offerings, and market and industry trends.

• Advanced analytical and problem-solving capabilities.

• Proficient in using corporate reporting tools and technologies.

• Completion of the full onboarding curriculum, including clinical modules, CRM documentation, and fair-balance call standards.

• Successful completion of live-call certification and mock objections during ride-along training.

• Attendance at refresher meetings for product and disease-state updates.

• Significant field travel is required, approximately 80%, which may include overnight and weekend travel.

• A valid driver's license with a clean driving record and the ability to pass a complete background check.

• Valid licenses and credentialing are necessary to conduct business in the assigned territory.

• Ability to drive or fly to target accounts, customers, meetings, and conventions.

🏝️ Benefits

• Comprehensive benefits package.

• Bonus opportunities.

• Long-term incentive plans.

• Applicable allowances.

• Reasonable accommodations for qualified individuals with disabilities or disabled veterans.