Regional Sales Director

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• The Regional Sales Director is responsible for overseeing regional sales performance and ensuring successful launches within a designated geographical area and/or associated with specific hospital or large group practice accounts.

• This position leads and develops Account Managers to implement regional business strategies, stimulate demand generation and optimal product usage, while achieving sales goals in a compliant manner.

• Provides leadership in the field across a complex and matrixed commercial landscape, collaborating with sales leadership, commercial operations, marketing, market access, account management, and other cross-functional partners.

• Converts national strategy into regional execution, tracks local market trends and team performance, and offers insights on market conditions, customer feedback, and marketing strategies.

• Responsible for recruiting, hiring, coaching, developing, and managing Account Managers to create a high-performing regional team.

• Directs regional launch initiatives to enhance awareness, drive demand generation, ensure appropriate usage, and boost sales performance for the launch product.

• Formulates and implements regional business plans that focus on key accounts, customer segments, market prospects, and resource distribution.

• Provides effective leadership to the sales team to meet and exceed sales targets in a compliant manner.

• Implements the approved marketing plan with the regional team to maximize market reach.

• Identifies and assesses local market conditions to cultivate strong customer relationships and adapt strategies as needed.

• Ensures timely and effective execution of marketing and sales strategies within the region.

• Collaborates on goal setting and performance metrics at all levels to ensure objectives are met.

• Utilizes data, dashboards, and performance insights to evaluate business outcomes, identify performance gaps, coach Account Managers, optimize execution, and direct resource allocation to meet client and organizational goals.

• Establishes clear performance expectations, offers continuous coaching and feedback, and manages performance and disciplinary issues to uphold accountability, compliance, and a high-performing team culture.

• Conducts regular field ride-alongs with account managers to provide practical coaching.

• Cultivates a high-performing, accountable culture that promotes achievement, engagement, development, and retention.

• Ensures compliance with all field activities and company policies.

⛳️ Requirements

• BA/BS degree from an accredited institution.

• Valid driver's license.

• A minimum of 7 years of experience in pharmaceutical, medical, or related medical sales.

• At least 2 years of successful district/regional field management experience.

• Understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.

• Proven success in leading high-performing hospital, specialty, or account-based sales teams in intricate healthcare settings.

• Demonstrated experience in launching specialty, anti-infective, infectious disease, or hospital-based products with accountability for meeting launch objectives.

• Strong account management leadership experience within Integrated Delivery Networks (IDNs), health systems, academic medical centers, and/or large group practice organizations.

• Proven ability to coach and develop account managers in strategic account planning, stakeholder mapping, business acumen, execution excellence, and driving sales.

• Demonstrated success in operating within highly matrixed organizations and leading coordinated execution across sales, market access, reimbursement, organized provider accounts, medical affairs, and marketing functions.

• Experience in translating access successes, formulary approvals, and protocol adoption into sustained product utilization and prescribing habits.

• Strong analytical skills with a proven track record of employing data, account insights, and performance metrics to drive business outcomes and resource allocation decisions.

• Demonstrated excellence in fostering culture, talent development, and performance management during periods of rapid growth or readiness for launch.

• Experience in anti-infective, hospital specialty, or infectious disease fields is highly preferred.

• Experience leading teams responsible for access enablement and/or demand generation initiatives across hospital accounts is preferred.

• An MBA or advanced degree in healthcare/business is preferred.

🏝️ Benefits

• Health care and other insurance benefits (for employee and family).

• Retirement benefits.

• Paid holidays.

• Vacation.

• Paid caregiver/parental and medical leave.