Regional Sales Director

This is a fully remote position, open to applicants in New Jersey, +1 more state.

📋 Description

• Lead a team of Account Executives within a specified region.

• Advocate for Shield™ among general practice providers and their practices.

• Recruit, hire, mentor, develop, and guide Account Executives for the launch and promotion of Shield.

• Identify and engage with early adopters to enhance Shield adoption.

• Establish partnerships with laboratories providing phlebotomy draw agreements.

• Initiate and finalize lab service draw agreements and oversee partnerships.

• Cultivate relationships and advocacy with prominent thought leaders and decision makers.

• Supervise 8–12 direct reports, including recruitment and selection processes.

• Set performance expectations, provide constructive feedback, and enhance team performance through coaching and motivation.

• Oversee regional sales targets and report progress to management.

• Forecast and attain quarterly and annual sales objectives.

• Ensure effective utilization of sales processes and approved marketing and promotional materials.

• Share best practices on a national scale.

• Manage open territories and recruit substitutes when territories become vacant.

• Develop and execute a regional business plan addressing budgets, travel, territory management, and objectives.

• Gather customer insights, market trends, and competitive information, and relay findings to leadership and colleagues.

• Present product technology and clinical advantages using current product and technical expertise.

• Collaborate with Key Account Managers and commercial team members to enhance performance within health systems.

• Establish communication and operational frameworks to facilitate information sharing and collaboration.

• Utilize Medical Science Liaisons, Account Executives, and company resources to deliver technical, clinical, and business content.

• Lead and engage in regional, national, and cross-functional headquarters initiatives.

• Act as a backup for National Sales Director(s) as needed.

• Mentor individuals within or beyond the commercial organization.

• Ensure adherence to Quality, Regulatory, and Company policies and guidelines.

• Travel approximately 75% of the working time within the assigned area and occasionally outside for regional or national meetings.

⛳️ Requirements

• 7+ years of direct experience in a customer-facing sales role within the medical, diagnostic, or medical device sectors.

• Proven track record of closing sales throughout the sales cycle and consistently meeting or exceeding expectations.

• 3+ years of experience in a sales leadership or management role.

• Demonstrated measurable revenue generation in a diagnostic, pharmaceutical, or pertinent biotechnology company.

• Experience leading sales teams that promote products or services directly to primary care providers, gastroenterologists, and their practices.

• Experience in a sales leadership role during a product launch.

• Excellent influencing, interpersonal, networking, verbal communication, presentation, listening, negotiation, problem-solving, and customer service skills.

• Proven ability to coach and educate others.

• Expertise in reach and frequency, targeting high-decile healthcare providers, and production/coverage experience.

• Strong critical thinking, analytical, strategic business analysis, and planning capabilities.

• Experience in reporting and monitoring sales force metrics.

• Ability to engage in consultative selling and effectively overcome objections.

• Comprehensive knowledge of the market, customers, distribution, and products.

• Capacity to handle sensitive information with confidentiality.

• Ability to form and leverage cross-functional relationships.

• Capability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, and meet critical deadlines.

• Strong administrative skills and sophistication necessary for managing business in complex environments.

• Proficiency in Microsoft Office products, especially Excel and PowerPoint.

• Regular and effective use of Salesforce.com.

• Experience utilizing or coaching on various sales methodologies.

• Must meet customer access criteria.

• Must pass a background screening, including criminal history.

• Familiarity with AI and digital fluency, including responsible use of AI-enabled tools in line with company policies, ethical standards, and regulatory requirements.

• Preferred: B.S. in life science, biology, business, or marketing.

🏝️ Benefits

• Hybrid work model with defined days for in-person collaboration and work-from-home options for eligible onsite employees.

• Work-life balance supported through flexible work arrangements.

• Reasonable accommodations for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs.