Regional Sales Director – Mid-Atlantic

This is a fully remote position, open to applicants in New York, +2 more states.

📋 Description

• Responsible for driving regional sales performance and ensuring successful product launches within designated geographical areas or specific hospital and large group practice accounts.

• Leads and develops Account Managers to implement regional business strategies, stimulate demand generation, optimize product usage, and meet sales targets while maintaining compliance.

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

• Translates national strategies into actionable regional plans.

• Monitors local market trends and team performance, offering insights on market conditions, customer perceptions, and marketing strategies.

• Recruits, hires, coaches, and manages Account Managers to foster a high-performing regional team.

• Guides regional launch activities to enhance awareness, stimulate demand, ensure appropriate product usage, and boost sales performance for newly launched products.

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

• Provides strong leadership to the sales team to achieve and surpass sales objectives in a compliant manner.

• Implements the approved marketing strategy with the regional team to optimize market penetration.

• Identifies and assesses local market factors to strengthen customer relationships and modify strategies as necessary.

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

• Collaborates on goal-setting and performance metrics across all levels to guarantee success.

• Utilizes data, dashboards, and performance insights to track business outcomes, recognize performance gaps, coach Account Managers, refine execution, and direct resource allocation to fulfill client and organizational goals.

• Establishes clear performance standards, provides continuous coaching and feedback, and addresses performance and disciplinary issues to uphold accountability, compliance, and a high-performance team culture.

• Conducts regular field ride-alongs with Account Managers to deliver practical coaching.

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

• Ensures adherence to all field activities and company policies.

⛳️ Requirements

• BA/BS degree from an accredited institution.

• Valid driver's license.

• At least 7 years of experience in pharmaceutical, medical, or related medical sales.

• Minimum of 2 years of proven experience in district or regional field management.

• Experience leading teams within hospitals, health systems, and large practice groups.

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

• Demonstrated top-tier success in leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments.

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

• In-depth understanding of hospital, health-system, and/or large practice group decision-making processes, including formulary management, antimicrobial stewardship programs, clinical pathways, protocol development, and demand generation.

• Experience leading teams that engage various stakeholders, including both clinical and non-clinical customers.

• Strong account management leadership experience within 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 sales driving.

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

• Experience translating access wins, formulary approvals, and protocol adoption into sustained product usage and prescribing behavior.

• Strong analytical skills with a proven record of leveraging data, account insights, and performance metrics to drive business results and make resource allocation decisions.

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

• Experience in anti-infective, hospital specialty, or infectious disease strongly preferred.

• Experience leading teams focused on access enablement and/or demand generation activities across hospital accounts preferred.

• MBA or advanced degree in healthcare/business preferred.

🏝️ Benefits

• Health care and other insurance benefits for employees and their families.

• Retirement benefits.

• Paid holidays.

• Vacation time.

• Paid caregiver, parental, and medical leave.