Regional Sales Manager – US-East

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

📋 Description

• Accountable for the direct supervision of a regional sales team composed of Regional Account Managers.

• Engage in the formulation of sales and marketing policies, plans, and procedures aimed at maximizing profitable sales volume for the organization.

• Articulate the Business Strategy to your team, ensuring each member understands how their role contributes to the overall success of the organization.

• Establish a managerial rhythm through conference calls, one-on-one meetings, and ride-alongs to guarantee the Sales Team effectively implements the Business Strategy.

• Oversee sales performance in the territory and ensure the Sales Team develops comprehensive business plans to safeguard revenue and capitalize on growth opportunities.

• Implement and conduct quarterly reviews of business plans, providing guidance and support to the Sales Team as necessary.

• Ensure adherence to established Sales Cycles (e.g., Priority products, bonus products, new product launches).

• Keep the Head of Sales (HOS) fully apprised of business and market conditions through regular reporting, offering action recommendations as needed.

• Motivate, lead, and inspire the sales team while strategically planning and allocating resources to achieve established sales objectives in the medium and long term.

• Supervise the recruitment, promotion, and ongoing performance management of sales team members.

• Ensure that each team member reaches and maintains the required levels of knowledge, skills, and competencies for their role by providing coaching, mentoring, and coordinating appropriate training in collaboration with Learning & Development.

• Manage the Performance and Development Review (PDR) process to ensure all milestones and timelines are met, and appropriate performance and potential ratings are assigned to individuals.

• Collaborate with the HOS to set performance (e.g., Sales Targets) and behavioral expectations (e.g., company-adopted sales model) for their team in alignment with the Values, Business Strategy, Role Responsibilities, and Competencies.

• Regularly evaluate individual performance effectiveness through Field Visits and one-on-one meetings, maintaining active listening skills.

• Provide equitable support for the entire team, engaging in relevant discussions based on each situation: Recognition, On-the-job Coaching, Mentoring and/or Training to enhance skills and knowledge, Constructive Feedback, and Disciplinary Action.

• Assist employees, especially those identified as high potential, in implementing their development plans by promoting participation in stretch assignments, projects, and cross-functional activities.

• Help develop effective reward systems that recognize those who make significant contributions to business success.

• Identify opportunities to engage our remote workforce, ensuring our personnel feel connected and valued by Scope.

• Tasked with providing additional focus on major accounts.

• Advise the HOS on pricing strategies considering market intelligence, plans for product and product line revisions, new product introductions, promotional and advertising programs, and Scope's participation in any conferences.

• Monitor team compliance with CRM milestones and timelines to ensure our CRM system remains a reliable and valuable database.

• Stay informed about market trends, competitor activities, and make strategic recommendations accordingly.

• Compile and prepare sales statistics and market information, analyze the data, and present recommendations to the HOS for evaluation and decision-making.

• Regularly review and discuss territory data with the team (e.g., Netsuite and QLIK).

⛳️ Requirements

• Bachelor's degree or equivalent in a relevant field - required.

• Master's degree or Professional certification – preferred.

• Over 3 years of experience in Sales management - preferred.

• More than 5 years in the Eyecare industry - desired.

• Possession of a valid full driving license.

• Proven experience in a sales environment at a management or leadership level.

• Strong background and experience in life sciences or commercial business – required.

• Commercial awareness and business acumen concerning the Eye Care market, pharmaceutical, and/or medical devices industry; knowledge and understanding of products, services, and marketplace.

• Experience in Operational Sales/Key Account management.

• Demonstrated entrepreneurial skills (i.e., identifying and developing business opportunities) with the drive, diligence, and interpersonal skills necessary for success.

• Practical experience in customer and channel management.

• Knowledge and experience of the industry environment and strategy, including local decisions, impacts on, and changes affecting customers.

• Proven record of successfully leading, coaching, and motivating a sales team to achieve business targets at a regional level.

• Demonstrated commercial acumen, with clear insights into business market dynamics and the ability to accurately assess and communicate this intelligence to inform plans and targets.

• Proven capability to execute commercial deliverables and pursue success in an empowering, motivated, and professional manner.

• A collaborative leader with an impressive track record in a ‘start-up’ type environment.

🏝️ Benefits

• Equal employment opportunities for all employees and applicants.

• Prohibits discrimination and harassment of any type.