Neuroscience Regional Sales Manager - Tri-State

Seeking Talent near:  Boston, MA; Hartford, CT; Long Island, NY; Portland, ME

Position Summary:

Responsible for managing a team of specialty sales specialists and leading them toward delivering consistent successful sales results.

Primary Responsibilities:

• Directly leads and manages a team of specialty sales specialists including hiring, developing, coaching, and evaluating.
• Serves as a resource to the team as an expert in disease state, selling process, product knowledge, and customer engagement in the specialty care environment.
• Responsible for business management such as budgeting and action planning.
• Oversees execution of all elements of sales implementation and execution such as account management, resource implementation, and customer development.
• Responsible for account management activities as needed.

Lead the Team

• Recruit, interview, and hire sales specialists.
• Build a winning, customer-centric culture – and model it by establishing strong relationships directly with important customers.
• Motivate and inspire a team toward a common vision.
• Plan and execute effective sales meetings.
• Contribute to the oversight and guidance of Acadia, and represent well its mission and values.
• Ensure compliance with all company policies.

Lead Others

• Engaged in extra-curricular corporate projects across various organizational functions that impact the greater organization in the community.
• Partner with cross-functional partners in the development of strategic business plans at the Regional level that will drive top-line growth for the organization.
• Work with Commercial Effectiveness Training team in the execution of New Hire as well as ongoing continuous improvement skill-based training.
• Support the Commercial Brand team with ongoing front-line feedback and insight in the ideation and development of innovative approved resources that will advance organizational business objectives for the patients we serve.

Coach Sales Specialists

• Complete in-person field visits on a regular basis and coach sales specialists on the key principles of customer engagement as well as territory and account management.
• Evaluate sales specialist behaviors – providing recognition or identifying development areas as appropriate.
• Handle personnel issues in a timely fashion as they arise.
• Collaborate with their specialists to create robust development plans for success in current and future roles with Acadia

Manage the Business

• Create clear expectations and hold the team accountable to them.
• Establish alignment through a business planning and review process.
• Develop and adhere to a budget.
• Monitor and analyze business results and make necessary adjustments.
• Meet or exceed sales expectations.

Education/Experience/Skills:

Bachelor’s degree in Business Management or Life Sciences. A minimum of 5 years of progressively responsible experience in pharmaceutical or medical sales with 2 years in sales management, with a focus on neuroscience preferred. Previous specialty experience is strongly preferred.

Internal Candidate Requirements:

Internal field sales candidates must currently be with Acadia for a minimum of 12 months Acadia with a consistent track record of success, including overall sales results in the top 25% two of the last three years and within the top third of the nation in the current year being evaluated for the position. Candidate must have demonstrated leadership capabilities on a regional and/or national level.  Performance must be at the “Achieving” level in accordance with performance management ratings for each of the applicable eligibility years and individual must have a history of demonstrating behaviors consistent with Acadia values.  May not have received any adverse performance management action within the prior 12 months.

Must possess:

• Demonstrated leadership and field coaching ability
• Excellent interpersonal and communication skills.
• Ability to build and maintain lasting relationships with key customers and build networks within the medical community.
• Ability to anticipate future business opportunities and customer needs.
• Ability to complete verbal and written evaluations of others.
• Organization, initiative, and self-motivation.
• Professionalism, integrity, and the ability to comply to strict policy, work in a highly regulated environment, and maintain confidential information and data.
• Skilled at effectively communicating department or area issues and results within and across functional areas and conducting presentations of technical information concerning specific projects or timelines. Able to gain the cooperation of others.
• Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.
• Valid driver’s license and acceptable driving record.
• Must live within the boundaries of the region or a directly neighboring region, and near a major airport as significant overnight travel may be required.
• Meet all local, state, and federal vaccination requirements for conducting in-person field coaching days, customer visits, and admittance into local Community HCP Offices, as well as for attendance at Medical Congresses and Local Conferences for in-person participation and exhibiting.

Scope:

Provides guidance to subordinates and/or manages department section, to achieve goals in accordance with established policies and to meet schedules and/or resolve problems.  Establishes own operational objectives and work plans with senior management review.  Selects methods, techniques, and evaluation criteria for obtaining results. Works on issues where analysis of situations or data requires an in-depth knowledge of functional area objectives and their impact on, and interaction with, other functions within the organization. Erroneous decisions will result in critical delay(s) in schedules and/or unit operations and may jeopardize overall business activities.

Physical Requirements:

While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment and independently from remote locations. Employee must occasionally lift and/or move up to 20 pounds. Ability to travel by car or airplane independently up to 70% of the time and work after hours if required by travel schedule or business issues.