District Manager – Primary Care
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Job Description
Field-based District Manager building primary-care pharmaceutical sales teams for Shionogi. Driving district sales, launches, customer relationships, compliance, and team performance across the Southwest.
Responsibilities:
- Build, hire, train, deploy, coach, develop, and retain a high-performing team of primary-care sales representatives
- Deliver sales performance and Brand KPIs to meet or exceed district sales plans within expense budgets
- Oversee daily in-field activity and day-to-day management of assigned team members
- Train the field team on product knowledge, market conditions, brand strategy and tactics, corporate policies, and business planning
- Ensure execution of territory account plans for monthly, quarterly, and annual product sales and launch objectives
- Set and monitor sales targets and budgets, manage Sales Force Management Systems and KPIs, and optimize resource utilization
- Align district priorities, activities, and engagement plans with brand strategy and national strategic priorities
- Drive revenue and profit goals while managing expenses responsibly
- Hold direct reports accountable through field visits, one-on-ones, and performance check-ins
- Plan and conduct plans of action and other meetings with Sales Leadership
- Analyze and monitor team performance to optimize territory performance and achieve targets
- Maintain standards for compliance, product knowledge, brand messaging, digital-resource utilization, competitor assessment, and selling skills
- Address performance gaps and partner with Regional Directors and HR on disciplinary action
- Collaborate with Medical, Market Access and Field Reimbursement, Account Management, Inside Sales, Marketing, and Operations on territory strategies and sales targets
- Plan, forecast, and oversee the operating budget and monitor expenses
- Maintain technical expertise to answer product, policy, and business-related questions
- Conduct field rides and provide feedback, direction, and coaching to Sales Representatives
- Support development of plans of action and National Sales Meetings, including objectives, workshops, participants, timing, agendas, and post-meeting metrics
- Model compliance with laws and company policies and ensure ethical, compliant team activities
- Participate in cross-functional launch-readiness preparation
- Travel approximately 80% in the field, including possible overnight and weekend travel
Requirements:
- BS/BA degree required
- Minimum of five (5) years of successful pharmaceutical sales experience; primary-care experience highly preferred
- Minimum of three (3) years of pharmaceutical-industry sales management experience strongly preferred
- Proven leadership, management, and coaching of cross-functional teams or functional individuals and teams
- Launch planning experience strongly preferred, particularly in primary care
- Experience coaching total office call activity in a primary-care or specialty setting using company resources
- Experience building relationships with HCPs, pharmacies, and other key stakeholders
- Ability to understand disease states, patient profiles, and treatment pathways and present clinical information
- Documented sales success, including meeting or exceeding territory targets
- Strategic thinking, integrity, accuracy, and attention to detail
- Experience utilizing and optimizing CRM systems and analyzing performance
- Strong presentation, organization, administrative, and communication skills
- Excellent interpersonal, conflict-resolution, consensus-building, and collaboration skills
- Ability to set a vision, lead change, and coach or mentor others
- Ability to deliver candid, effective feedback and manage performance
- Knowledge of assigned products, treatment regimens, competitor products, and market and industry trends
- Prior experience promoting newly launched products strongly preferred
- Marketing or other commercial experience, financial-process understanding, Market Access, project-management skills, and biotech/pharma regulatory-environment knowledge are a plus
- Advanced business analytics, problem-solving, prioritization, flexibility, and change-management skills
- Ability to utilize corporate reporting tools and technology
- Complete full onboarding curriculum, including clinical modules, CRM documentation, and fair-balance call standards
- Pass live-call certification and mock objections during ride-along training
- Attend refresher meetings on product and disease-state updates
- Valid driver's license with a clean driving record and ability to pass a complete background check
- Must have valid licenses and credentialing required to conduct business in the assigned territory
- Ability to drive or fly to target accounts, customers, meetings, and conventions
Benefits:
- Comprehensive benefits
- Bonus
- Long-term incentive
- Applicable allowances
- Additional compensation associated with the role
- Equal opportunity employer supporting individuals with disabilities and veterans
- Reasonable accommodations for qualified individuals with disabilities and disabled veterans
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