Sr. Sales Manager

Position Overview

The Sales Lead is responsible for leading, coaching, and developing a team of Pharmaceutical Sales Representatives (or Territory Managers) to achieve or exceed sales targets within a designated geographic area. This role requires a blend of strategic thinking, people leadership, and deep industry knowledge to navigate the complex healthcare landscape.

Key Responsibilities

Team Leadership & Development

• Recruit, hire, train, and retain high-performing sales talent.

• Conduct regular field rides (double-calls) with representatives to provide coaching, feedback, and development opportunities.

• Foster a culture of compliance, integrity, and high performance.

• Conduct performance reviews and manage individual development plans (IDPs).

Sales Strategy & Execution

• Develop and execute a comprehensive territory business plan to achieve sales goals and market share objectives.

• Analyze sales data, market trends, and competitor activity to identify opportunities and mitigate risks.

• Allocate resources effectively, including budget management for the territory.

• Ensure the team understands and effectively communicates the clinical value proposition of our products.

Stakeholder Management

• Build and maintain strong relationships with Key Opinion Leaders (KOLs), physicians, pharmacists, and hospital administrators.

• Collaborate cross-functionally with Marketing, Medical Affairs, Market Access, and Compliance teams to ensure alignment on strategy.

• Navigate complex health systems and formulary processes (if applicable).

Compliance

• Ensure strict adherence to all local, state, and federal regulations (e.g., FDA, PhRMA Code, OIG guidelines).

• Monitor team activities to ensure compliance with company policies and ethical standards.

Qualifications & Requirements

Education

• Bachelor’s Degree in Business, Life Sciences, or related field required.

Experience

• Minimum of 5-8 years of pharmaceutical or medical device sales experience.

• Minimum of 2-3 years of experience in a sales leadership role (District Manager, Regional Manager, or Team Lead).

• Proven track record of consistently meeting or exceeding sales quotas.

Skills & Competencies

• Financial Acumen: Ability to analyze P&L, sales reports, and ROI data.

• Coaching: Strong ability to mentor and upskill sales representatives.

• Communication: Excellent presentation, negotiation, and interpersonal skills.

• Tech Savvy: Proficiency with CRM systems (e.g., Veeva, Salesforce) and virtual engagement tools.

• Agility: Ability to adapt to changing market dynamics and regulatory environments.