Gastroenterology Area Business Manager - Mississippi Valley

Job Description

ROLE SUMMARY

This role will report into the RBD and will work with customer- facing and HQ teams across the organization. The ABM will be responsible for the supervision and leadership of 6-10 representatives within the area assigned, sales performance of the business portfolio of products, and business knowledge of the area landscape to assess key stakeholders plus future trends within the business marketplace. This position will require regular in field and virtual coaching and observation of Field Representatives and frequent customer contact as well as the development of a strong, effective partnership with marketing and channel colleagues. The ABM will ensure compliant execution by team members, driving understanding of relevant policies and guidance and advancing a culture of integrity.

Extensive travel will be required.

ROLE RESPONSIBILITIES

Responsible for supervising operations of the district to include hiring, live coaching, virtual coaching, representative development, performance management, and the assignment of key "priority" accounts within the medical community, managing 6-10 representatives.

• Develops and implements strategic plans for the district, business plan, and overall responsibility for budgets at District level in alignment with RBD expectations.
• Plans, organizes, and monitors performance to achieve the business potential of the District and the RBU
• Ensuring effective utilization of promotional material, making valuable contribution to the formulation of Develops and implements strategic plans for the District, business plan, and overall responsibility for budgets at District level in alignment with RBD expectations.
• Plans, organizes, and monitors performance to achieve the business potential of the District and the RBU
• Proactive data analysis to identify market trends
• Collaborates, identifies, & motivates key account development and opportunities that impact regional/national business
• Build relationships with customers (including KOLs) and key stakeholders (including members of the District and Region Management Teams, Channel Partners, and other cross-functional partners) and utilizes content appropriately for engagement
• Develops external advocates and contributes to advocacy and community engagement (as necessary)
• Understands and champions the value of cross-functional collaboration to deliver on customer needs, while ensuring that compliance guardrails are respected by representatives
• Coaches’ representatives on seamlessly connecting cross-functional colleagues reactively to address customer needs and how to use digital tools (e.g., digital triage app)
• Effectively plan and conduct plan of action and other meetings with District Management Teams, Channel Partners, and other cross-functional partners
• Collaborate effectively in an integrated account team
• Collaborates, identifies, and partners with Marketing in the development of the key strategies, business imperatives and objectives during the Op Plan process
• Retains flexible time management in hybrid environment (e.g., time allocation of F2F v. virtual engagements to meet business objectives to maximize HCP engagement across large(r) geographies)
• Works with all members of District to coach and counsel on improvement of performance and skill execution of selling skills, product knowledge, and capabilities needed for successful representative development, including the development of business plans in a hybrid environment
• Maintains visibility into planning of individual sales rep
• Ensures actions of self and team are fully compliant; has complete understanding of all relevant compliance policies and processes; escalates issues, as necessary, and ensures appropriate commitment to integrity within their team
• Implements and upholds District Standards with sales colleagues
• Applies situational leadership skills (e.g., knowing when to intervene in virtual environment, aligning coaching to colleague’s developmental level on hybrid engagements)
• Employs multiple and interactive methods of coaching across all engagement types (e.g., virtual ‘ride along’, utilization of chat function while shadowing, F2F versus virtual coaching) to build hybrid rep capabilities (incl. hybrid selling skills)
• Builds strong team culture, colleague engagement, and morale in a hybrid environment
• Promotes a feedback culture and continuous improvement mindset in team to assess quality of customer experience (e.g., uses virtual pulse surveys, team barometers, customer feedback)
• Set team goals and hold team members accountable for consistent adherence in a hybrid environment (e.g., time management, technical knowledge, communication, compliance, use of technology, meeting new virtual objectives (e.g., up to 50% virtual engagements)

BASIC QUALIFICATIONS

• Bachelor's Degree required
• At least 3-5 years spent in a position with demonstrated leadership across peer and customer groups.
• Previous pharmaceutical, biotech, or medical marketing/sales experience

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