Regional Sales Director

• The Regional Sales Director is accountable for leading regional sales performance and launch excellence within a specific geographical area and/or aligned to specific hospital or large group practice accounts.
• This role leads and develops Account Managers to execute regional business plans, drive demand generation and appropriate product utilization, and achieve sales objectives in a compliant manner.
• Provides field leadership across a complex and matrixed commercial environment, partnering with sales leadership, commercial operations, marketing, market access, account management, and other cross-functional partners.
• Translates national strategy into regional execution, monitors local market dynamics and team performance, and provides feedback on market conditions, customer insights, and marketing tactics.
• Develop and execute regional business plans that prioritize key accounts, customer segments, market opportunities, and resource allocation.
• Provide effective leadership to the sales team to compliantly meet and exceed sales targets.
• Execute the approved marketing plan with the regional team to maximize market penetration.
• Identify and monitor local market conditions to build strong customer relationships and adapt strategies accordingly.
• Ensure timely and effective delivery of marketing and sales tactics within the region.
• Collaborate on goal setting and performance measures at all levels to ensure achievement.
• Leverage data, dashboards, and performance insights to monitor business results, identify performance gaps, coach Account Managers, optimize execution, and guide resource allocation to achieve client and organizational objectives.
• Set clear performance expectations, provide ongoing coaching and feedback, and manage performance and disciplinary matters to ensure accountability, compliance, and a high-performing team culture.
• Conduct regular field ride-alongs with account managers to provide hands-on coaching.
• Build a high-performing, accountable culture that drives achievement, engagement, development, and retention.
• Ensure compliance with all field activities and company guidelines.

• BA/BS degree from an accredited institution.
• Valid driver's license.
• Minimum of 7 years of experience in pharmaceutical, medical, or related medical sales.
• Minimum 2 years of successful district/regional field management experience.
• Experience in leading teams in hospitals, health systems and large practice groups.
• Understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.
• Proven top tier success leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments.
• Demonstrated experience launching specialty, anti-infective, infectious disease, or hospital-based products with accountability for performance against launch objectives.
• Deep understanding of hospital, health-system and/or large practice group decision-making processes, including formulary management, antimicrobial stewardship programs, clinical pathways, protocol development and demand generation.
• Experience leading teams that engage multiple stakeholders, including clinical/non-clinical customers.
• Strong account management leadership experience within IDNs, health systems, academic medical centers, and/or large group practice organizations.
• Demonstrated ability to coach and develop account managers on strategic account planning, stakeholder mapping, business acumen, execution excellence and driving sales.
• Proven success working within highly matrixed organizations and leading coordinated execution across sales, market access, reimbursement, organized provider accounts, medical affairs, and marketing functions.
• Experience translating access wins, formulary approvals, and protocol adoption into sustained product utilization and prescribing behavior.
• Strong analytical skills with a track record of using data, account insights, and performance metrics to drive business results and resource allocation decisions.
• Demonstrated excellence in building culture, talent development, and performance management during periods of rapid growth or launch readiness.
• Anti-infective, hospital specialty, or infectious disease experience strongly preferred.
• MBA or advanced healthcare/business degree preferred.
• Willingness to travel up to 50%, including overnight travel.
• Ability to lift and/or move up to 35 pounds.

Demonstrates expertise in leading regional sales teams within…