ViiV Healthcare; GSK Regional Sales Director, Pacific Region; CA, OR, WA and AK - Field Based

Role Summary

Regional Sales Director, Pacific (CA, OR, WA and AK) is a field-based leadership role focused on optimizing access to ViiV Healthcare products across payers in the region and coordinating regional stakeholders to support strategic objectives. The role leads a team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers and to develop and execute regional sales strategies that drive growth and account management.

• Lead and direct team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers to achieve specific sales goals.
• Direct Territory Account Managers in the acquisition, expansion, and retention of targeted business within the assigned area.
• Participate in the formulation of regional sales strategies, interpret strategies and apply to issues within the geographic area.
• Work with VP/AVP to establish sales and profit goals for geographic area.
• Achieve or exceed sales goals for area.
• Full Engagement with key accounts (largest accounts in area) by developing and implementing strategies, participating in contract negotiating team and implementing contracts and servicing the account.
• Act as local liaison and collaborator (build consensus on area strategies and tactics) between ViiV Sales Division and other ViiV sectors
• Identify and validate market opportunities and needs and assist with developing plans to launch, test, and refine new product and service offerings.
• Develop and maintain customer relationships (ViiV focal point for customer) with key executives (CEO, CFO) and key decision influencers/makers in all accounts.
• Manage and deploy resources (financial, field staff) to ensure achievement of objectives. Establish and manage area expense budgets; ensure appropriate return on investment.
• Work with Territory Account Managers on a consistent basis evaluating and directing sales presentations.
• Attract, develop and retain individuals who will ensure high level of performance.
• Provide adequate training, coaching, follow-up and development of sales representatives in all phases of their work including career development.

• 9+ years of pharmaceutical sales experience including 6+ years of specialty management experience leading teams
• Experience recruiting, developing and leading specialty teams to work cross functionally within an integrated account team model that includes multiple field-based team members
• Experience in developing strategic business plans with specific, measurable, action-oriented objectives
• Valid Driver's License

• BA/BS degree

• Excellent interpersonal skills
• Proven ability to persuasively communicate across multiple stakeholders
• Self-starter with ability to lead and work independently
• Proven negotiation skills
• Experience with Situational Leadership
• Proficient in Excel, PowerPoint, Word and Outlook as well as Customer Relationship Management tools

• Ability to travel domestically as necessary, which may include overnight travel; majority of time will be spent with team in market