Regional Sales Manager (US-East)

We are Hiring!

We have an exciting new opportunity at Scope for a Regional Sales Manager - East to join our US team!

We are looking for people who can connect their own personal vision and values into some of what we do at Scope. 

Our vision as a company is to become a leading force in Eyecare, with people at our core.

Please read below the full job description for the role and if this is something that you would be interested in, please click apply and a member of the Scope team will be in touch regarding your application.

Regional Sales Manager - East (RSM)

Reporting to the US Head of Sales (HOS), the Regional Sales Manager - East (RSM) is responsible for managing a team of Regional Account Managers (RAMs) in the Eastern US to execute strategic and tactical business plans in assigned territories calling on Eye Care Professionals. The RSM will also play a role in development of business plans. They will lead a sales team to proactively target competitive opportunities and execute established sales plans effectively. The RSM leads, supports, and develops the people in their team to deliver on their performance goals and creates an environment of continuous learning and improvement. 

The RSM is expected to spend between 60 and 75% of their time in the field with emphasis on coaching the team and building relationships with key customers. This role is ideally suited for candidates located on the US East Coast with easy access to a major airport for regional travel.

Key Responsibilities

Business Strategy

• Responsible for direct management of a regional sales team comprised of Regional Account Managers
• Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business.
• Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business.
• Establish a managerial cadence of conference calls, 1-1 meetings, ride-alongs to ensure Sales Team are effectively executing the Business Strategy.

 Tactical Business Plans

• Monitor Sales in the territory and ensure the Sales Team have robust business plans in place to protect revenue and take advantage of growth opportunities.
• Establish and execute quarterly reviews of business plans providing guidance and support to Sales Team as needed.
• Ensure compliance with agreed Sales Cycles (e.g. Priority products, bonus products, new product launches)
• Ensure the HOS is fully informed on the conditions of business and market through regular reporting providing recommendations for action as warranted.

 People Management

• Inspire, lead, and motivate the sales team while effectively planning and allocating resources over the medium and long term to achieve agreed sales objectives.
• Oversee the recruitment, promotion, and ongoing performance guidance of sales team members.
• Ensure each team member attains and maintains the required levels of knowledge, skills, and competencies for their role by providing coaching and mentoring and coordinating appropriate training in partnership with Learning & Development.
• Manage the Performance and Development Review (PDR) process ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals.
• Work with the HOS to establish performance (e.g. Sales Targets) and behavioral expectations (e.g. company adopted sales model) for their team in line with the Values, Business Strategy, Role Responsibilities and Competencies.
• Through Field Visits and 1:1 meetings, continually appraise the effectiveness of individual performance and be an effective listener. Maintain equal support for all your team, engage in appropriate conversations depending on the circumstances of each situation:
  • Recognition
  • On the job Coaching, Mentoring and/or Training to enhance skills and knowledge
  • Constructive Feedback
  • Disciplinary Action
• Support employees, particularly those identified as high potential, in executing their development plans by facilitating involvement in stretch assignments, projects, and cross‑functional activities.
• Contribute to developing effective reward systems that focus on those who make significant contributions to business success.
• Seek opportunities to engage our remote workforce and ensure our people feel connected and valued by Scope.

Customer and Account Focus

• Responsible for providing additional focus on major accounts
• Recommend to the HOS: Pricing taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches; Recommend promotion and advertising programs; Scope participation in any congress/conferences.
• Monitor your team’s compliance with CRM milestones and timelines to ensure that our CRM system is an accurate and useful database.

Product & Market Knowledge

• Be fully aware of market trends, competitor environment and make strategic recommendations.
• Compile and prepare sales statistics and market information, analyze the information and submit recommendations to HOS for assessment and decision making.
• Review and discuss territory data regularly with the team (e.g. Netsuite and QLIK).
• Work with the Marketing Team to ensure all field marketing needs are met.
• Establish and keep in close contact with Scope Marketing team regarding business strategy, product knowledge and technical questions.

Qualifications

• University degree or equivalent in a related field - required
• Masters degree or Professional certification – preferred
• 3+ Years in Sales management- preferred
• 5+ Years in Eyecare - desired
• Holder of a current full driving license
• Occasional international travel

Specific Knowledge, Skills and Experience

• Proven experience in a sales environment at a management / leadership level
• Sound background and experience in life sciences or commercial business – required
• Commercial awareness/business acumen of the Eye Care market, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services, and marketplace
• Operational Sales/Key Account experience
• Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities) with the drive, diligence and interpersonal savvy to succeed.
• Practical experience of customer and channel management
• Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers
• Experience of successfully leading, coaching, and motivating a sales team to achieve business targets at a regional level
• Proven commercial acumen, with clear insight and understanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets
• Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated, and professional manner
• Collaborative leader with an impressive track record leading in a ‘start up’ type environment

Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.