Specialty Regional Sales Manager (Ortho) - Midwest

Why Endo?

We want the best and brightest people at Endo to help us achieve our mission to develop and deliver life-enhancing products through focused execution. Our nearly 3,000 global team members understand the important role we play in delivering healthcare and are dedicated to supporting each other as we work to bring the best treatments forward. Our shared values of Integrity & Quality, Innovation, Drive, Collaboration and Empathy guide our team and enable us to deliver upon our vision of helping everyone we serve live their best life.
At Endo, we are building a diverse, equitable and inclusive workplace, and we are looking for talented individuals to join our team.

Job Description Summary

First level fully functioning sales manager. Directs teams in executing a proscribed account management process. The specialty regional sales manager identifies and interprets market trends and implications, applying this knowledge to management of the team; develops an understanding of the organization’s capabilities and resources to support sales professionals in developing solutions that effectively meet current customer needs. The specialty regional sales manager is seen as a valued resource by customers based on ability to support the development of mutually beneficial partnerships and solutions. Drives and motivate teams for success and employs effective coaching skills.

Job Description

First level fully functioning Sales Manager who directs Sales Professionals in executing a prescribed account management process and executes complex sales process on a small number of identified key accounts within the region. The Specialty Regional Sales Manager identifies and interprets market trends and implications, applying this knowledge to management of the team; develops an understanding of the organization’s capabilities and resources to support Sales Professionals and approach with key accounts in developing solutions that effectively meet current customer needs. This Manager is seen as a valued resource by customers based on the ability to support the development of mutually beneficial partnerships and solutions. Drives and motivate teams for success and employs effective coaching skills and lead the organizations efforts in identified key accounts.

• Direct P&L responsibilities within respective region to maintain and execute a previously agreed upon budget for all sales and marketing expenses.
• Responsible for managing the daily operations of approximately 8-11 territory Sales Professionals targeting diverse books of business within the region.
• Develops and lead solutions involving organization’s cross-functional capabilities for a small number of identified key accounts within the region.

Key Accountabilities

Sales & Marketing Management

• Meets or exceeds sales goals in for the region and in and key accounts. Sales goals expressed as ‘National Average’ share, % growth, and/or sales target.
• Attains and maintains performance guidelines for the following metrics:
  • Field ride-alongs, completed Field Contact Reports, backfilled positions, coaching index.
• Adheres to all core administrative duties including (but not limited to): 
  • Tracking all expenses by category, timely submission of quarterly business plan, employee development.
• Implements sound goals, strategies and tactics to positively impact the marketplace.
• Develops and executes regional business development plans. 
• Drafts and delivers Field Contact Reports incorporating the use of performance language and coaching, differential selling and feedback models.
• Appropriately administers, delegates, and provides results on business/quarterly updates, mid-year and annual performance reviews, and regional/national meetings and presentations.
• Manages multiple priorities and resources related to individual and group efforts.
• Takes responsibility for redirecting efforts as needed to deliver high productivity and quality of work from self and others.
• Demonstrates business ethics, understands basic business principles, and interprets resources available to make sound business decisions.
• Improves processes, products and services and continuously works to improve supervisory skills.

People Management

• Understands, incorporates, and encourages direct reports to utilize all internal and external available resources in order to meet objectives.
• Creates a customized development plan for each direct report that includes development of key customers.
• Provides Sales Professionals with individual coaching, feedback and inspiration to promote growth/success in current or future role.
• Executes and implements core management curriculum.
• Implements coaching model with a focus on its core coaching principles.
• Provides regular performance feedback, solicits and applies customer feedback (internal and external), and fosters quality focus in others.

Qualifications

Education & Experience

• Bachelors’ degree with 3-5 years’ relevant experience preferred.
• Minimum of 3 years’ Biopharmaceutical industry sales experience required.
• Sales Professional experience at least at the S2 level, but more typically at the S3 level.
• Has had some type of broadening experience beyond the standard field Sales Professional role*.
• All new Sales Managers should enter at this level, even if they have prior management experience.

* This may include experience as a DFT, active involvement with special projects, initiatives in which the person may have had a national contribution or presence, and/or otherwise has proactively gotten involved with other important initiatives outside their home territory.

Knowledge

•  Able to understand technical issues (medical, computer, data analysis)

Skills & Abilities

Leading People

• Communicates Expectations
• Coaches for Performance
• Recognizes & Rewards Performance
• Retains & Motivates
• Coaches for Development

Drive for Results

• Builds Key Customer Relationships
• Acts Like an Entrepreneur
• Advances Strategies % Tactics
• Drives Accountability
• Manages Productive Conflict

Personal Credibility

• Stewards Endo’s Reputation
• Projects Executive Presence
• Listens for Understanding
• Displays Emotional Intelligence
• Takes Accountability

Building the Team

• Fosters Winning Team Culture
• Plans for Team Success
• Hires Top Sales Reps
• Sets New Reps Up for Success
• Grows Team Capabilities

Business Acumen

• Knows How to Get Things Done
• Influences Across Boundaries
• Makes Quality Decisions
• Champions Innovation
• Acts Decisively

Physical Requirements

• Overnight travel is necessary (30% or more). Territory specific.
• Must have valid driver’s license.
• Ability to safely operate a motor vehicle.
• Ability to lift up to 10 pounds.

Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications.  Management reserves the right to change or modify such duties as required.

Commitment to Diversity, Equity, and Inclusion:

At Endo, our diversity unites and empowers us as One Team, and we are committed to cultivating, and valuing, each person’s unique perspective. We actively promote a culture of inclusion that draws strength from our broad spectrums of diversity, including race, ethnicity, religion, gender identity or expression, national origin, color, sexual orientation, disability status, age, and all our other unique characteristics, qualifications, demonstrated skills, achievements, and contributions, backgrounds, experiences, cultures, styles, and talents.

EEO Statement:

At Endo, we firmly believe in the principles of equal employment opportunity and strive to create an atmosphere where all employees, regardless of their race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability (including pregnancy), age, or military or veteran status, feel valued, respected, and empowered. Our commitment to EEO extends to every aspect of employment, including recruitment, hiring, training, promotions, compensation, benefits, transfers, terminations, and all other employment practices. We are dedicated to ensuring that all employment decisions are based on qualifications, skills, and merit.