Regional Sales Manager, Midwest

Job Title: Regional Sales Manager, Midwest (Cleveland/Detroit/Chicago)      

Department: Sales       

About Pelthos:

Pelthos Therapeutics is a bio-pharmaceutical company committed to commercializing innovative, safe and efficacious therapeutic products to help patients with unmet treatment burdens. For more information, please visit our website at www.pelthos.com or follow us on LinkedIn and X. 

Job Summary:

The Regional Sales Manager (RSM) provides leadership and coaching to a team of Dermatology Territory Managers to achieve sales goals using the Company’s marketing strategies as well as managing performance and effective communications with the sales team, internal team members and external customers.  This is achieved while operating within policies/procedures and assigned expense budgets.  Develops and directs business plans which are consistent with the company’s annual goals and strategies The RSM is accountable for the assigned regional sales financial goals and develops market share potential and competitive advantage. 

 Essential Duties & Responsibilities:

Provide strong, clear, and compliant directions as well as coaching to the regional sales team for the achievement of sales goals within the region using marketing plans and other HQ provided strategies

Understand and coach the region on sales data (competitive and own), product knowledge (competitive and own), market knowledge and selling skills

Develop regular and consistent live Field Ride schedules with each rep on team to maximize coaching opportunities and fully develop representatives on team

Complete and Utilize Field Trip Coaching guides regularly as a tool to reinforce field ride coaching discussions

Manage all areas of the sales team’s performance, including selling skills, administrative duties and career progression

Meet and/or exceed overall sales goals and quotas assigned by the company via planning, leading, developing and coaching own sales team

Develop quarterly/annual business plans for region which focus on team needs and align with sales objectives

Analyze and report changing needs within the sales organization for training, sales programs and field assets

Provide market insights, trends, competitive activity and conditions

Recommend changes to strategic and tactical sales plans

Develop and maintain relationships with outside partners such as Institutions, Clinics, HCPs and Pharmacists to maximize sales results

Establish relationships with key Thought Leaders within the region

Work on regional and national projects assigned by the VP Sales

Fully understand and train region on IC Plan components and how to achieve goals

Manage regional budget and allocate & utilize resources as provided

Regularly review team budget & resource utilization as compared to ROI

Keep team regularly informed of regional and individual performance utilizing available KPI data and show the path to increased performance utilizing same data

Prepare/Submit timely expense reports and review team’s expense reports

Actively engage in all RSM team meetings, sharing challenges and solutions

Shares best practices with RSM teammates and VP of Sales

Plan, prepare and lead sales team meetings as requested

Focused on results through their team and will leverage resources available as well as solve problems creatively and compliantly to get the job done

Identify and understand problems and opportunities by gathering, analyzing and interpreting quantitative and qualitative information

Choose the best course of action by establishing clear decision criteria, generating and evaluating alternatives and making timely decisions

Make decisions and initiate actions to ensure that policies and practices leverage the capabilities and insights of individuals with diverse backgrounds, cultures, styles, abilities and motivation

Demonstrate expert knowledge of the Dermatology marketplace, EPI Health products and their key customers

Spot trends and create opportunities for EPI Health products in their regional marketplace in a proactive manner

Maintain a mastery level knowledge of EPI Health Selling Model

Actively engage in systems, processes and networks to attract, develop, engage and retain talented individuals

Create a work environment where people can realize their full potential, thus allowing the organization to meet current and future business challenges

Provide feedback, instruction and development guidance to help others excel in their current or future job responsibilities, planning and supporting the development of individual skills and abilities

Use appropriate interpersonal styles to establish effective relationships with customers and internal partners

Interact with others in a way that promotes openness and trust and gives them confidence in one’s intentions

Actively identify new areas for learning

Create and take advantage of learning opportunities

Motivate increased employee effort by communicating a compelling view of the organization's purpose, culture and future state

Lead by example with honesty, integrity and a commitment to compliance

Other duties as assigned

Experience & Qualifications:

Bachelor’s Degree

5-10 years of overall pharmaceutical or equivalent sales and sales management experience

Proven success in achieving sales objectives in a variety of distribution structures and product segments

Dynamic, aggressive, results-oriented leadership with well-developed communication skills

“Hands on” management style; adaptable to a fast-paced, high-growth, changing environment

Good business sense - an understanding of how marketing ties into the profitability of a company

Previous P&L “exposure” or accountability is important

Ability to attract, retain and motivate employees

Physical & Environmental Requirements:

The essential functions of this position include:

Lift up to 25lbs on an occasional basis

Stand, walk, sit, climb and balance on a frequent basis

Stoop, kneel, crouch or crawl on an occasional basis

Reach, hands and arms on a frequent basis

Use hands to feel on an occasional basis

Communicate using hearing and speech on a frequent basis (in-person and/or virtual)

Use vision (color difference, depth perception) on a frequent basis

Up to 75% of travel

These functions must be performed safely and effectively, without posing a direct threat to the employee or others, with or without reasonable accommodation.