Senior Area Sales Director - Northeast

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Senior Area Sales Director - Northeast

Job Area : Sales (Biotech Commercial + Primary Care Commercial

Job Category : Professionals

Job Site : Remote

Location : San Mateo, CA, US

Dompé is an Italian bio-pharmaceutical company that focuses on innovation, where a long tradition in the field of personal wellness goes hand-in-hand with a commitment to research and development to meet unsatisfied therapeutic needs.

Established in 1940 in Milan, Dompé has an industrial and biotech research hub in L’Aquila, in addition to branches in Europe (Barcelona, Berlin, Paris and Tirana). The company has approximately 900 employees. The US headquarters of Dompé are based in Boston (R&D) and in the San Francisco Bay Area (Commercial Operations).

YOUR ROLE AT DOMPÉ

The Senior Area Sales Director will report into the Vice President of Sales and will be responsible for leading a high performing team of Regional Sales Directors within a geographically defined rare disease ophthalmic business unit. The Senior Area Sales Director will assist the VP, Sales in developing, along with the marketing, and commercial leadership team, the sales strategic plan to ensure that Oxervate’s quarterly and annual goals are achieved. The role is responsible for understanding and leveraging the roles and responsibilities of a cross-functional team to drive strategic imperatives, including those of Sales, Field and Brand Marketing, Medical Affairs, Market Access, and Commercial Operations. In addition to playing a key sales and company leadership role, the Senior Area Sales Director will cultivate and maintain a strong direct customer facing presence with key decision makers, influencers, and stakeholders in the ophthalmology space. Ideal candidates will have strong sales leadership experience and a proven track record in highly specialized therapeutic areas, preferably in ophthalmic space. The Senior Area Sales Director will be accountable for abiding by the core values of our Dompé culture, which are : Integrity, Speed, Knowledge, Passion, Attention to Detail, Reliability, Flexibility and Teamwork.

The Senior Area Sales Director will functionally lead a team of 4-5 Regional Sales Directors, who in turn lead a team of Key Account Managers and will be responsible for the area budget. The Senior Area Sales Director, will establish a vision to help drive and inspire their respective area while igniting momentum across the sales and sales leadership teams. The Senior Area Sales Director, will coach, guide, and influence the Regional Director team, to achieve or exceed financial goals while thriving in a dynamic business environment. The role requires experience developing high performing teams, while recruiting, retaining, and optimizing top talent.

WHAT YOU’LL BE DOING : MAIN RESPONSIBILITIES

• Deliver Results
• Own the sales objectives and performance for the assigned geography.
• Coordinate the development of the area’s strategic business plans outlining the execution of sales personnel around defined strategies and tactics for achievement of sales goals and objectives - provide direction, guidance, and support to ensure optimal execution of sales and marketing plans.
• Assist VP, Sales in developing, implementing, and managing sales force incentive and compensation programs as well as customized sales force analyses to effectively manage optimal targeting, planning, resource allocation, and performance evaluations.
• Assist in business analytics / insights into specific, measurable, and executable action plans for field sales personnel.
• Manage and monitor sales team operating budgets and assist in developing guidelines for field sales budget adherence.
• Provide input on sales team alignments and expansions. Routinely evaluate workload potential, performance potential, and sales results against sales forecasts and KPIs.
• Partner with internal stakeholders including Market Access, Field and Brand Marketing, Compliance, Legal, Field Operations, HR, and others to provide strategic field insights to evolve the Go-To-Market Plan.
• Coach and Develop team of Regional Sales Director within the Dompe coaching model
• Review and support FCR completion, activity tracking of Area and work closely with Regional Sales Directors leading their teams on expectation setting, coaching, monitoring, performance management and development planning.
• Oversee, evaluate, and enforce compliance with Dompé policies, including code of conduct, operational guidelines, travel and expense policies, and promotional guidelines as it relates to the sales force.
• Hire, train, and develop the Regional Business Directors and Key Account Managers to support the assigned geography.
• Organize, control, and coordinate input relating to staffing, training, and developing and retaining key talent for the sales organization.
• Foster a culture grounded in compliance, accountability, collaboration, passion, and teamwork for delivering results to Dompé.
• Exhibit a standard of leadership excellence for the sales organization and within Dompé.
• Model collaboration across the sales leadership team, and all key functions across Dompé.
• Proactively engage with key customers and decision-influencers to directly represent Dompé in a leadership capacity and achieve company objectives.
• Closely manage succession planning as well as ensuring identification and close oversight of internal talent and high potential performers to be developed for promotional opportunities.
• Provide as-needed feedback and coaching to sales personnel (RDs and KAMs) to enhance their selling skills, product and disease state knowledge, customer targeting, time management, and resource allocation. Address performance issues promptly and consistent with company guidelines and policies.

YOU COULD BE THE IDEAL CANDIDATE IF YOU HAVE :

TECHNICAL COMPETENCIES

SKILLS YOU’LL NEED FOR SUCCESS : PERSONAL

TRAVEL :

BENEFITS OF JOINING OUR TEAM

Preferred Cities : Boston, New York City, Detroit, Philadelphia

$230,000 – 270,000 a year

At Dompe, we offer an attractive compensation package to our team members. Any offer would include a competitive base salary (estimate shared above), incentive bonus, and benefits package customary to the position. Actual individual pay is determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.

We believe that the unique contributions of all employees create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

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