Regional Sales Manager, Texas

Lead Territory Managers in the defined region to drive the sales growth of Nutricias products by training and coaching Territory Managers (“TMs”) on how to meet the needs of each member of our target audience and providing the optimal platform for the US to become the leader in Specialty Nutrition.

Essential Functions:

Manage sales performance.
1. Monitor sales rep KPIs (weekly, monthly).
2. Report frequently to sales management & sales team on targets, objectives, KPIs (key performance indicators), etc.
3. Provide updated information/forecasts.
4. Implement and monitor segmentation.
5. Own the regional prescription influence map.
1. Plan and develop the regional business strategy and employees.
   1. Identify opportunities to develop the business strategy in the region and propose action steps to the National Sales Director.
   2. Lead recruiting and selection efforts for current sales representatives in the region, as necessary.
   3. Provide coaching and training to TMs.
   4. Develop individual performance objectives and individual developmental plans for each subordinate annually.
   5. Conduct Performance Development Reviews for each direct report bi-annually.
2. Commitment to fieldwork 60-75% of the time.
   1. Based on 7-10 direct reports, minimum 2 field visits/quarter with each TM.
   2. Complete Field Coaching Report at the conclusion of each field visit for all TMs.
   3. Attend management and HQ meetings, as necessary.
3. Business planning.
   1. Develop a Quarterly Business Plan for Region, utilizing the Territory Business Plan (“TBPs”) template, focusing on business planning steps within span of control, as well as needs from cross-functional partners.
   2. Provide analytic insight to regional data, issues, and opportunities, using all available company resources.
   3. Manages annual and monthly budgets for travel and other regional activities and tactics.
   4. Provide coaching and direction on the TM Quarterly TBPs (Territory Business Plan).
4. Administration.
   1. Utilizes Nutricias Sales Force Automation tool to follow up on territory managers sales activities.
   2. Provides feedback on performance metrics and Key Performance Indicators to territory managers and National Sales Director, Pediatrics & GI.
   3. Completes and submits Expense Reports and approves Expense Reports for territory managers as outlined in the T&E policy
   4. Manages sample requests and other budget items monthly.
   5. Participates in sales management and other home office meetings either via teleconference or in person
   6. Provides feedback to Marketing, Medical and other functions on sales progress, trends, opportunities, and issues.
5. Other duties as assigned.

Knowledge, skills, and abilities:

• Strong leadership and coaching skills.
• Interpersonal Skills. An individual who develops effective rapport and working relationships with customers and the sales team and other key functional areas.
• Strong analytical skills. A focused thinker able to interpret market research, sales, volume, and consumption data.
• Superior communication skills. Ability to convey concepts and information, orally and in writing; effective in conducting persuasive presentations. Excellent listening skills; seeks input and feedback.
• Strategic business planning knowledge.
• Ability to set priorities, and efficiently perform responsibilities.
• Sound judgment and recommendations with an entrepreneurial style.
• Ability to support decisions and possess well-developed thought processes.
• Ability to establish credibility and rapport quickly with both internal and external constituents.

• Demonstrated ability to connect to external industry organizations. Develops an effective network of industry, scientific, and key opinion leader relationships in the U.S.
• Demonstrated ability to quickly climb the learning curve; knows the science, competitive products, competitive selling strategies, etc., in domestic market.

Supervisory responsibilities:
The Regional Sales Manager has 7-10 direct reports: Full-line Territory Manager(s), and Inside Sales Specialist(s). Working conditions:
Work is conducted in a home-office and doctors office/hospital environments located within the designated region. There is occasional evening and weekend travel and work to attend patient events. There is some lifting of products not to exceed 30 lbs.