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CNS Institutional Regional Business Manager

OverviewThe Institutional Regional Business Manager responsible for the sales and profitability of their assigned region. They must lead, motivate and manage their teams to accomplish set objectives. They also use their business plan to execute designated strategy and monitor their region's sales activities. ResponsibilitiesStaff Development: Leads and develops a team of Institution Account Specialists to achieve sales targets for Sunovion products. Ensures all employees receive development and training to enhance their overall experience and support their career aspirations. Creates an environment to allow Sunovion employees to differentiate the customer experience from competitors and build brand loyalty. Provides coaching and mentoring in order to build a more effective sales force. Directs the day-to-day activities of the assigned staff; assists employees in developing individual development plans. Executes Region plans for recruiting, hiring, training, and retention. Business Plan Development & Execution: Evaluates and refines promotional strategies, business plans and sales forecasts. Executes the sales strategy across Institution Account Specialists to drive market position and achieve sales targets. Maintains responsibility for the management of all sales opportunities, and monitors performance of regional sales plan. Tracks sales activities; ensures effective execution of the tactical and operational components of the sales plan across all products. Budget Management: Develops operating budgets for Region's assigned Institution Account Specialists. Remains accountable for their Region's budget, including ownership of operational efficiency and process management. Operates Region within the assigned expense budget. Customer Management: Proactively troubleshoots client issues. Represents Sunovion before selected customers (e.g. wholesalers, buying groups, etc.) and acts as liaison on bids, pricing, returns, etc. Partnerships: Partners with internal and external constituents to maximize customer satisfaction and drive profitable growth and sales targets. Works closely with the Institutional Sales Director and managed market teams to meet sales and profit objectives while adhering to the corporate sales and marketing strategy. Provides market insight to management and maintains up to date records on all direct reports. Compliance Management: Ensures full compliance of selling activities (for self and team) within area of responsibility with all legal and regulatory compliance requirements established by Sunovion and govern the sale and promotion of its pharmaceutical products. QualificationsKnowledge and Skills: ? Minimum education requirements ? Bachelor's Degree (MBA preferred) ? Experience required 3 years pharmaceutical experience, with Institutional selling experience Knowledge & Skills (general and technical) Requirements for eligibility include, but are not limited to: ? Be self-motivated, independent professionals who demonstrate a high level of initiative and business acumen. ? Bachelor's Degree required (preferably in business or life sciences), MBA preferred. ? A minimum of 3 years' pharmaceutical sales experience with 1 years' pharmaceutical sales management experience required. ? Candidate must have extensive market experience with Institutions and prescribers. ? Institutional Experience in the CNS market and epilepsy preferred. ? The ability to multi-task and handle multiple projects and customers at one time is essential. ? Selected candidate must be able to exercise appropriate judgment when assessing the needs of each individual direct report. ? Job requires a high level of initiative and independence. ? Excellent written and oral communication and PC skills (PowerPoint, Word, Excel and sales force automation systems). ? Travel within region required ? may include both car and overnight air travel depending upon region. ? Excellent business acumen competencies are required. ? Experience with Health Economics Outcomes Research data preferred. ? Demonstrated ability to analyze complex data to develop strategic and actionable business plans to deliver sales results. ? Proficient knowledge and understanding of the Hospital/Institutional landscape and payer landscape including Medicare, commercial, and Medicaid. ? The candidate must be able to work closely with the Marketing, Corporate Account Directors, Managed Markets and other strategic partners. Strong negotiating skills ? National travel to corporate headquarters, training meetings, and sales meetings will also be required on a periodic basis. ? Work hours may include meetings scheduled outside of normal office hours ? Candidates must provide two most immediate years of documented sales performance and two years of annual reviews. Other requirements (licenses, certifications, specialized training, physical or mental abilities required) ? Valid driver license Confidential Data All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential. Compliance Achieves and maintains Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sunovion are carried out with the "best" industry practices and the highest ethical standards. Mental/Physical Requirements Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a personal computer for extended periods of time.



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