Regional Sales Director - Southwest

WALGREENS - Brea, CA (30+ days ago)3.7


Job Summary

Lead and develop a regional sales team that achieves all established performance metrics in driving business for multi-million/billion dollar territories. Demonstrates an ability to plan, adapt, and prioritize plans at both a local and regional level. Identifies growth opportunities within region and enrolls key internal stakeholders into the project. The individual must have the ability to understand and diagnose the root-cause of issues (operational, territory, and marketplace) and address in a solution-oriented manner. Works strategically across multiple business units in field based territory in order to drive sales revenue and EBIT growth. Plays a lead role in asset location decisions, market access planning/execution of contracts, health system pull through and identification of new sales opportunities.

Job Responsibilities
Adapting and Prioritizing – Creates a strategic plan to exceed regional performance goals. Demonstrates the ability to plan, adapt, and prioritize with the changing environment at both the individual and team level. Follows through to ensure the greatest return on the regional resources. Consistently executes on business priorities and aligns team to the organizational goals.
Business Acumen-Trains and develops regional sales team to strategically impact sales outcomes. Continually interprets essential business information and marketplace factors to drive team performance. Manages highly complex market dynamics (including payer issues, state and government regulations, provider payment issues, etc.). Strategically deploys field resources and grows cross-functional leadership relationships in order to drive business into all WAG channels (retail, specialty, infusion).
Coaching and Development – Recruits, coaches, and develops a diverse team to maximize full-potential, based on needs of region and company. Resolves performance issues fairly and efficiently. Demonstrates the ability to identify skill and knowledge gaps with team members. Develops strategies to address the gaps and hold individual accountable to improve. Responsible for appropriate staffing and utilization of resources to include: hiring staff, performance management, training and development of staff, estimating personnel needs, assigning work, interpreting and ensuring consistent application of organizational policies.
Motivation and Influence – Develops a team vision and gains commitment from individuals to achieve greater team goals. Uses a variety of methods and channels to influence and maintain open communication at all levels. Demonstrates exceptional self-awareness, empathy, and good judgment to understand and react to internal and external situations. Is a role model for sales team on influencing without authority.
Business Partnering – Develops and maintains professional relationships across functional boundaries, to generate support on issue resolution and opportunities. Recognizes and resolves conflict to enhance the effectiveness of business relationships. Holds team accountable for driving revenue, margin and referrals. Ensures integrity of sales organization through focus on compliance. Provides productivity analysis and feedback to sales team on performance goals and forecasting. Identifies and provides training and development opportunities.
Complies with accreditation, legal, regulatory, and safety requirements.

Walgreens, one of the nation's largest drugstore chains, is included in the Retail Pharmacy USA Division of Walgreens Boots Alliance, Inc., the first global pharmacy-led, health and wellbeing enterprise. More than 10 million customers interact with Walgreens each day in communities across America, using the most convenient, multichannel access to consumer goods and services and trusted, cost-effective pharmacy, health and wellness services and advice. Walgreens operates 8,175 drugstores with a presence in all 50 states, the District of Columbia, Puerto Rico and the U.S. Virgin Islands. Walgreens omnichannel business includes Walgreens.com. Approximately 400 Walgreens stores offer Healthcare Clinic or other provider retail clinic services.

As the neighborhood drugstore and retailer, our goal is to make health and happiness simpler, easier and within reach. And we remain a trusted wellness provider offering convenient access to important health services, such as immunizations and an array of pharmacy services that can help patients improve their health. To our team members, Walgreens represents a unique opportunity to excel in their careers in a welcoming and inclusive environment. We offer the chance to work in a truly supportive environment, and be a part of a progressive organization dedicated to the well-being of our customers, team members and the communities we all call home.
Bachelor’s Degree and at least 10 years of pharmaceutical or healthcare sales experience
Experience with analyzing and reporting sales data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
Experience using time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
Experience developing and delivering presentations to various audience levels within Walgreens and externally with customers (ex. medical director, head of case management, executive c-suite individuals).
At least 5 years of experience directly managing people including hiring, developing, motivating, and directing people as they work.
Experience in leading team efforts within highly matrixed organizations
Willing to travel at least 60% of the time for business purposes (within state and out of state).
MBA or advanced degree
Contracting experience (payer, hospital, etc.)
Experience selling Specialty products or services in one or more of the following disease state groups: Transplant, Oncology-Fertility-MS, IG, Bleeding Disorder , Virology/HIV or CORE infusion services.
Experience with billing procedures for hospital, medical offices and Medicare (B / D benefits) as well as medical offices working with Buy & Bill.
Business to business experience in a medical setting and/or managed care experience working with account decision makers (medical director, c-suite, etc.) in medical offices, provider groups, hospital systems or IDN’s .
Experience in building or expanding a field sales team
Marketing, sales operations, sales training

Any or all of the following:
Transplant - Experience working with transplant centers and referral sources in a high touch sales/service model. Demonstrated experience working across a broader enterprise to coordinate hospital transplant care/discharge and delivery of medications, ancillary products and follow up care.
Oncology/Fertility/MS –Experience with buy and bill practices, reimbursement and billing issues within oncology medical practices, particularly with Medicare. Should have experience with current oncology disease states and therapies. Experience with fertility and/or MS (neurology) practices and treatments.