Area Sales Director West - Aesthetics, Aesthetics Sales & Marketing - Field
About Endo International plc
Endo International plc (NASDAQ: ENDP) is a highly focused generics and specialty branded pharmaceutical company delivering quality medicines to patients in need through excellence in development, manufacturing and commercialization. Endo has global headquarters in Dublin, Ireland, and U.S. headquarters in Malvern, PA, employing approximately 3,000 people worldwide. For 2018 Endo, reported revenue of $2.947B and adjusted diluted EPS of $2.89. Learn more at www.endo.com.
Provides sales leadership and management for a specific area within the United States for the Endo Aesthetics sales team. Responsible for team recruitment, development and all launch sales activities (strategic and tactical) for the first injectable for the treatment of cellulite. Develops a winning team and creates business development strategies while effectively communicating marketing implementation plans. Aids in the development and execution of aesthetics training programs and compensation plans to drive performance. Provides frequent coaching and feedback to Regional Sales Managers and Territory Managers, emphasizing a strong culture of continuous learning while demonstrating best practice behavior. Develops relationships with key customers to drive development of business opportunities. Responsible for the P&L of the region with accountability for all aspects of driving profitability.
ROLE AND RESPONSIBILITIES:
Recruit, motivate, coach and develop a team of regional managers and territory sales representatives.
Lead team to achieve or exceed sales objectives at launch and beyond.
Develop and execute area business plans that align with national strategy.
Develop and implement business development and pull-through strategies with National Account Managers.
Aid in directing inside sales toward identified white-space business development opportunities.
Direct execution of sales and pull-through strategies and implementation of marketing plans.
Contribute to the development and execution of sales training programs.
Plan and conduct/contribute to sales meetings designed to enhance and develop sales and business development skills.
Evaluate performance of Regional Managers and coach to skill and career development through regular field contact.
Establish and maintain high level of product and aesthetic market knowledge.
Work closely with marketing and sales operations to develop programs that drive product adoption and acceleration.
Ensure execution of all Endo Aesthetics programs, platforms and tools by all aesthetic sales teams.
Maintain turnover at or below national averages. (Develop and maintain key customer relationships to drive business growth.
Manage escalated customer issues and garner additional resources as needed to provide resolution.
Maintain a profitable - sales to expense ratio and ensure return on investment.
BA/BS degree or higher
10+ years of relevant medical/device sales experience of which the most recent 3-5 years in leadership roles (Manager or Director level).
Direct B to B sales leadership within medical aesthetics
3+ years in Regional Director or higher role, leading teams of 50+ with demonstrated, successful history of field force management
Consistent top sales awards (Circle of Excellence or equivalent) in sales leadership roles
Corporate office experience and demonstrated success in marketing, product launches, training and development and/or sales operations and analytics
Proven track record of effective people management including coaching, motivating and career development planning
Launch experience within medical aesthetics
Current relationships with high-level, aesthetic practices in the covered geography
Charismatic leader with strong interpersonal skills and high emotional intelligence
Demonstrated ability to lead strategically, drive performance, build alignment, influence and execute
Demonstrated ability to collaborate cross-functionally with marketing and other internal departments to effectively develop and execute strategies
Demonstrated ability to delegate responsibility and motivate a team
High degree of business acumen demonstrated through strong analytical, consulting, and business planning/development skills
Highly strategic with exceptional decision making and problem solving skills
Highly organized and able to prioritize effectively
High level of fiscal responsibility and ability to effectively manage a budget
High level of proficiency in Excel, Word, PowerPoint and other software programs
Excellent presentation, verbal and written communication skills to engage and meet the needs of various audiences
Endo recognizes the advantages of a diverse workforce achieved through a commitment to equal employment opportunities.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled