Division Sales Manager - Philadelphia, PA - Vaccines

Philadelphia, PA, United States

The District Sales Manager (DSM) reports into a Regional Sales Director. The DSM is accountable to achieve/exceed divisional sales quotas for all assigned product franchises. The DSM works with the VS team, and in conjunction with Specialty, brand marketing and internal stakeholders, pulls through brand strategy and sales direction at the divisional level through a business plan that is customized to local market needs.

The DSM is expected to consistently review performance metrics and promptly identify and address emerging trends, opportunities, and issues through local market action plans. The DSM is responsible for the leadership of a team of Vaccine Specialists (VSs) to achieve sales performance goals.

They are responsible for hiring, training, and developing the Vaccine Specialist (VS) so that he/she can achieve/exceed their annual territory sales quotas and other sales-related goals. The DSM successfully trains and pulls through the Hybrid Customer Engagement Model (combination of virtual and face to face customer calls) by setting clear expectations on VS behaviors, developing team skills, and monitoring key performance insights and results.

The DSM is highly engaged in acquiring and developing diverse talent to meet the current and future needs of the organization. The DSM fosters a culture of innovation by encouraging new approaches to business development and customer engagement that align with both meeting customer needs and Sanofi Pasteur business goals. Encourages team involvement in company wide health, well-being, and employee resource groups.

**Key Responsibilities:**

* Responsible for meeting divisional sales goals for the private & public sector marketplace.

* Develop a local customized business plan that meets the needs of the unique division market while staying aligned to organizational priorities.

* Ensure VS implement territory business plans that effectively pull through the tactical and operational activities for all marketed products.

* Responsible for hiring and training VS for vacant sales positions.

* Implement the Hybrid Customer Engagement Model by developing team skills, setting clear expectations on VS behaviors and monitoring performance insights and results.

* Differentiate performance, provide feedback, and proactively address performance issues.

* Provide on-going support through a consistent framework that allows for mutual collaboration and identification of performance opportunities and dynamic action plans including follow up that measures progress towards agreed upon goals and expectations of competency.

* Demonstrate flexible approach, employs distance coaching to increase quality coaching touch point frequency.

* Develop diverse VS talent pool for higher levels of responsibility or deepen expertise and proficiency in their chosen role.

* An active participant with the Key Account Manager (KAM) in the planning and sales process for key customers.

* Responsible for fostering a team selling environment between themselves, VS, Account Management, and other key stakeholders within the key accounts.

* Proactive and routine communication of customer and market observations (written/verbal) in line with all corporate guidelines

**Requirements**:

* Bachelor of Arts (BA) or Bachelor of Science (BS) degree from an accredited four-year college or university (or the equivalent if education obtained outside of the United States)

* l 5+ years of pharmaceutical and/or business to business sales experience

* Previous management experience 2+ years and/or successful completion of Sanofi Pasteur leadership management development program

* Success in people development as demonstrated by team member promotions and/or documented skill or competency development

* Demonstrated sales performance that meets/exceeds expectations within the past 3 years based upon (documented) performance reviews

* No Performance reviews below a Meets Expectations within the past 3 years

* Valid Drivers license and a good driving record under Sanofi policy

**Preferred**:

* Experience in additional functional areas e.g. Training, Operations, Marketing, etc.

**Skills/Capabilities:**

* **Orchestrates** - aligns people and resources to impact customer engagement.

* **Collaboration** works cooperatively across team and broader organization to achieve shared goals, proactive and intentional sharing of information/insights

* **Communicates effectively** actively listens and communicates in a clear, compelling, and concise manner

* **Courage** provides direct and actionable feedback, faces difficult issues, and supports other who do the same

* **Develops effective teams** forms teams with appropriate talent and diverse mix; creates feeling of belonging, fosters open dialogue and collaboration

* **Develops Talent** develops others through coaching, feedback, exposure, and stretch assignments, encourages developmental moves

* **Thinks Strategically** - intuitively makes connections and associations

* **Business acumen** keeps up with current and future practices and trends in the marketplace, business plan and actions are guided by knowledge of marketplace and business drivers

* **Plans and aligns** sets goals that align with organizational goals, stages activities with relevant milestones, continually assesses at divisional level and has contingency plans

* **Action oriented** proactively takes action, stretches themselves and others capitalizes on opportunities entrepreneurial mindset, willing to take calculated risks

* **Directs work** provides clear direction and accountabilities, delegates, monitors progress on work and results, removes obstacles

* **Drives Results** pushes self and helps others to achieve results, a track record of meeting/exceeding goals successfully

* Manage ambiguity Agile and willing to act without all information

* **Accountability** takes responsibility for all work activities, outcomes, and actions; follows through on commitments

* **Tech Savvy** readily learns and adopts new technologies, proactive and proficient with customers and internal partners

* Proficient Account Management skills

**Compliance Management:**

* On an annual basis, completion of all Global Compliance Mandatory Training (GCML).

* Ensures full and complete compliance of all selling activities within the area of responsibility to Sanofi Pasteur standards and to all state and federal regulations

* Complies with the letter and spirit of all state and federal laws, regulations, and guidance as well as PhRMA Code on Interactions with Healthcare Professionals and Sanofi Pasteur standards and policies relating to all promotional activities

Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.

As a healthcare company and a vaccine manufacturer, Sanofi has an important responsibility to protect individual and public health. All US based roles require individuals to be fully vaccinated against COVID-19 as part of your job responsibilities.

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

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