Regional Sales Director (MI / IN)

Regional Sales Director

The Regional Sales Director is accountable for leading regional sales performance and launch excellence within a specific geographical area and/or aligned to specific hospital or large group practice accounts. This role leads and develops Account Managers to execute regional business plans, drive demand generation and appropriate product utilization, and achieve sales objectives in a compliant manner.

The Regional Sales Director provides field leadership across a complex and matrixed commercial environment, partnering with sales leadership, commercial operations, marketing, market access, account management, and other cross-functional partners. This role translates national strategy into regional execution, monitors local market dynamics and team performance, and provides feedback on market conditions, customer insights, and marketing tactics.

Responsibilities:

• Recruit, hire, coach, develop, and manage Account Managers to build a high-performing regional team
• Lead regional launch execution to drive awareness, demand generation, appropriate utilization, and sales performance for the launch product.
• Develop and execute regional business plans that prioritize key accounts, customer segments, market opportunities, and resource allocation.
• Provide effective leadership to the sales team to compliantly meet and exceed sales targets.
• Execute the approved marketing plan with the regional team to maximize market penetration
• Identify and monitor local market conditions to build strong customer relationships and adapt strategies accordingly.
• Ensure timely and effective delivery of marketing and sales tactics within the region.
• Collaborate on goal setting and performance measures at all levels to ensure achievement.
• Leverage data, dashboards, and performance insights to monitor business results, identify performance gaps, coach Account Managers, optimize execution, and guide resource allocation to achieve client and organizational objectives.
• Set clear performance expectations, provide ongoing coaching and feedback, and manage performance and disciplinary matters to ensure accountability, compliance, and a high-performing team culture.
• Conduct regular field ride-alongs with account managers to provide hands-on coaching
• Build a high-performing, accountable culture that drives achievement, engagement, development, and retention.
• Ensure compliance with all field activities and company guidelines.

Basic Qualifications:

• BA/BS degree from an accredited institution.
• Valid driver's license.
• Minimum of 7 years of experience in pharmaceutical, medical, or related medical sales
• Minimum 2 years of successful district/regional field management experience
• Experience in leading teams in hospitals, health systems and large practice groups
• Strong understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.

Preferred Qualifications:

• Proven top tier success leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments
• Demonstrated experience launching specialty, anti-infective, infectious disease, or hospital-based products with accountability for performance against launch objectives.
• Deep understanding of hospital, health-system and/or large practice group decision-making processes, including formulary management, antimicrobial stewardship programs, clinical pathways, protocol development and demand generation.
• Experience leading teams that engage multiple stakeholders, including clinical/non-clinical customers
• Strong account management leadership experience within IDNs, health systems, academic medical centers, and/or large group practice organizations.
• Demonstrated ability to coach and develop account managers on strategic account planning, stakeholder mapping, business acumen, execution excellence and driving sales.
• Proven success working within highly matrixed organizations and leading coordinated execution across sales, market access, reimbursement, organized provider accounts, medical affairs, and marketing functions.
• Experience translating access wins, formulary approvals, and protocol adoption into sustained product utilization and prescribing behavior.
• Strong analytical skills with a track record of using data, account insights, and performance metrics to drive business results and resource allocation decisions.
• Demonstrated excellence in building culture, talent development, and performance management during periods of rapid growth or launch readiness.
• Anti-infective, hospital specialty, or infectious disease experience strongly preferred.
• Experience leading teams responsible for access enablement and/or demand generation activities across hospital accounts preferred
• MBA or advanced healthcare/business degree preferred.

Leadership Capabilities:

• Accountability
• Strategic Thinking
• Coaching Excellence
• Business Acumen
• Matrix Leadership
• Stakeholder Influence
• Enterprise Collaboration
• Execution Discipline

Skills:

• Demonstrated ability to adhere to all regulatory, legal, and compliance standards.
• Exceptional presentation and selling skills, coupled with strong business acumen.
• Proficiency in computer skills, including Microsoft Office.
• Excellent oral and written communication skills.
• Strong analytical and technical abilities, with a focus on customer service to exceed business goals.

Requirements:

• Willingness to travel up to 50%, including overnight travel
• Ability to lift and/or move up to 35 pounds