Director Regional Sales Uro-Onc - Northeast

Director Regional Sales Uro-Onc - Northeast

Job Category: Sales

Posted: May 21, 2026

Full-Time

Remote

New Jersey Matawan, NJ 07747, USA

Description

Candidates Must Live In the Northeast Region of The United States

Purpose and Scope

The Director of Regional Sales is responsible for leading, developing, and executing regional commercial strategy through a high performing team of 8–10 specialty sales representatives within the urology market. This role drives regional performance by translating national brand strategy into actionable territory execution, coaching advanced selling skills, and ensuring strict adherence to ethical, legal, and compliance standards.

The role is a field-based commercial leader who partners cross functionally with Marketing, Market Access, Training, Medical Affairs, and Operations to optimize regional growth. The ideal candidate is a strategic, data driven, and people focused leader with deep specialty sales experience (urology and/or oncology preferred), strong business acumen, and a proven ability to build and sustain high performing teams in a competitive marketplace.

Supervisory Responsibilities

• Directly manage, coach, and develop a team of 8–10 specialty sales representatives
• Responsible for hiring, onboarding, performance management, and succession planning within the region

Essential Duties & Responsibilities

Commercial Leadership & Strategy

• Translate national brand and commercial strategy into effective regional and territory level execution plans
• Develop, implement, and routinely update a comprehensive regional business plan informed by data, market dynamics, and customer insights
• Analyze performance trends, targeting, call activity, and market access variables to identify growth opportunities and risks
• Drive consistent execution of selling models, value messaging, and omnichannel engagement strategies

Sales Force Effectiveness & Coaching

• Provide ongoing, structured coaching through regular field rides, virtual engagement, and performance reviews
• Build strong selling, account management, and clinical fluency capabilities across the team
• Establish clear performance expectations and hold team members accountable for achieving sales objectives, KPIs, and behavioral standards
• Develop individualized development plans and execute performance improvement plans when needed

Talent Management & Culture

• Recruit, interview, hire, and onboard high caliber specialty sales talent aligned to company values
• Foster a culture of accountability, collaboration, inclusion, and continuous improvement
• Motivate and engage the team through transparent communication, recognition, and leadership presence
• Communicate and reinforce compensation plans, incentive structures, and performance metrics

Customer & Market Engagement

• Cultivate and maintain executive level relationships with key customers, opinion leaders, and strategic accounts within the region
• Demonstrate strong understanding of buy and bill dynamics, reimbursement pathways, payer influence, and site of care economics
• Partner with Market Access and other stakeholders to address regional access challenges and opportunities
• Represent the company professionally at regional and national congresses, speaker programs, and customer engagements

Compliance, Operations & Collaboration

• Ensure all regional activities comply with pharmaceutical regulations, company policies, and ethical standards
• Monitor and manage regional budgets, travel, and expense compliance
• Leverage CRM systems and reporting tools to manage sales activity, forecasting, and performance insights
• Interface effectively with internal partners including Marketing, Training, Medical Affairs, Finance, and HR
• Coordinate regional participation in national and local meetings, conferences, and training events
• Complete timely field ride documentation, performance evaluations, and required reporting
• Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety (PSSP) that you learn of per SOP-00821, Pharmacovigilance and Technical Complaint Reporting.

Field Expectations

• Field based leadership role with significant time spent coaching in the field (minimum four days per week including conferences, which may require weekend travel).
• Homebased when not traveling within the region
• Sales leadership presence expected during standard business hours, with flexibility to meet business needs

Core Values

• Center on People: We commit to support the wellbeing of our patients and treat our employees and those we serve as valued partners. By placing people at the heart of our actions, we actively engage, invigorate, acquire knowledge, and grow together with an enterprise-wide mindset that lifts the whole organization.
• Are Proactive & Agile: We embody a culture of engagement and action. With a hands-on approach, we fearlessly adapt to change. We anticipate, respond swiftly and efficiently to ignite a spirit that propels us towards extraordinary outcomes.
• Act Ethically: We are committed to consistently conducting our business in an ethical, compliant, and socially aware manner, in line with our purpose of positively impacting lives. We actively cultivate diversity, equity, inclusion, and sustainability in our workplace.
• Constantly Improve: We are committed to a proactive, collaborative effort to enhance our products, systems, processes, and services by reducing waste, increasing efficiency, and improving quality. We strive to be innovative, embracing calculated risk taking that drives better ways of working.
• Are Accountable: We think, act, and communicate with honesty, transparency, and clarity in alignment with our core values. We don't compromise our values for near term gain. We take accountability & ownership of our work, actions, successes, and setbacks. We strive to deliver our best as we shape the future.

Knowledge, Skills & Abilities

• Strong working knowledge of specialty pharmaceutical sales models and commercial execution
• Advanced leadership, coaching, and talent development capabilities
• Data‑driven mindset with ability to interpret analytics and translate insights into action
• Excellent communication and presentation skills (verbal and written)
• Strong organizational, planning, and prioritization skills in a dynamic environment
• Ability to influence and negotiate across multiple customer and stakeholder levels
• Proficiency with CRM platforms and Microsoft Office (Outlook, Word, PowerPoint, Excel)
• Demonstrated ability to build trust, foster collaboration, and lead through change

Education & Experience

• Bachelor's degree required (Business, Life Sciences, Marketing, or related field preferred)
• Minimum of 5 years of pharmaceutical and/or medical device sales experience
• 3–5 years of successful people management experience leading an external sales force
• Documented record of sales performance and leadership effectiveness
• Buy and bill experience strongly preferred
• Understanding of GPOs, distributors, IODs, and outpatient pharmacy channels preferred
• Training, sales effectiveness, or marketing experience a plus
• Experience managing regional budgets and expenses
• Must reside within the assigned region

Working Conditions

• Field based role with overnight travel up to approximately 60%
• Combination of office, travel, and customer-facing environments
• Ability to lift and transport materials up to 40 lbs.

Compensation

Tolmar compensation programs are focused on equitable, fair pay practices including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on the selected candidates qualifications and experience.

The pay range for this position at commencement of employment is expected to be between ($165,000 and $220,000/year); however, while salary ranges are effective from 1/1/26 through 12/31/26, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills and abilities