Director Regional Sales - Pediatric Endocrinology - West

Director Regional Sales - Pediatric Endocrinology - West

The Director of Regional Sales- Ped Endo is responsible for leading, developing, and executing the regional commercial strategy through a high-performing team of 7–10 specialty sales representatives within the pediatric endocrinology and specialty care market. This role drives regional performance by translating national strategy into effective field execution, developing talent, and fostering strong customer and stakeholder relationships across the healthcare ecosystem.

The role is a field-based leadership role requiring strong business acumen, ethical judgment, and the ability to operate in a dynamic, data-driven, and compliance-focused environment. The ideal candidate brings demonstrated success in specialty pharmaceutical sales leadership, strong coaching capabilities, and experience navigating buy-and-bill, specialty pharmacy, and payer-influenced markets.

Essential Duties & Responsibilities

Sales Leadership & Strategy

• Lead, coach, and develop a regional specialty sales team to achieve or exceed sales, market share, and strategic objectives
• Translate national brand strategy into regional business plans aligned with market dynamics, customer needs, and access considerations
• Drive execution of omnichannel engagement strategies in partnership with Marketing, Market Access, and Sales Operations
• Utilize data analytics, CRM tools, and performance dashboards to assess trends, identify opportunities, and optimize execution
• Ensure accurate forecasting, pipeline management, and disciplined territory planning
• Exhibit broad market knowledge, including key managed care and payer dynamics
• Synthesize business insights to inform strategy and execution at the regional, national, and brand level

Talent Development & Performance Management

• Recruit, onboard, and retain top sales talent aligned with company values and performance expectations
• Provide consistent field coaching, ride-along development, and competency-based feedback
• Set clear expectations, monitor KPIs, and hold team members accountable for results and behaviors
• Conduct performance evaluations, succession planning, and execute performance improvement plans when necessary
• Foster an inclusive, collaborative, and high-engagement team culture

Customer & Stakeholder Engagement

• Build and maintain executive-level relationships with key customers, thought leaders, and strategic accounts across the region
• Foster complex account discussions, product positioning, and access-related conversations
• Represent the organization professionally at regional and national conferences, advisory boards, and key meetings
• Collaborate cross-functionally with Medical Affairs, Market Access, Trade, Training, Marketing, and Finance

Compliance, Ethics & Operational Excellence

• Ensure full compliance with FDA regulations, industry codes, and company SOPs
• Serve as a role model for ethical, compliant, and patient-focused behavior
• Ensure timely and accurate reporting of Adverse Events and Technical Complaints per SOP-00821 to Pharmacovigilance and Patient Safety
• Manage regional travel, budgets, and expenses within approved guidelines
• Ensure accurate and timely CRM documentation and 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.

Operational & Cross-Functional Collaboration

• Monitor and manage regional budgets, travel, and expense activity
• Leverage CRM systems and digital tools to track activity, performance, and insights
• Communicate regional performance, forecasts, and risks to senior leadership
• Collaborate cross-functionally with Marketing, Training, Medical Affairs, HR, and Finance
• Coordinate and support national and regional congresses, conferences, and speaker programs

Field Expectations

• Field-based leadership role with significant time spent coaching in the field (minimum 3-4 days per week)
• Home-based when not traveling within the region
• Sales leadership presence expected during standard business hours, with flexibility to meet business needs

Core Values

This position is expected to operate within the framework of Tolmar's Core Values:

• Center on People: We commit to support the well being 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 & 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

• Proven ability to lead and inspire high-performing specialty sales teams
• Strong understanding of specialty pharmaceutical commercialization, including buy-and-bill, specialty pharmacy, and payer dynamics
• Advanced coaching, influencing, and negotiation skills
• Data-driven mindset with experience leveraging CRM systems, analytics, and performance metrics
• Excellent written, verbal, and executive-level communication skills
• Strong organizational skills with the ability to manage complexity and competing priorities
• Ability to work independently in a remote/field-based leadership role
• Demonstrated sound judgment, discretion, and business maturity
• High business acumen

Education & Experience

• Bachelor's degree required (Business, Life Sciences, Marketing, or related field preferred)
• 8+ years of pharmaceutical and/or medical device sales experience required
• 5+ years of successful field sales leadership experience with documented results
• Experience in pediatric endocrinology, urology, rare disease, or specialty therapeutics strongly preferred
• Experience with specialty pharmacy, market access, and buy-and-bill environments preferred
• Prior experience in sales training, marketing, or commercial strategy is a plus
• Demonstrated experience managing budgets and forecasting
• Must reside within the assigned region

Working Conditions

• Field-based role with significant travel (approximately 50–75% overnight)
• Home-office environment when not in the field
• Ability to travel by air and car as required
• Ability to lift up to 40 pounds
• Flexibility to work evenings or weekends as business needs require
• Regular and punctual attendance is an essential function of the role

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.

About Tolmar

Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development and manufacturing of high