Director, Inside Sales - Livonia, MI
Company Name:
The Harvard Drug Group
_Position Summary_ :
Reporting to the Senior Director, Sales & Marketing (Retail), the Director, Inside Sales provides direction and coaching to the Inside Sales team. Primarily responsible for the tactical execution of the Harvard Drug sales plan, the Manager will provide day-to-day direction and oversight to an assigned group of Inside Sales Representatives (ISRs), whose collective mandate includes, but is not limited to, profitable share capture selling generic pharmaceutical products, communicating recent price changes and industry news, deploying targeted promotions and soliciting competitive intelligence through outbound calls to targeted groups of customer accounts. In addition, the Manager develops sales campaigns and prioritizes / structures day-to-day calling activities in order for ISRs to maximize assignment potential. This role is also responsible for researching and identifying opportunities designed to change customers' generic Rx buying behaviors in addition to evaluating the ongoing impact and effectiveness of assigned ISR performance.
_Primary Duties and Responsibilities_ :
1. Oversee and direct the daily activities of ISRs including but not limited to: performance management, goal setting, job evaluations, developing and mentor team members, ensure proper sales coverage,
2. Monitors calling activity of assigned ISRs, ensuring high quality customer interactions.
3. Coaches / trains ISRs to achieve overall effectiveness of customer communications, and ensures consistent application of Sales Playbook methodology and tools.
4. Identifies prospective campaign types and customer targeting approaches to drive desired changes in customers' generic Rx buying behaviors, with input from Sales leadership and Sourcing.
5. Develops individualized / customized ISR call scripts and offers advice on selling style approach when needed.
6. Develops and re-enforces Sales Playbook materials for ISR team members as needed.
7. Proactively manages group culture to ensure a cohesive and motivated team atmosphere.
8. Manages continuous improvement activities of the Inside Sales function, identifying opportunities to improve performance through ongoing productivity enhancements.
9. Interacts with senior management, developing and delivering regular performance reports and presentations, and managing future evolution of the Inside Sales function.
10. Participates in all associate relations functions for the ISR function, including hiring, terminating, managing performance, developing and training.
11. Expedites resolution of outstanding issues / problems, placing high priority on customer involvement.
12. Manages communications with the Sales leadership, ensuring complete transparency of ISR activities, especially with Sales VP, Sales SVP and CSMO.
13. Complies with all appropriate policies, procedures, safety rules and regulations.
14. Must be willing to travel as needed.
15. Performs related duties as assigned.
_Experience and Educational Requirements_ :
1. Requires broad training in fields such as business administration, accounting, marketing, science, math, engineering, chemistry, biology or similar vocations generally obtained through completion of a four year bachelor's degree program or equivalent combination of experience and education.
2. Prior experience managing 5 to 8 direct reports strongly desired.
3. Experience in the healthcare industry and/or pharmacy is a plus.
4. Normally requires a minimum of 2 to 4 years directly related and progressively responsible experience managing and/or directing sales professionals.
_Minimum Skills, Knowledge & Ability Requirements_ :
1. General managerial skills and/or aptitudes including but not limited to: planning, organization, staffing, coaching and performance appraisal.
2. Strong selling and negotiating skills.
3. Ability to communicate effectively both orally and in writing.
4. Strong customer service skills.
5. Strong interpersonal skills; ability to develop and maintain business relationships.
6. Strong organizational skills; attention to detail.
7. Good decision-making and problem resolution skills.
8. Strong analytical ability, specifically in financial modeling; demonstrated ability to translate analysis into a feasible action plan.
9. Strong mathematical skills.
10. Strong presentation development and delivery skills.
11. Ability to resolve customer issues quickly and creatively in order to improve customer satisfaction.
12. Demonstrated leadership and motivational / coaching skills to foster ongoing cohesive team building and development.
13. Familiarity with Rx products, services and pharmaceutical distribution operations preferred.
14. Ability to implement sales processes.
15. Strong computer skills in order to operate effectively with company systems and programs; knowledge of Microsoft Word, Excel, PowerPoint, Access and Outlook.Estimated Salary: $20 to $28 per hour based on qualifications.
The Harvard Drug Group
_Position Summary_ :
Reporting to the Senior Director, Sales & Marketing (Retail), the Director, Inside Sales provides direction and coaching to the Inside Sales team. Primarily responsible for the tactical execution of the Harvard Drug sales plan, the Manager will provide day-to-day direction and oversight to an assigned group of Inside Sales Representatives (ISRs), whose collective mandate includes, but is not limited to, profitable share capture selling generic pharmaceutical products, communicating recent price changes and industry news, deploying targeted promotions and soliciting competitive intelligence through outbound calls to targeted groups of customer accounts. In addition, the Manager develops sales campaigns and prioritizes / structures day-to-day calling activities in order for ISRs to maximize assignment potential. This role is also responsible for researching and identifying opportunities designed to change customers' generic Rx buying behaviors in addition to evaluating the ongoing impact and effectiveness of assigned ISR performance.
_Primary Duties and Responsibilities_ :
1. Oversee and direct the daily activities of ISRs including but not limited to: performance management, goal setting, job evaluations, developing and mentor team members, ensure proper sales coverage,
2. Monitors calling activity of assigned ISRs, ensuring high quality customer interactions.
3. Coaches / trains ISRs to achieve overall effectiveness of customer communications, and ensures consistent application of Sales Playbook methodology and tools.
4. Identifies prospective campaign types and customer targeting approaches to drive desired changes in customers' generic Rx buying behaviors, with input from Sales leadership and Sourcing.
5. Develops individualized / customized ISR call scripts and offers advice on selling style approach when needed.
6. Develops and re-enforces Sales Playbook materials for ISR team members as needed.
7. Proactively manages group culture to ensure a cohesive and motivated team atmosphere.
8. Manages continuous improvement activities of the Inside Sales function, identifying opportunities to improve performance through ongoing productivity enhancements.
9. Interacts with senior management, developing and delivering regular performance reports and presentations, and managing future evolution of the Inside Sales function.
10. Participates in all associate relations functions for the ISR function, including hiring, terminating, managing performance, developing and training.
11. Expedites resolution of outstanding issues / problems, placing high priority on customer involvement.
12. Manages communications with the Sales leadership, ensuring complete transparency of ISR activities, especially with Sales VP, Sales SVP and CSMO.
13. Complies with all appropriate policies, procedures, safety rules and regulations.
14. Must be willing to travel as needed.
15. Performs related duties as assigned.
_Experience and Educational Requirements_ :
1. Requires broad training in fields such as business administration, accounting, marketing, science, math, engineering, chemistry, biology or similar vocations generally obtained through completion of a four year bachelor's degree program or equivalent combination of experience and education.
2. Prior experience managing 5 to 8 direct reports strongly desired.
3. Experience in the healthcare industry and/or pharmacy is a plus.
4. Normally requires a minimum of 2 to 4 years directly related and progressively responsible experience managing and/or directing sales professionals.
_Minimum Skills, Knowledge & Ability Requirements_ :
1. General managerial skills and/or aptitudes including but not limited to: planning, organization, staffing, coaching and performance appraisal.
2. Strong selling and negotiating skills.
3. Ability to communicate effectively both orally and in writing.
4. Strong customer service skills.
5. Strong interpersonal skills; ability to develop and maintain business relationships.
6. Strong organizational skills; attention to detail.
7. Good decision-making and problem resolution skills.
8. Strong analytical ability, specifically in financial modeling; demonstrated ability to translate analysis into a feasible action plan.
9. Strong mathematical skills.
10. Strong presentation development and delivery skills.
11. Ability to resolve customer issues quickly and creatively in order to improve customer satisfaction.
12. Demonstrated leadership and motivational / coaching skills to foster ongoing cohesive team building and development.
13. Familiarity with Rx products, services and pharmaceutical distribution operations preferred.
14. Ability to implement sales processes.
15. Strong computer skills in order to operate effectively with company systems and programs; knowledge of Microsoft Word, Excel, PowerPoint, Access and Outlook.Estimated Salary: $20 to $28 per hour based on qualifications.
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