TITLE: AVP Sales East - Skinceuticals
REPORTS TO: VP of Sales US
SUMMARY:
The AVP Sales East is responsible for the entire sales volume of an assigned Area Business Unit (ABU) in the US market. The ABU consists at minimum of four Sales Leaders and at minimum 24 Account Executives. The function of the role has sizable impact on the strategic influence of the brand in the physician dispensing market. The AVP Sales is accountable for the performance and results over sizable resource, aligning to policy and reinforcing corporate initiatives. The AVP Sales works alongside the VP of sales on strategy for long term vision and aggressive growth.
RESPONSIBILITIES INCLUDE:
Budget: Deliver the monthly and annual sales budget
- Forecasting for all sales regions rolled up
- Build plans to fill the gap
- Anticipate upcoming sales needs / gaps and work cross functionally to devise and roll out comprehensive plans to fill the gaps
Leadership: For SLT members, clearly define expectations in key areas of:
- Sale Performance Metrics
- Strategic customer management- know top 20 accounts in ABU
- Business building and holistic business approach (quantifying potential, sell through promotion, training, staff incentives), engagement with account decision maker
- New account acquisitions
- Coaching for performance
Collaboration: communicate and proactively work with department heads
- Business Development
- Corporate Accounts
- Medical Affairs
- Education
- Marketing
- Public Affairs
Customers: Build/execute a systematic approach to our top selling accounts and top potential accounts
- Focus on Flagship Physician Accounts
- Clearly delineate the top-level focus customers and action plan
- Clearly delineate the next level focus customers and action plan
Diversion Management
- Become and expert and align to diversion policy management, measurement, and reinforcement
QUALIFICATIONS:
- Minimum 3-5 years of sales leadership experience leading sales teams
- Proven track record of delivering to budget
- Sales knowledge in the medical space with dermatology, plastic surgery or medi-spa
- 4-Year Degree and/or MBA preferred
- Capacity to work in a complex, high entrepreneurial environment
- Strong interpersonal skills and ability to establish and build relationships
- Results oriented with analytical skills
- Successful track record building sales teams to drive results
- Creativity & Business Building Skills and demonstrated ability to identify and develop key business needs of varying customers
- Ability and willingness to travel throughout US
We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.
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