Title
DIRECTOR OF RETAIL SALES
Location
Wheeling, WV, but will be able to commute from the Pittsburgh, PA area.
Company
One of the major pharmaceutical companies
Package
Base Salary is $75K to $85K plus bonus of 25%. Full relocation also provided if needed
Primary Accountabilities and Responsibilities
- GENERAL SUMMARY: Responsible for directing a sales
organization that sells and services the
independent and chain pharmacies in the
geographic service region (Ohio, West Virginia,
Maryland, Pennsylvania, Virginia, Washington
DC) assigned to the Wheeling area. Develops and
implements the strategic direction for the
sales organization focused on achieving the
sales and profit objectives of the company.
Manages the retail sales organization
consisting of sales managers, sales
consultants, sales trainees, merchandisers and
administrative assistants.
- Develop and implement sales strategies to maximize
territory coverage, including expansion into
selected new markets.
- Interpret and evaluate sales performance, including
monitoring of sales representatives' activities
and call patterns.
- Oversee participation in sales training program,
monitor compliance with the principles of the
program, develop methods for support and
improvement of sales personnel in accordance
with the training.
- Coordinate matters of mutual interest with senior
staff functions including managed health care,
operations, MIS, human resources and finance.
- Develop and administer field policies and procedures
including field compensation, sales action
plans, expense budgets, sales polices,
territory management, competitive pricing
quotation and order analysis.
- Analyze reports and prepare recommendations as to
policy or procedural improvements, forecast and
project operating budgets.
- Develop a quarterly and annual sales forecast by
territory.
- Promote and maintain the highest possible customer
relationship and satisfaction through the
company sales representatives.
- Keep abreast of new developments in the areas of sales
promotion techniques, economic conditions,
competitive company activities and their
products or services.
- Participate in employee performance appraisal, salary
reviews, and make recommendations as to the
transfer, promotion, salary adjustments,
disciplinary action and termination's.
Credentials / Knowledge / Skills Preferred
- College degree in marketing or a related area with
extensive (5-10) years experience in dealing
with retail customers preferably in the
pharmaceutical field (either manufacturing or
wholesale).
- Experience in general management concepts such as
planning, budgeting, and forecasting essential.
- Must possess excellent oral and written communications
and interpersonal skills.
- Must have demonstrated ability to recruit, train, and
motivate sales personnel in order to balance
strength with profitability and growth.