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National Market Development and Sales Directors

Ashfield Healthcare LLC New York Full-Time
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Key Objectives (prior experience in these key areas is preferred):

The NMDSD (National Market Development and Sales Director) will work directly with the assigned Ashfield Client Account Director and collaborate with the Head of Sales of Aquestive (client organization) to perform and manage the following responsibilities aligned to the project:

Market Development: (Responsibilities require coordination and collaboration with client's Head of Sales and Marketing Director)

  • Development and execution of Aquestive's IDD (Intellectual and Developmental Disability) Strategy
  • Development and execution of Aquestive's Epilepsy Foundation/Alliance Strategy at the national, regional and local levels.
  • Development and execution of Aquestive's Customer Access Strategies at the Hospital, IDN and Specialist markets.
  • Coordination of Aquestive's Caregiver Assistance initiative focused on providing Epilepsy patient caregivers greater access to valuable resources and information.
  • Identification of Local/Regional Advocacy groups/individuals (caregivers/patients) with real world experience that can share their stories thru local events.
  • Develop plan to prioritize Local/Regional Epilepsy HCP Congresses
  • Coordination across Field/Inside Sales, Sales Leadership, Marketing and National Advocacy work
  • Regional KOL Development

National Sales Lead - Ashfield: (Responsibilities require coordination and collaboration with Ashfield's Client Account Director and the client's Regional Sales Directors)

  • Field Sales Coaching: Coordinate with Regional Sales Directors on a weekly and monthly basis to conduct field visits (field rides) and/or virtual coaching (phone interactions) with sales representatives to assess overall execution and provide coaching and feedback on the following areas:
    • Execution of Sales/Marketing Strategies and Initiatives
    • Ensure that the given geography meets or exceeds all sales targets and goals
    • Product Knowledge
    • Aquestive Selling Model and Strategies
    • Resource Utilization
    • Territory Business Planning and Execution
    • Business Administration (Use of CRM, expense reporting and other administrative tasks)
    • Compliance and Reporting of adverse events

  • Field Sales Management: Coordinate with Regional Sales Directors on a weekly and monthly basis to assess, manage and retain the field sales force utilizing:
    • Performance Scorecard Management and Administration
      • Sales Performance Scorecards, Rankings
      • Business Planning and Execution Scorecards
    • Incentive Compensation Performance
    • Field and Virtual Coaching Reports
    • End of Quarter, Mid-Year and Annual Performance Scorecard Calibration and Rating
    • Interviewing, Hiring, Onboarding and Training Support
    • Employee Recognition and Career Development Programs

  • Sales Leadership Collaboration and Sales Force Effectiveness: Coordinate with National and Regional Sales leaders and others on a weekly and monthly basis to assist with optimization of:
    • Territory and Regional level budgets
    • Territory and Sales Force Alignment
    • Targeting, Call Planning, CRM and Reporting
    • Speaker Programs and Resource Utilization
 

Recommended skills

Sales
Sales Management
Regional Sales
Sales Tax
Selling Techniques
Market Development
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Job ID: JR13678

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