Sales Director (Ethical)

Key Areas Of Accountability

A. Build organization and Inspire People

1. Sets vision and values that are aligned to ANI Corporate values and Mission & vision.

2. Ensures that the sales organization have the necessary support infrastructure (technology, systems, etc.) to support both current and planned strategies and tactics.

3. Promotes and establishes an environment of mutual trust, caring and respect, where risk taking is supported

4. Reinforces performance expectations through various forms of communication and instills a discipline of continuous improvement.

5. Responds and adapts to change, including unanticipated events, in order to drive for achievement of division goals and expectations.

6. Lead and create a culture of collaboration between Sales and with other cross-functional corporate functions – Marketing, Trade Sales, Finance, OEC, Regulatory, Medical Affairs, Human Resources, etc.

B. Coach, Attract and Develop Talent

1. Ensures that the HCP salesforce has the needed competencies, knowledge and skills to achieve both current sales objectives and intended market growth. Develops and implements strategies to provide needed learning and development activities to fill any gaps in existing capabilities.

2. Defines and coordinates sales training programs that enable the salesforce to achieve their potential and support company sales objectives.

3. Owns the coaching and development of middle or senior sales managers (National Sales Manager, Field Operations Managers and District Managers) as a path for succession and retention plan of key sales leaders.

4. Ensures and oversees that compensation, incentive and performance management systems support attainment of desired behaviors and establishes ANI to be known as an employer of choice and a salesforce that top sales people want to join.

C. Drive for Results

1. Develops annual strategic salesforce strategy that will support delivery of current and future business objectives which includes defining optimal salesforce structure, identifying growth areas or product focus and putting in place systems that will improve salesforce productivity.

2. Provides the necessary oversight to ensure that overall strategic blueprint is translated into concrete tactical action plans. Monitors progress against targeted strategic and operational goals, and oversee development and implementation of needed corrective actions.

3. Partner With Marketing In Ensuring That The Company Engages On Promotional Efforts That Are Aligned With Customer Insights And Continuously Embark On Needed Market Research And Market Intelligence Activities To Identify And Understand

• HCP and consumer needs and preference in existing & new markets
• Activities of competitors and needed responses
• Distribution channel activity, changes and potential opportunities to increase efficiency or add value to customers by utilizing new promotional approaches 4. Manage the sales teams’ operations and resources to ensure excellent execution of marketing programs and brand promotional plans to deliver expected results.
  
  

5. Identify key hospital partners and negotiate needed contracts that require interaction at top-to-top level.

Competencies Required

• Develop and communicate a clear Vision of growth and profitability strategy that can be translated into concrete action plans by sales leaders (Strategic Thinking, Vision Formulation, Communication)
• Create and sustain the needed organizational actions and momentum to successfully execute plans (Leadership, Communications, Drive for Results)
• Lead the thinking of the organization in identifying opportunity areas based on market needs, trends and competitive landscape that will guide current and future growth strategies (Strategic Thinking, Customer/Market Focus, Business Acumen)
• Build and expand the present capabilities of the HCP salesforce to the levels needed to achieve intended growth and differentiate the team over competitors (Organization building, People Development, Managing Change)
• Effectively oversee salesforce operation and ensures achievement of identified key performance metrics. Identify corrective actions to address performance gaps and ensures desired results are achieved (Leadership, Problem Solving, Drive for Results, Decisiveness, Coaching)
  
  

Minimum Qualification

The ideal candidate for Ethical Sales Director ideally has at least 10 to 12 years of relevant experience with substantial experience at the senior executive leadership level. Must have a proven experience in operating as part of an executive leadership team that places high emphasis on collaborative decision-making and high degree of accountability.