**National Sales Manager - United States**

US Sales Open, New York Minimum Experience **Manager/Supervisor** Role Description

Reporting to the Head of Sales, the National Sales Manager (NSM) US is responsible for planning, implementing and controlling both strategic and tactical business plans, taking an enthusiastic lead role in establishing and accelerating the growth of Scopes US Business. Leads the sales team to proactively target competitive opportunities in order to deliver growth in market share. The NSM is expected to spend between 60 and 75% of their time in the Field. A driven and motivational individual, he/she will be comfortable in liaising and influencing Key Opinion Leaders (KOLs) in Ophthalmology and Optometry. The role also ensures that marketing materials and promotional activities are developed, aligned and implemented in compliance with local regulations.

Ideally candidates are based close to a large airport hub facilitating regular travel across the US.

Key Duties and Responsibilities

Business Strategy

Responsible for direct management of the US Sales Team

Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business.

Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business.

Tactical Business Plans

Monitor Sales in the territory and ensure the Regional Account Managers (RAMs) have robust business plans in place to protect revenue and take advantage of growth opportunities

Establish and execute Quarterly Reviews of Business Plans providing guidance and support to RAMs as needed

Ensure compliance with agreed Sales Cycles e.g. Priority products, bonus products, new product launches

Ensure the Head Of Sales (HOS) is fully informed on the conditions of business and market through regular reporting providing recommendations for action as warranted.

People Management

Motivate the team and plans the use of resources in medium and long term in order to achieve sales targets.

Responsible for the appointment, promotion and guidance of personnel within his/her responsibility

Ensure RAMSs reach the essential level of Knowledge, Skills and Competency for their role providing and arranging coaching, mentoring and training where needed. Works closely with L&D to achieve this.

Manages the Performance and Development Management Process (PDMP) ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals.

Establish performance (e.g. Sales Targets) and behavioural expectations (e.g. Compass Selling Model) for their team in line with the Values, Business Strategy, Role Responsibilities and Competencies.

Through Field Visits and 1:1 meetings, continually appraise the effectiveness of individual performance and be an effective listener. Maintain equal support for all of your team, engage in appropriate conversations depending on the circumstances of each situation:

o Recognition

o On the job Coaching, Mentoring and/or Training to enhance skills and knowledge

o Constructive Feedback

o Disciplinary Action

Support employees, particularly those rated as high potential, in completing their development actions e.g. getting them involved in activities or projects that provide them opportunity to stretch.

Contribute to developing effective reward systems that focus on those who make significant contributions to business success

Seek opportunities to engage our remote workforce and ensure our people feel connected and valued by Scope.

Customer and Account Focus

Responsible for providing additional focus on major accounts

Recommend to the HOS: Pricing taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches; Recommend promotion and advertising programs; Scope participation in any congress/conferences.

Monitor your teams compliance with CRM milestones and timelines to ensure that our CRM system is an accurate and useful database.

Product & Market Knowledge

To be fully aware of market trends, competitor environment and make strategic recommendations

Compile and prepare sales statistics and market information, analyse the information and submit recommendations to HOS for assessment and decision making.

Review and discuss territory data regularly with the team (e.g. IMS).

Work with the Marketing Team to ensure all field force marketing needs are met.

Establish and keep in close contact with Scope Marketing staff in regard to business strategy, product knowledge and technical questions.

Self-Development

Proactively seek feedback from your team, peers and more senior management on personal performance, and to act on development areas highlighted by their response.

Construct a personal development plan with significant guidance from your manager and to take personal accountability for implementing this plan.

Continuously seek to improve personal skills, knowledge and competencies in order to improve performance and be effective in giving feedback and coaching/mentoring/training to your team.

Take part in company training activities (e.g. ITC, New Product launches, new system and process implementations), and to continuously strive to improve and role model a continuous learning approach.

Qualifications

* University degree qualification or equivalent

* Holder of a current full driving license

* Capable of traveling across the US up to 75%. Occasional travel to Ireland, UK and international if required.

Skills and Experience

* 10 years plus experience in commercial life sciences / healthcare business (Required)

* 3 years plus experience in Sales Team Management (Required)

* Operational Sales/Key Account experience (Required)

* Experience in the pharma/medical device and/or OTC market (Required)

* Experience in the Eye Care Therapy Area (Ophthalmology and Optical) is highly desirable - Ophthalmology and Optical.

* Experience of successfully leading, coaching and motivating a sales team to achieve business targets at a regional and/or national level

* Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities) with the drive, diligence and interpersonal savvy to succeed.

* Proven commercial acumen, with clear insight and understanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets

* Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated and professional manner

* Collaborative leader with an impressive track record leading in a start up type environment

Location Open, New York Minimum Experience Manager/Supervisor