Regional Sales Manager_Specialty Injectables

Regional Sales Manager, Specialty Injectables (West Region) 

The Regional Sales Manager is responsible for leading a team of field-based sales professionals focused on large group practices, hospitals, health systems, and IDNs. This position is responsible for driving commercial growth and customer engagement for the Generics Specialty Injectables business vertical. 

This role drives sales growth by coaching and developing talent, building strategic customer relationships, and executing customer-focused selling strategies. The ideal candidate brings strong pharmaceutical sales and key account management leadership experience, oncology experience, and a proven ability to lead teams that consistently deliver exceptional commercial results across complex healthcare environments. 

Report directly to the Head of Sales. 

Role Responsibilities: 

• Lead, coach, and develop a sales team responsible for large group practices, hospitals, health systems, and IDN customers. 

• Partner with the team to develop and execute customer-specific selling strategies and key account planning that drive business growth and maximize product adoption. 

• Conduct regular field visits and customer interactions to provide coaching, support, and performance feedback. 

• Document field coaching activities and follow-up actions through regular ride-along reports and development plans. 

• Identify knowledge, competency, and skill gaps within the sales team and implement targeted development initiatives. 

• Recognize and address performance challenges proactively, creating improvement plans and coaching interventions where appropriate. 

• Collaborate with the Head of Sales to develop team capabilities and strengthen overall sales effectiveness. 

• Build and maintain relationships with key stakeholders across key accounts, hospitals, health systems, IDNs, GPOs, and other institutional and large group practice customers. 

• Support the sales team in navigating complex healthcare organizations, key accounts, large group practices and engaging key decision-makers. 

• Drive execution of regional business plans and ensure alignment with organizational sales objectives. 

• Utilize CRM systems, sales reports, and forecasting tools to monitor performance and drive accountability. 

• Ensure timely and accurate reporting of sales activities, customer insights, and field intelligence. 

• Manage regional sales budgets and expenses effectively. 

• Achieve monthly, quarterly, and annual sales goals and business objectives. 

• Support successful product launches and portfolio expansion initiatives within assigned accounts. 

• Collaborate cross-functionally with Marketing, Market Access, National Accounts, Customer Service, and other internal stakeholders to optimize customer outcomes. 

• Play an active role in national and regional sales meetings, leadership discussions, and commercial initiatives. 

• Lead all regional sales activities, including personnel management, performance management, and talent development. 

Education & Experience:

• Bachelor's degree required

• Minimum 8+ years of successful pharmaceutical sales experience, preferably within Oncology, Specialty, Large Group Practices, Hospital, Health System, or Institutional markets. 

• Minimum 3+ years of people leadership experience as a Regional Sales Manager or equivalent role leading Sales Representatives. 

• Oncology experience is strongly preferred both large group practice and institutional and may include branded pharmaceutical sales, 505B-2, specialty sales, or oncology-focused healthcare sales experience. 

• Experience selling into hospitals, health systems, integrated delivery networks (IDNs), physician offices, or institutional healthcare accounts preferred. 

• Experience managing or partnering with GPOs and key account management responsibilities is highly desirable. 

• Demonstrated success developing and executing customer-focused selling strategies that drive sales growth and market expansion. 

• Strong coaching, talent development, and team-building capabilities with a track record of improving sales performance. 

• Experience building or scaling high-performing sales teams is a strong plus. 

• Excellent verbal, written, presentation, and interpersonal communication skills. 

• Strong business acumen and proficiency with CRM systems, sales reporting tools, forecasting processes, and Microsoft Office applications.