Virtual Sales Manager - Remote

The Remote-based Virtual Sales Manager (VSM) is a front-line virtual sales leader responsible for building and leading the virtual sales teams while overseeing sales operations within the assigned targets. Reporting to EVERSANA leadership and the Client’s VP of Sales, this role contributes to pre-launch strategic and tactical planning and executes approved plans. In close collaboration with Market Access, Commercial Operations, Marketing, and Medical Science Liaison teams, the VSM will help drive brand strategy and sales through hiring, training and development, resource planning and allocation, and sales force performance management.

The VSM must understand and coach effective virtual account management skills and engage nurses, pharmacists, physicians, genetic counselors, office administrators, and support staff through digital platforms to increase awareness of the brand and disease state.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Oversee daily activities and provide ongoing team & virtual sales leadership.
• Act as liaison between the Client’s sales leadership and EVERSANA for daily requests.
• Work closely with Client field leadership and ensure full integration within the Client’s team.
• Responsible for effective program oversight serving as the single point of contact for the Client.
• Participate in marketing strategy discussions as well as provide input on targeting, messaging, and collateral needs during both pre-launch and post-launch phases.
• Utilize sales goals and product messaging provided by Client to develop call guides for the virtual sales team.
• Monitor sales metrics and coach the virtual sales team to meet or exceed assigned brand performance objectives and/or KPI objectives while ensuring appropriate therapeutic use.
• Reporting tasks to include summary level data on Reps’ weekly stats, call trending, program summary, and other tracked KPIs as required by both the Client and EVERSANA key program stakeholders.
• Build and lead monthly and quarterly business reviews with the Client. Establish a regular cadence of meetings with the Client to foster collaboration, alignment and learning.
• Serve as the team point of contact for all technical issues with CRM.
• Co-Create and maintain program documentation such as SOPs, work instructions, list management, CRM configuration and project tracking.
• Maintain excellent working knowledge of company and department policies and procedures, as well as PDMA, compliance, and regulatory policies and guidelines.
• Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias.
• All other duties as assigned.

People Leadership and Team Development

• Manage and lead a team of virtual sales representatives to include ownership of team productivity, staffing needs, and team culture.
• Facilitate ongoing team and individual development and performance management.
• Foster an environment that rewards compliance, patient centricity, collaboration, achievement and encourages the advancement and retention of exceptional employees.
• Establish performance expectations and oversee activity of direct reports including adherence to policies and compliance as established by EVERSANA and the Client.
• Monitor calls and schedule virtual ride-along to coach the team on effectiveness and adherence to on-label promotion of the represented product.
• Ensure team adheres to all EVERSANA and Client expense management guidance and policies in travel and promotion.
• Determine role objectives, work methods and performance standards while reviewing performance relative to Client objectives with each virtual sales rep.
• Authorize and communicate salary changes, promotions, transfers, discipline & discharge as well as administer all other personnel actions as needed by the program and Client.
• Initial and ongoing training of virtual sales reps on systems, processes/procedures, compliance, customer service, sales and products.

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MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:

The requirements below represent the experience, education, knowledge, skills, and abilities needed for this role.

Education:

• Four-year Bachelor's degree from an accredited university or college OR equivalent experience required

Experience: 

• 4+ years managing virtual sales teams, in the healthcare/pharma environment.
• 2+ years in a virtual pharmaceutical sales capacity, inside sales, customer success, tele-sales, or omnichannel engagement.
• Excellent interpersonal and team management skills.
• Experience with both Client alignment and the needed interactions at all levels.
• Proficient at Microsoft Word, Excel, PowerPoint & SharePoint.
• Strong analytical and organizational skills.

PREFERRED QUALIFICATIONS:

• Existing relationships with ophthalmologists, retina specialists, IRD specialists, genetic counselors, and key opinion leaders (KOLs) are highly valued.
• Experience supporting therapies that require genetic testing or specialty patient identification processes preferred.
• Rare disease launch experience preferred.
• Experience in cross functional, collaborative roles.
• Demonstrated success utilizing digital engagement strategies to drive customer adoption and business performance.