Sr Manager, Eye Care Sales Development

Austin, TX, United States
Nov 25, 2020
Required Education
Bachelors Degree
Position Type
Full time
Job Summary:
The Sr Manager, Eye Care Sales Development is responsible for leading and coordinating initiatives that elevate performance across existing field sales and inside sales teams. Reporting to the Specialty Eye Care Associate Vice President, Sales, this role will be the primary Eye Care point of contact for the Austin based therapeutic Inside Sales team partnering with onsite leadership to lead Eye Care Inside Sales & JumpStart program execution to drive results across Eye Care glaucoma, Restasis and Refresh brands. In addition, the Sr Manager Sales Development is responsible for the development and execution of national Rx prefillment strategies and training initiatives to ensure consistent national pull through execution.

The Sr Manager, Eye Care Sales Development develops and maintains strong working relationships with external customers and internal partners across multiple roles and functions. These include but are not limited to other sales teams and leaders, Customer Service (Austin), Eye Care Inside Sales (Austin), RBAs, MSLs, Key Account Managers, Field Force Effectiveness and Marketing.

Inside Sales Execution
  • Leads Eye Care Inside Sales & JumpStart Program execution to drive results across Allergan/Abbvie glaucoma, Restasis, and Refresh
  • Primary point of contact for Austin Inside Sales & Jumpstart leaders to ensure clear understanding of strategy and ensure effective use of resources to grow sales.
  • Achieve key productivity metrics (HCP details, calls per day, Reach, engagement)
  • Ensure understanding and implementation of effective selling messages.
  • Coordinate with relevant brand teams to ensure access to and use of promotional resources (samples, literature, promotional programs)
  • Provide coaching for and along with Austin Inside Sales leaders to facilitate strong execution and messaging by Inside Sales representatives
  • Facilitate coordination between the inside sales team and their respective outside sales districts and their managers
  • In partnership with Austin onsite leadership, develop goals, tracking and measurement of key performance metrics.
  • Ensure the consistent onboarding and training of the Austin Inside Sales team in alignment with current marketing priorities and materials in coordination with the executive director of training

Prefillment Excellence
  • Coordinate with Specialty Eye Care field leadership and Payer Access Marketing on national prefillment strategies and training initiatives
  • Develop and lead prefillment excellence training for DMs, FTMs/FSTs and other field leaders to elevate understanding and consistent execution across all districts nationwide
  • Develop and lead prefillment excellence training for field sales representatives to elevate understanding and consistent execution across all territories nationwide
  • Design and execute an on-going training program and tools to enhance field prefillment execution
  • Provide presentations to key accounts on approved prefillment materials

Education and Experience
  • Bachelor's degree or higher required
  • Broad knowledge of the Healthcare, Medical Device and Pharmaceutical Industries
  • 5 years of healthcare sales experience with a proven track record of successful sales performance
  • 2 years of successful sales management experience preferred, preferably in the healthcare, medical device or pharmaceutical industry
  • Experience and knowledge with/in:
    • Formulating and establishing systems and process for an evolving/new sales organization
    • General sales/marketing principles and concepts within the healthcare environment
    • Inner working of a physician practice and health care delivery system
    • Developing successful customer business plans
    • Compensation plan design and administration, manpower planning and sales force deployment is preferred
  • Successful launch experience preferred
  • Valid driver's license

Essential Skills, Experience, and Competencies (includes Licenses, Credentials)
  • Proven successful sales and leadership experience over a 5-year time frame
  • Excellent verbal/written communication skills, including podium skills.
  • Ability to:
    • Build, lead and develop a high-performance team.
    • Set high standards and provide constructive feedback and coaching to motivate improved performance
    • Manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges
  • Communicate/present/train technical and clinical information to diverse audiences.
    • Manage budgets, expenses and execute plans across a large field-based sales team
  • Success record of coaching and developing effective sales representatives
  • Strong "team player" mentality and a successful history in working as an individual contributor within a collaborative team.
  • Strong interpersonal skills to establish strong customer and partner relationships.
  • Proven ability to positively influence peers and partners
  • Deep understanding of the pathway of prescription generation through a practice and a pharmacy up to and including a patient filling that script
  • Strong planning and organizational skills. Ability to prioritize and manage multiple priorities and partnerships
  • Ability to analyze business, create and execute a business plan.
  • Strong problem resolution skills and general business acumen
  • Ability to maintain effectiveness and positive outlook during changes in work tasks, structure or environment
  • Exhibits a high degree of flexibility in adapting to a rapidly changing environment

Job Type


Equal Employment Opportunity
At Allergan, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.