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National Sales Director's Roles & Responsibilities

National Sales Director

ID: PSM-206


Features:

16 Info Graphics

9 Narratives


Pages: 35


Published: Pre-2014


Delivery Format: Shipped


 

License Options:
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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Benefit from specific sales management recommendations as well as guiding principles for success. Pharmaceutical companies need strong sales force leadership to achieve consistent growth in competitive markets. Achieving this goal can be particularly difficult, given the complexity of large pharmaceutical sales forces and gaps between marketing strategies and sales tactics. Leading companies have developed effective leadership models that allow key managers to handle these and other difficult management areas effectively. With well-defined roles and responsibilities, empowered national sales directors become critical to driving consistent sales growth. This Best Practices® Benchmarking Executive Presentation contains key insights gathered through interviews with executives at top pharmaceutical companies.

Industries Profiled:
Market Research; Manufacturing; Medical Device; Pharmaceutical; Financial Services; Service; Retail; Research; Computer Software; Diagnostic; Health Care; Transportation; Biotech; Clinical Research; Consulting; Distribution; Insurance; Hospitality; Telecommunications; Technology; Professional Services; High Tech; Automobile; Utilities; Energy; Consumer Products; Chemical; Medical; Electronics; Laboratories; Biopharmaceutical; Banking; Computers; Entertainment; Internet; Computer Hardware; Aerospace; Academic; Media; Education; Newspapers; Government; Shipping; Science; Office Supplies; Marketing; Office Equipment; Cable; Advertising; Defense; Military; Diversified; Sports; Technology; Public Relations; Multiple; Communications; Logistics; Publishing; Real Estate; Construction; Architecture; Engineering; Aviation; Legal; Test Industry; Non-Profit; Business; Orthopaedics


Companies Profiled:

Study Snapshot

National sales directors have a broad and demanding range of duties. From overseeing vast sales force structures to coordinating marketing and sales efforts, these managers are tasked with maintaining consistent performance in a complex and unforgiving environment. 

This 34-slide PowerPoint presentation outlines how nine benchmarked companies developed effective roles and responsibilities for their national sales directors. Key topics include:

  • where field sales leadership fits into the larger organization
  • sourcing sales leadership talent
  • coordinating marketing strategy and sales operations
  • rewarding and motivating high performance
  • cultivating trust and teamwork
  • setting priorities and maintaining focus
  • managing sales force productivity

The presentation includes: 
  • 13 Information Graphics
  • 5 Manager Narratives

Key Findings

Best Practices, LLC identified key findings for sales team effectiveness. A sample of one key finding follows: 
  • Incorporate management of strategy, sales tactics and marketing messages into an overall leadership plan to boost sales effectiveness.

National sales leaders must ensure marketing messages and plans of action are appropriate for deployment in team-based field sales and can be adapted to regional and mirrored territorial differences. Furthermore, sales leaders must work with marketing departments to ensure that marketing and product strategies can be translated into actionable team-based sales tactics.

Table of Contents

Roles & Responsibilities to Ensure High Performance
 •
Pharmaceutical Sales Benchmark Class
 •
Sales Leadership’s Many Roles

Where Field Sales Leadership Fits Into the Organization
 •
Sales Leadership Levels
 •
Glaxo Sales Organization
 •
Pfizer Sales Organization

Sourcing Sales Leadership Talent
 •
Sourcing Executive Sales Talent
 •
Talent Sourcing at Glaxo Marketers Preferred
 •
Talent Sourcing at Pfizer Sales Preferred

Marketing Strategy & Sales Operations Coordination
 •
Linking Sales and Marketing
 •
Integrating Strategy and Tactics
 •
Managing the Sales System
 •
Managing Strategy and Message

Rewarding & Motivating High Performance
 •
Rewarding & Motivating
 •
Rewarding & Motivating the Front Line

Cultivating Trust and Teamwork to Ensure High Performance
 •
Developing Trust Across Sectors
 •
Developing Trust with the Field
 •
Role Model Behaviors

Setting Priorities and Maintaining Focus
 •
Managing New Product Launches
 •
Using Launches to Reinforce Team Building
 •
New Product Launches Regional Customization
 •
Maintaining Field Focus & Priorities
 •
Managing Sales Force Productivity
 •
Managing Around the Box
 •
Analysis to Drive Productivity