Growth opportunity in pharmacology. The Territory Sales Manager is responsible for selling product in the US hospital market.
Meet or exceed all established territory sales plan managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy.
Establish and maintain professional relationships with targeted opinion leaders and hospitals/ASCs, including surgeons, anesthesiologists, pharmacy, other critical medical staff, etc.
Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces. Discover who the decision-makers and key contacts are in hospital accounts, and establish and maintain professional relationships and developing buy-in and support for acute care portfolio.
Develop and implement strategies to ensure acute care products are on hospital formulary as well as in EMR systems, on protocols and standing orders to ensure pull-through.
Engage in informed discussions and communicate a compliant, current, effective, on-message and accurate sales presentation to customers. Customize interactions based on individual customer needs and perspectives.
Develop and implement special programs within territory to maximize sales opportunities, (i.e. peer-to-peer programs).
Verbally deliver clear and concise instruction on the safe and efficacious use of acute care products to customers in and out of the operating room setting, including in-services for surgeons and clinical staff.
Participate fully in training on new data and materials through in person and online training programs. Attend district, regional and national meetings, as required.
Maintain an updated working knowledge of acute care products, relevant disease states, and competitor products in order to provide comprehensive clinical knowledge to customer contacts.
Able to carry out all duties and responsibilities in compliance with applicable regulations and Pharma guidelines. Complete assigned administrative tasks, including customer records, in a timely, accurate, legible, and organized manner complying with all corporate policies, procedures, and standards.
Associates or Bachelors degree in relevant field or equivalent experience required.
Minimum three (3) or more years of pharmaceutical hospital sales or account management experience and 2-3 years in the geography.
Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists and surgeons across multiple specialties. Experience in orthopedic and general surgery, pain management preferred.
Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute and adjust business plans.
Demonstrated experience working alongside physicians and staff in the operating room.
Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.
Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position acute care products compliantly versus competition.
Ability to communicate a current, effective, and accurate sales presentation to customers.
Ability to understand and retain comprehensive knowledge of information regarding pain management practices, related disease states, and associated patient care.
Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
Excellent communication and interpersonal skills in addition to being self-motivated with a sense of urgency, well organized, and possessing strong problem-solving abilities.