Specialty Account Representative, Cleveland OH

Job description

Job Purpose

As a Specialty Account Representative, you must have a strong clinical mind for the iron deficiency market, the ability to develop strategic account relationships in order to influence thought leaders, and have a solid business understanding of the hematology/oncology practices at various sites of care.

This role will be based out of and encompass the Cleveland, OH territory.

Responsibilities:

Territory Sales Objectives

• Meet or exceeds all territory sales objectives
• Achieve territory sales objectives through successful, compliant sales presentations by preparing and completing territory business plans, implementing marketing strategy and utilizing approved sales materials
• Maintain and expand customer base by building and maintaining rapport with key customers and identifying new customer opportunities
• Implement national and regional initiatives

Territory Management & Development

• Utilization of Pharmacosmos selling process
• Implementation of marketing strategy and utilization of approved sales materials with organized and well-prepared materials for each call
• Exercise sound judgement, demonstrate self-awareness and make appropriate decisions
• Receptive to coaching
• Disease State and Product Knowledge: being proficient in current product, market and disease state and being knowledgeable across complex product portfolio including competing products
• Executing Total Account Calls: focus on possessing in-depth knowledge of accounts and leveraging acquired knowledge to expand business opportunities
• Business Acumen: demonstrate the ability to acquire and analyse divergent information/data and recognize trends, identify information acquired to make informed decisions and ask the right questions
• Prioritization/Planning/Execution: systematically evaluate business opportunities and target those with the greatest potential for producing positive business results, implement a structured routing approach to maximize exposure to customers and increase productivity
• Teamwork/Collaboration: collaborate within and across functional areas, use cooperative and collaborative communication and execution with internal partners including: Marketing, Sales Training, Managed Care, Distribution, HR and Medical Affairs
• Leadership: demonstrate leadership by taking initiative on projects, participating during regional and national meetings, leading conferences and being involved in task force initiatives
• Professional Development: proactively seek out ways to improve performance, taking ownership of development and working with Regional Sales Director to develop a career plan.
• Other duties as assigned

Policies, Procedures & Compliance

• Stay current and in compliance with all Corporate Policies as well as mandated government Regulations
• Stay current with and adhere to all policies and procedures as outlined in the employee handbook
• Stay current and within compliance of all Expense Policies
• Strictly adhere to administrative requirements as directed by Regional Business Manager and Pharmacosmos Therapeutics
• Other duties as assigned

Education & Professional Background:

• BS/BA degree required
• Minimum 6 years of current pharmaceutical sales experience
• Minimum 3 years of specialty pharmaceutical experience
• Buy-and-bill AND HEM/ONC experience preferred
• Demonstrated knowledge and understanding of account-based selling and experience selling an injectable (buy and bill) product and general knowledge of and understanding of reimbursement
• Proven sales success in Hematology/Oncology and hospital accounts or various sites of care in the preferred territory
• Demonstrated ability to develop and expand relationships with key customers and key stakeholders
• Strong analytical and business acumen
• Product Launch experience preferred
• Documented track record of meeting/exceeding sales objectives
• Ability to meet requirement for up to 30% overnight travel

Competencies:

• Customer-oriented (Sales): Respond to consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction
• Leadership: Operate with high integrity in all matters with a proven ability to motivate teams and individuals; ability to build consensus and lead cross-functionally
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties
• Drive: Produce consistent, high quality and quantity outputs and meaningful results that contribute to the agency mission and strategic goal on time
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues
• Communication: Speak, write, listen and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings

Attitude and Demeanor:

• Proud Pharmacosmos ambassador
• Strong personal leadership
• Inspire cross-functional transparency and collaboration
• Customer-centric 'can-do' attitude and goal focused
• Ambitious, independent, analytical, collaborative, loyal, organized

Flexibility

The duties and responsibilities of all roles at Pharmacosmos can evolve over time. Reasonable flexibility is a key part of any job at Pharmacosmos. Significant variations in duties and responsibilities should be discussed between the Specialty Sales Representative and Regional Sales Manager.

Additional information

• Traveling - approximately 25-30% of the time