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Shionogi

Specialty pharma marketing pain and anti-infectives

Area Business Lead

Field SalesConfirmed live in the last 24 hours
Full-timeRaleigh, NC, USA

About the Job

Requirements

  • A BS or BA degree is required.
  • At least 10 years of successful pharmaceutical-industry sales or management experience is required.
  • Prior experience as a people manager or peer leader who mentors and coaches others, with a record of consistent high performance within a hospital pharmaceutical sales team, is required.
  • Understanding of how hospital products are purchased, ordered, and administered, including the formulary process and reimbursement policies, is required.
  • Ability to navigate hospital and institutional systems to gain access to decision-makers is required.
  • Experience building rapport and relationships in institutional settings to expand product awareness and utilization among health care professionals is required.
  • Ability to communicate clinical data is required.
  • Business-to-business experience or the ability to demonstrate strong influencing skills is required.
  • Oral, written, and presentation communication skills and human resources skills are required.
  • Business acumen, selling, leadership, and coaching, training, and development abilities are required.
  • Initiative, judgment, and decision-making ability are required.
  • Ability to plan strategically, organize, and adapt is required.
  • Proficiency with Microsoft Office, including Word, PowerPoint, Excel, and Outlook, is required.
  • Completion of the full onboarding curriculum and passing live-call certification and mock objections during ride-along training are required.
  • A valid driver's license, a clean driving record, the ability to pass a background check, and meeting the company's fleet/car allowance policy standards are required.
  • Valid licenses and credentials required to conduct business in the assigned territory are required.
  • Willingness and ability to travel extensively in the field (approximately 80%), including possible overnight or weekend travel, and to drive or fly to accounts, customers, meetings, and conventions are required.
  • Attendance at refresher meetings on product and disease-state updates is required.
  • Ability to drive safely to required meetings and appointments is required.
  • Ability to articulate clearly and conduct verbal presentations to large and small audiences is required.
  • Ability to travel by automobile and/or airplane is required.
  • Ability to view video display terminal images less than 18 inches away for extended periods, up to four hours at a time, is required.
  • Ability to operate a computer keyboard and telephone is required.
  • Ability to sit for extended periods, up to four hours at a time, is required.
  • Ability to lift, tug, or pull up to 15 pounds is required.

Responsibilities

  • Create and implement a key account management strategy, ensuring alignment with and execution of territory account plans within each Key Account Manager's geography to meet monthly, quarterly, and annual product-access and launch objectives.
  • Recruit, hire, train, and retain a diverse, high-performing team of hospital Key Account Managers.
  • Develop a pool of Key Account Manager talent to help fill future vacancies promptly.
  • Identify Key Account Manager performance challenges or deficiencies early and create plans to address performance gaps; partner with management and Human Resources to guide disciplinary action.
  • Develop Key Account Managers through observation, individual coaching, feedback, and support, helping them succeed in their current roles and prepare for future success.
  • Work as a player-coach with Key Account Managers in priority accounts to communicate assigned products' clinical data strategically to executive-level stakeholders and key opinion leaders.
  • Provide timely feedback on communication, account management skills, and performance, documenting it in field coaching reports, mid-year reviews, and year-end reviews for each team member.
  • Develop and execute business plans to achieve regional and national goals, analyze Key Account Manager territory performance, and use appropriate data sources to develop tactical plans.
  • Set and maintain team standards for product knowledge, activity, and account management skills.
  • Maintain knowledge of assigned products, treatment regimens, competitor products, and market and industry trends, and teach and coach Key Account Managers on this information.
  • Plan and execute Key Account Manager team meetings to implement company objectives and strategies.
  • Conduct regular field-coaching days with each Key Account Manager.
  • Develop and maintain effective working relationships with key strategic accounts and stakeholders across the region.
  • Communicate candidly and promptly with management, Regional Account Managers, brand leadership, and internal and external stakeholders.
  • Model compliance with company policies, expectations, and applicable regulations.
  • Maintain required performance-management documents in accordance with company standards.
  • Manage the team's budget and resources, maintain complete records, and submit reports promptly as directed by management.
  • Adjust personal style or approach to meet changing situations and dedicate time and energy to self-development.
  • Seek to understand and meet internal and external customer needs by building relationships and delivering solutions.
  • Develop positive, mutually beneficial relationships with Regional Account Managers to meet and exceed company access goals.
  • Achieve access goals while adhering to ethical business practices and applicable regulations.

Desired Qualifications

  • An MBA or MS degree is preferred.
  • Anti-infective experience is highly preferred.
  • Previous experience as a hospital pharmaceutical district manager is preferred.

About the Company

Shionogi

Specialty pharma marketing pain and anti-infectives

Shionogi expanded its U.S. portfolio by acquiring Victory Pharma’s marketed products, adding pain medications and anti-infectives to its lineup. The products include Naprelan for pain and anti-infectives like MOXATAG and KEFLEX, which Shionogi’s existing U.S. sales force markets to doctors. The move paired a pain-focused line with infectious-disease drugs to balance seasonal demand and reach pain specialists, rheumatologists, orthopedic surgeons, and some primary care physicians. The goal was to grow Shionogi’s presence in U.S. pain management and infectious diseases by integrating Victory Pharma’s products into its sales and marketing engine, though Victory Pharma later faced a federal settlement related to promotional practices.

Company size
501-1,000
Company stage
IPO
Headquarters
Florham Park, NJ
Founded
2001

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