Palo Alto, CA, USA+1 moreMore locations: San Jose, CA, USA
In PersonField-based territory role; 60–80% travel required, including possible overnight stays and periodic national travel.
Sales & Account ManagementField Sales
About the job
Requirements
A bachelor's degree is required, preferably in Business or Life Sciences.
Generally, the Territory Sales Manager role requires 3–5+ years of pharmaceutical sales experience and/or relevant experience.
Demonstrated mastery or aptitude to learn product and disease-state knowledge.
A proven, consistent track record of exceeding sales goals in an assigned geography or relevant experience.
Proven success in selling, including clinical expertise, selling skills, and an in-depth understanding of the local ecosystem or relevant experience.
Ability to understand, analyze, and effectively present scientific and technical details and marketing materials.
Proficient knowledge and understanding of the payer landscape, including commercial, Medicaid, and Medicare, or relevant experience.
Ability to analyze complex data to develop strategic and actionable business plans that deliver sales results.
Proficiency with technology platforms and business hardware/software.
Excellent organizational skills.
Ability to travel within the territory, including car and possible overnight air travel, and to travel periodically to corporate headquarters, training, product theaters, and sales meetings.
Ability to work hours that may include meetings outside normal working hours.
Ability to travel extensively, estimated at 60–80% of working time, with flexible scheduling and possible overnight stays.
Ability to conduct frequent in-person visits requiring sustained driving, walking, standing, and sitting.
Ability to manage a schedule independently, work autonomously, and adapt to variable meeting locations.
Ability to transport product samples, materials, and informational kits and lift 20 pounds.
Applicants for designated sales and field roles must submit to a pre-employment drug test.
Responsibilities
Consistently meet or exceed sales objectives by leading and implementing an effective sales strategy ethically and compliantly.
Develop and execute an effective business plan aligned with sales strategy to achieve sales results.
Prioritize and call on appropriate customers at the optimal frequency to change prescribing behaviors.
Demonstrate effective pre-call planning before healthcare professional engagement to establish a clear purpose for each sales call.
Move customers along the adoption continuum by driving market-share growth.
Use selling skills to create two-way customer dialogue, identify customer needs, and actively listen.
Use patient-type selling with approved messaging and resources.
Prepare and successfully execute a new product launch plan for the assigned geography.
Drive results consistent with the company’s goals, mission, and values.
Maintain compliance with applicable regulatory, legal, and operational rules and procedures, ensuring plans and activities follow industry practices and ethical standards.
Sumitomo Pharma Co., Ltd., is a global pharmaceutical company based in Japan with operations in the U.S. (Sumitomo Pharma America, Inc.), focused on addressing patient needs in oncology, urology, women's health, rare diseases, cell & gene therapies and CNS. With several marketed products and a diverse pipeline of early- to late-stage investigational assets, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com or follow us on LinkedIn.
Job Overview
We are currently seeking a dynamic, highly motivated individual for the position of Territory Sales Manager on the Community Care Sales Team.
Applicants for this position will be considered for the titles listed in this posting. The title and salary will be determined by the experience and qualifications of the final candidate.
Candidates who do not meet all of the qualifications may be considered for an Associate level role.
In this field-based role, the Territory Sales Manager will focus on achieving sales goals within primary care, urology, and the women’s health therapeutic area in an assigned geographic territory. This individual will have a proven record of success within specialty biopharmaceuticals. They will be highly collaborative, tactical, energetic and thrive in a nimble organization.
The Territory Sales Manager will demonstrate a sense of urgency to prepare and successfully execute a new product launch plan for their assigned geography. The Territory Sales Manager will drive results that are consistent with the company’s goals, mission, and values.
Job Duties and Responsibilities
Deliver Results
Consistently meet or exceed sales objectives by leading and implementing effective sales strategy in an ethical and compliant manner
Demonstrates resilience and consistent ability overcome obstacles to achieve objectives
Consistently demonstrate SMPA Values
Business Planning and Execution
Develop and execute an effective business plan aligned to sales strategy to achieve sales results
Prioritize and call on the appropriate customers at the optimal frequency to change prescribing behaviors
Demonstrate effective pre-call planning prior to HCP engagement to establish a clear purpose for the sales call
Impactful Selling
Move customers along the adoption continuum by driving market share growth
Demonstrate two-way dialogue with customer interactions by employing selling skills to generate dialogue, identify customer needs and active listening
Effectively utilize patient type selling with approved messaging and resources
Infinite Mindset
Deploy growth mindset daily
Focus on opportunities not limitations
Expect success
Key Core Competencies
Has a proven, consistent track record of exceeding sales goals in assigned geography or relevant experience.
Proven to be successful in all aspects of selling, i.e., clinical expertise, selling skills, and an in-depth understanding of the local ecosystem or relevant experience.
Understands, analyzes, and effectively presents scientific/technical details and marketing materials.
Proficient knowledge and understanding of the payer landscape including commercial, Medicaid, and Medicare or relevant experience.
Demonstrates the ability to analyze complex data to develop strategic and actionable business plans to deliver sales results.
Candidates must have excellent communication & organizational skills and be proficient with technology platforms and business hardware/software.
Education and Experience
Bachelor’s Degree is required, preferably in Business or Life Sciences.
Generally, the Territory Sales Manager will require 3 - 5+ years of pharmaceutical sales experience and/or relevant experience. Demonstrated mastery or the aptitude to learn, product and disease state knowledge.
Travel within territory is required, which may include both car and overnight air travel depending upon territory.
Some national travel to corporate headquarters, training, product theaters and sales meetings is required on a periodic basis.
Work hours may include meetings scheduled outside of normal working hours.
Travel Requirements:
60-80% Travel Required
Mental/Physical Requirements:
1. Extensive travel: Regular travel throughout assigned territory—estimated 60–80% of working time—requiring long periods on the road and flexible scheduling. Overnight stays as part of business travel may be required depending on the territory.
2. Mobility & stamina: Frequent in-person visits to physician offices, clinics, hospitals, and trade shows, requiring sustained driving, walking, standing, and sitting.
3. Independent, field-based work: Ability to manage one’s schedule, work autonomously, and adapt to variable meeting locales (conference rooms, doctors’ offices, hotel spaces)
4. Handling materials and samples: Transport of product samples, materials, and informational kits—lifting and carrying supplies between locations. Ability to lift 20 pounds.
The base salary range for this role is
$108,000.00 - $135,000.00
Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential, in accordance with applicable law.
Compliance: Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sumitomo Pharma America (SMPA) and affiliates are carried out with the "best" industry practices and the highest ethical standards.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Drug Screening Requirements Applicants for sales/field, manufacturing, or other designated roles will be required to submit to a pre-employment drug test.
Sumitomo Pharma America (SMPA) is an Equal Employment Opportunity (EEO) employer
Qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
Sumitomo Pharma America (SMPA) endeavors to make its application process accessible to all. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact SMPA at [email protected]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.