In PersonOvernight travel may be up to 30%, varying with geography and account responsibilities.
Sales & Account ManagementField Sales
About the job
Requirements
A Bachelor’s degree or equivalent combination of skills and experience is required.
At least 5 years of pharmaceutical sales experience, including at least 3 years of sales experience in hospital, acute care, or outpatient settings, is required.
A documented and measurable record of meeting or exceeding territory performance goals and achieving national recognition is required.
Account-based selling experience with hospitals, wound care centers, or infusion centers within the assigned territory is required.
Experience building hospital advocacy for an acute care product, with or without a formulary win, is required.
The ability to understand, articulate, and routinely present complex scientific information is required.
Knowledge of the formulary approval process and experience driving formulary approvals are required.
Strong presentation, organization, administrative, and communication skills are required.
Experience using and optimizing customer relationship management systems to support territory dynamics is required.
Candidates must meet pre-employment screening requirements, including background investigation, drug testing, and motor vehicle history checks, as well as ongoing customer credentialing.
A safe driving record and valid driver’s license are required.
Responsibilities
Achieve territory sales objectives by generating demand within targeted accounts.
Develop, execute, and monitor territory plans that target key stakeholders in each account and office to expand product usage and the customer base.
Advance hospital and specialty customers along the sales continuum and gain prescriber commitments through effective questioning, active listening, and approved marketing and sales materials.
Demonstrate knowledge of promoted products, competitive brands, disease states, patient profiles, and treatment pathways.
Collaborate in a complex, matrixed selling environment with Territory Partners, Market Access, Medical, Marketing, and Operations colleagues.
Partner with field-based colleagues to provide cross-functional support for customers within the defined geography and develop and execute pull-through strategies.
Develop and execute pull-through strategies that increase appropriate adoption and usage of Paratek products.
Use data tools, insights, and other informational sources to determine business strategies and tactics.
Use customer relationship management technology accurately and promptly to report activities and account-level details.
Distribute samples and record sample transactions in accordance with company policy and Pharmaceutical Distribution and Marketing Act guidelines.
Ensure compliance with company policies, procedures, principles, values, and applicable laws.
Manage territory budgets, Speaker Program allocations, samples, and other resources appropriately.
Complete required company training, learning modules, and acknowledgements, including individual contributor plans and compliance requirements.
Complete administrative duties accurately and on time, including call reporting, expense reports, and time-off management in ADP.
Desired Qualifications
Experience calling on Infectious Disease, Hospitalist, Critical Care Pulmonology, Emergency Medicine, and other specialties affecting Physician-Owned Infusion Centers and wound care.
Strong understanding of product flow through Specialty Pharmacy, Specialty Distribution, and Buy & Bill channels.
The Hospital Sales Representative will be responsible for consistently meeting and exceeding territory sales and performance objectives. The objectives include financial and performance measures that are met through a solutions-oriented and collaborative sales approach. The Hospital Sales Representative’s primary sales targets are Hospital Accounts, Hospital affiliated Outpatient Treatment Centers and their affiliated practitioners. Sales targets include specialty office based practices in accordance with the territory call plan.
Position Responsibilities:
Achieve all territory sales objectives by generating high demand within targeted accounts
Develop, execute, and monitor territory plans; strategically and consistently targeting key stakeholders within each account and office to expand product usage and customer base.
Advance hospital and specialty customers along the sales continuum and gain prescriber commitments though effective questioning, active listening, utilizing approved marketing and sales materials
Demonstrate knowledge of promoted product(s), competitive brands and disease state, patient profiles, and treatment pathways
Achieve success in a complex, matrixed selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Territory Partners, Market Access, Medical, Marketing and Operations colleagues
Develop a strong, collaborative partnership with field-based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies.
Develop and execute pull-through strategies that increase adoption and usage of Paratek products in appropriate patients.
Use data tools and insights, and other informational sources to determine strategies and tactics for business decision-making.
Utilize CRM technology in an accurate and timely manner to report activities and account level details
Distribute samples and record sample transactions in accordance with Company Policy and PDMA guidelines
Ensure compliance with all company policies, procedures, principles, values, and applicable laws.
Manage appropriate utilization and distribution of resources including territory budgets, Speaker Programs allocations, samples, etc.
Comply with all company training requirements, learning modules, required acknowledgements (IC plans, Compliance, etc.)
Complete all administrative duties as required and on time. This includes but is not limited to accurate and complete call reporting, expense report management, time off management in ADP, etc.
Bachelor’s Degree or equivalent combination of skills and experience, required
5+ years of pharmaceutical sales experience with a minimum of 3+ years of sales experience within the hospital/acute care/ and out-patient setting, required
Documented and measurable track record of sales performance which includes meeting or exceeding territory performance goals and achieving national levels of recognition, required
Account based selling experience (Hospitals, Wound Care Centers, or Infusion Centers), within territory assigned, required
Experience calling on Infectious Disease, Hospitalist, Critical Care Pulmonologist, and Emergency Medicine, and other specialties impacting Physician Owned Infusion Centers (POIC’s)/Wound Care/ strongly preferred
Experience building advocacy in a hospital (with or without a formulary win) for an acute care product, required
Proven ability to understand, articulate and routinely present complex scientific information, required
Knowledge of formulary approval process and driving formulary approvals, required.
Strong presentation, organization, administrative and communication skills, required
Experience in utilizing and optimizing CRM systems in support of territory dynamics, required
Strong understanding of product flow through Specialty Pharmacy, Specialty Distribution, and Buy & Bill channels, strongly preferred
Meet all requirements for pre-employment screening (background investigation, drug testing and motor vehicle history) along with ongoing customer credentialing
Safe driving record and valid driver’s license, required
Additional Information:
Technology needs: Microsoft Office, Veeva (preferred)
Travel requirements (%): The average overnight travel for this position is up to 30% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.