Territory Business Manager

Territory Business Manager

Requirements

• B.S. degree in a relevant field highly preferred. Will consider experience in lieu of degree.
• Minimum three (3) or more years of account management experience in medical device sales and/or pharmaceutical sales targeting surgeons. Will consider other relevant experience in lieu of account management that demonstrates the ability to build and maintain strong professional relationships with surgeons across multiple specialties. Experience targeting anesthesiologists a definite plus.
• Pharmaceutical hospital sales experience with P&T process is strongly preferred. Experience selling to or partnering with pharmacists a definite plus.
• Experience selling in an orthopedic and general surgery setting. Pain management preferred.
• Minimum one (1) year of demonstrated experience working alongside physicians and staff in the operating room.
• Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute, and adjust business plans.
• 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 Heron’s acute care products compliantly versus the 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 and PONV practices, related disease states, and associated patient care.
• Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable.
• Must be available to work in the evenings and weekends, as required. Early mornings in the OR are frequently required.
• This is a full time field position requiring 100% customer focus. Must be willing to travel by car or plane as needed to visit customers, and attend conferences, or corporate meetings. Must possess a valid motor vehicle operator’s license in good standing.

Responsibilities

• Meet or exceed all established territory sales goals, managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy and reflects an in-depth understanding of local market forces.
• Establish and maintain professional relationships with the decision-makers and key contacts (e.g. surgeons, anesthesiologists, pharmacy directors) in hospital & ASCs, developing buy-in and support for Heron’s acute care portfolio.
• Develop and implement strategies to ensure Heron’s acute care products are on hospital formulary as well as in EMR systems, on protocols and standing orders.
• 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 the territory to maximize sales opportunities, i.e. peer-to-peer programs, etc.
• Verbally deliver clear and concise instructions on the safe and efficacious use of Heron acute care products to customers in and out of the operating room setting, including in-services for surgeons and clinical staff.
• Maintain an updated working knowledge of Heron’s 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.

Preferred Qualifications

• Experience targeting anesthesiologists a definite plus.
• Experience selling in an orthopedic and general surgery setting. Pain management preferred.