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Territory Business Manager

4 months ago

Manchester, United States Merz Therapeutics Full time

Who We Are: Harvesting Hope with a Growing Family

At Merz Therapeutics, we take a nurturing approach to our organization – treating colleagues like family, embracing our whole selves and creating a company culture that encourages growth and decisive action. We are committed to caring for whole communities by focusing on individuals suffering from movement disorders and neurological conditions and the healthcare providers dedicated to helping them, while simultaneouslybolstering our team members in a united effort to make a difference.


As a private, family-owned company, we have the liberty and support to make decisions for ourselves, our customers and the patients we serve.We pride ourselves on building an inclusive culture where there is room to celebrate individual growth and the ability to contribute to a common good as a collaborative team. Our mission is grounded in a long-term view of making a difference for the common good, while growing together as a family.


If you‘re looking to immerse yourself in a passionate team rooted in community, connection and camaraderie, then we’re looking for YOU #IAmMerz


Are you a self-starter, and do you thrive in entrepreneurial environments?

As the Territory Business Manager (TBM), you will have the opportunity to hone your leadership skills while primarily responsible for managing sales of promoted Merz Therapeutics products within a designated territory.


You are driven to make a difference in the communities we serve by collaborating closely with the Regional Sales Director to develop strong, long-term relationships with key customers.


Are you ready to galvanize a team around a culture of care, putting patients first to spark change?


Essential duties and responsibilities

Strategic account development

  • Identify new/untapped hospital/healthcare system opportunities and drive profitable revenue within these accounts by initiating, developing and delivering unique solutions that result in improved customer and patient experiences.
  • Once identified, investigate and understand the account and its unique business environment including but not limited to: goals, objectives, strategies and competitive situations.
  • Develop and maintain strong relationships with key senior account stakeholders, serving as the main point of contact for C-Suite, VP-Level administration and department chairs for healthcare/hospital system.
  • Seek to expand business opportunities by bringing high-level knowledge, insights, relationships and strategies to enhance Merz Therapeutics’ value proposition and achieve optimal access for our brands (where applicable) within these important Strategic Accounts.
  • Identify regional and national hospital/healthcare system external experts.
  • Provide insights back to the organization to support understanding of customer needs and value proposition development.
  • Analyze sales and market trends to effectively identify future business opportunities.


Strive to meet or exceed sales goals

  • Utilize a consultative selling process to present and promote Merz Therapeutics products for approved indications.
  • Demonstrate effective Total Office Call and Hospital Selling Skills.
  • Detail/sample customers with appropriate frequency.
  • Develop, maintain and execute territory business/action plan.
  • Maintain high proficiency of product/disease state knowledge, market data and marketplace dynamics.
  • Identify and maintain customer database utilizing Sales Force Automation System.
  • Analyze sales and market trends to effectively identify future business opportunities.
  • Utilize marketing data to adjust selling strategies/tactics at both customer and territory level.
  • Partner, support and enhance local advocacy relationships within territory.
  • Attend and participate in sales meetings/workshops.


Collaborate with cross- functional teammates

  • Utilize Medical Affairs when appropriate and within Merz Therapeutics commercial policy.
  • Communicate and support corporate Managed Markets initiatives within territory.
  • Partner with National Account Directors and Reimbursment Access Managers when appropriate and within Merz Therapeutics commercial policy.


Recognize, understand and navigate managed care obstacles and opportunities

  • Maintain extensive knowledge of Managed Care, Specialty Pharmacy, Medicare Part B and State Medicaid selling and reimbursement environments/strategies.
  • Understand reimbursement trends and navigate as appropriate within territory.


Maintain compliance with Merz Therapeutics promotional and commercial policies

  • Demonstrate professional, compliant and ethical behavior during all customer interactions.
  • Meet and accurately complete all administrative requirements within established timeframes.
  • Allocate and budget resources within territory based on best ROI analysis.


Embody Merz Therapeutics’ values while following operating norms

  • Values: commit to customers and colleagues, deliver trusted results, persist in innovation
  • Operating Norms: assume positive intent, collaborate cross-functionally obligation to engage


Education

Bachelor’s degree - Required


Professional experience

  • 3+ years of specialty pharmaceutical/biotech sales management experience - Preferred
  • Hospital sales experience - Preferred
  • Buy and Bill injectable experience - Preferred
  • Proven and documented track record of meeting or exceeding sales management goals - Preferred


Knowledge, skills and abilities (incl. languages)

  • Excellent analytical skills - Required
  • Proficient computer skills (Word/Excel/PowerPoint) - Required
  • Demonstrated high quality communication and interpersonal skills - Required
  • An active driver's license and insurance as required by state law - Required