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Clinical Sales Specialist, Healthcare Systems

4 months ago

Memphis, United States Astellas Pharma Full time

Clinical Sales Specialist, Healthcare Systems – Memphis, TN


The Clinical Sales Specialist has multiple responsibilities around the promotion of Astellas products and resources to a variety of stakeholders within Healthcare Systems, such as Doctors, Nurses, Pharmacists, Hospital Administrators, Discharge Planners, and Buyers. Educating customers on characteristics, indicated treatments related to assigned promoted products and. Professionally represent Astellas in the field and ensure high levels of visibility and customer satisfaction.


The Clinical Sales Specialist plays an important role in establishing effective communications and relationships with key external and internal customers within Healthcare Systems.


The Role

Achieve territory sales goals by promoting Astellas products and services to physicians and other medical personnel within assigned geography. Educate customers on the use, characteristics, advantages, indicated treatments and all other developments related to promoted products. Professionally represent Astellas in the field and ensure high levels of visibility and customer satisfaction in territory. Maintain effective communication and relationships with key external and internal customers.


Primary Responsibilities

  • The primary responsibility of the Clinical Sales Specialist is strategic account selling and engaging key stakeholders within complex healthcare systems, such as the Healthcare Providers and support staff, Service Line Managers, Specialty Pharmacists, Fellows, Hospitalists, Transition of Care Coordinators, and Supply Chain Managers, to achieve sales objectives across the Astellas portfolio of products.
  • The primary responsibility of the Clinical Sales Systems Specialist is strategic account selling and engaging key stakeholders within complex healthcare systems to achieve sales objectives across the Astellas portfolio of products.
  • Develop expertise and understanding of Healthcare Systems, market dynamics, stakeholder mapping, inpatient/outpatient network navigation. This includes developing and executing Strategic Key Account Plans, providing account strategies.
  • Demonstrate ability to quickly learn and embrace new ways of working in a rapidly changing environment.
  • Proactively identify business opportunities to drive and develop business.
  • Overcome obstacles to access difficult to see healthcare providers and customers.
  • Accountable for establishing working relationships with a broad base of stakeholders to promote and educate on the use of Astellas products through one-on-one meetings, presentations, speaker programs and other appropriate means.
  • Collaborate and align efforts with internal Astellas stakeholders to engage with key healthcare systems including compliant partnership with other sales teams, medical, and market access teams.
  • Responsible for ensuring high levels of call and field productivity, expected to meet call plan expectations, with 5 days in the field each week, supported by office time needed for call planning and follow-up, preparing presentations, making appointments, etc.
  • Responsible for accurately reporting sales activities, testing, territory expenses and submitting written reports as necessary by the deadline set forth as defined by company expectations.
  • Appropriately manage and maintain all company equipment and promotional materials (company literature, materials, etc.) according to necessary company guidelines
  • Attend all company-sponsored sales and medical meetings as directed by company management (POA's, National Sales Meetings, Regional and Local Conventions, etc.)

Quantitative Dimensions

  • This position is responsible for achieving both territory product sales goals and territory sales activity goals through company defined metrics

Organizational Context

It is important for individuals in this position to actively pursue continuous learning and professional sales development on effective sales and communication techniques and product/therapeutic area knowledge


This position:

  • is a first-line customer facing sales position
  • Reports to Regional Manager Healthcare Systems
  • Maintains territory responsible for managing Astellas' products within Healthcare Systems
  • Balances territory and regional work and projects, while maintaining strong level of sales performance
  • Exhibits strong level of skill in competencies
  • Demonstrates sales influence beyond territory and at times within region


Qualifications

Required

  • BA/BS degree
  • At least 4 years overall pharmaceutical or healthcare selling experience with promoting primary care or specialty sales
  • Strong knowledge of sales processes and pharmaceutical products and industry
  • Proven track record of successful sales results and ability to meet or exceed objectives
  • Proven capability in managing accounts with solid selling competencies
  • Strong communication, facilitation and presentation skills
  • Continuous learning and a growth mindset
  • Proactive; can do approach; takes ownership of situations
  • Demonstrates problem solving ability; analytical; business acumen
  • Solid motivational and persuasion skills
  • Demonstrates team orientation
  • Proficient in MS Office Suite
  • Ability to travel as required
  • Valid driver’s license in good standing
  • No criminal convictions resulting in suspension/revocation of driving privileges within the last 3 years

Preferred

  • At least 2 years successfully promoting products and services with multidisciplinary customers, pulling through formulary placement, throughout healthcare systems
  • Previous successful product launch experience within individual accounts and healthcare systems
  • Experience in pediatrics, infectious disease, rare disease, oncology, and women’s health
  • Advanced degree

Benefits:

  • Medical, Dental and Vision Insurance
  • Generous Paid Time Off options, including Vacation, Sick time, plus national holidays including Heritage Days, and Summer and Winter Breaks
  • 401(k) match and annual company contribution
  • Company paid life insurance
  • Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions
  • Long Term Incentive Plan for eligible positions
  • Referral bonus program


Flexible pay grade level, based on candidate background and skillset