Territory Business Manager

Overview Heron Therapeutics develops cutting‑edge medicine to meet unmet patient needs and solve big problems by applying innovative science and well‑known pharmacology. With therapeutic areas in oncology and acute care, our goal is to offer alternatives that allow patients to be opioid‑free after surgery. With additional products and indications on the way, we are growing and adding to our amazing team. Territory Business Manager (TBM) Responsible for selling the Acute Care franchise products in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market, and for working alongside surgical teams in the operating room to ensure successful pull‑through and utilization of Heron products. Essential Duties & Responsibilities Meet or exceed all established territory sales goals and manage budgets by developing and implementing strategies specific to the assigned territory that align with the overall commercial brand strategy. Establish and maintain professional relationships with decision‑makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and 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 formularies and in EMR systems, 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, e.g., peer‑to‑peer programs. 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 to provide comprehensive clinical knowledge to customer contacts. Carry out all duties 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. Requirements B.S. degree in a relevant field highly preferred; experience in lieu of degree will be considered. Minimum three (3) or more years of account management experience in medical device sales and/or pharmaceutical sales targeting surgeons; experience with other relevant relationships will also be considered. Pharmaceutical hospital sales experience with P&T process strongly preferred; experience partnering with pharmacists a definite plus. Experience selling in orthopedic and general surgery settings; knowledge of the pain management market preferred. Minimum one (1) year of demonstrated experience working alongside physicians and staff in the operating room. Strong business skills to understand and analyze business and market drivers, and develop, execute, and adjust business plans. Experience getting products into protocols/standing orders and general pull‑through. Ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans. In‑depth knowledge of how to create a compelling and logical rationale for the value of products and how to position Heron’s acute‑care products compliantly versus the competition. Ability to communicate an accurate sales presentation to customers. Comprehensive knowledge of pain management and PONV practices, related disease states, and associated patient care. Candidates must satisfy reasonable credentialing requirements, including vaccinations and background checks where applicable. Must be available to work evenings, weekends, and early mornings in the OR. Full‑time field position requiring 100% customer focus; willing to travel by car or plane and hold a valid driver’s license. Compensation Base salary range $140,000 – $175,000 plus target bonus of $65,000. Equal Employment Opportunity Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity. #J-18808-Ljbffr