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Territory Sales Manager, Specialty

3 months ago

Salt Lake City, United States Sumitomo Pharma Full time

Sumitomo Pharma America (SMPA) is focused on delivering therapeutic and scientific breakthroughs in areas of critical patient need spanning psychiatry & neurology, oncology, urology, women's health, rare disease, and cell & gene therapies. The company's diverse portfolio includes several marketed products and a robust pipeline of early- to late-stage assets. Building on Sumitomo Pharma's 125-year legacy of innovation, SMPA leverages proprietary in-house technology platforms and advanced analytics capabilities to accelerate discovery, development, and help bring novel therapies to patients sooner. SMPA is a Sumitomo Pharma company. [For more information, visit Sumitomo-pharma.com]

Job Overview

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Territory Sales Manager - Specialty. As our Territory Sales Manager - Specialty, you will have a unique opportunity to be the face of Sumitomo Pharma America (SMPA) to our customers. We reinforce a performance-based environment of ownership and accountability for our sales professionals by assigning each territory to one Territory Sales Manager.

Job Duties and Responsibilities

You will primarily be responsible for achieving and exceeding sales objectives and growing market share. Specifically, you'll:

  • Manage the Salt Lake City, UT Territory
  • Establish deep and meaningful business relationships based on your clinical and market dynamic expertise.
  • Increase market share base by closing new business in both new and existing accounts prioritized on market potential.
  • Support your sales results with an exceptional level of clinical expertise and understanding of the evolving healthcare landscape, thoughtful planning, purposeful action, and utilization of your available resources in a compliant manner.
  • Assess and analyze product/competitor trends and market dynamics.
  • Collaborate and provide candid, constructive communication with team members.
  • Travel is required throughout the territory. Overnight stays may be required, including meetings which may extend over several days (on occasion may include weekends) and require work during evening hours and/or overnight stays.
Key Core Competencies
  • Demonstrated success applying clinical expertise (product/competition/disease state), understanding of the healthcare landscape, and critical thinking.
  • Demonstrated success analyzing trends and market dynamics to provide sales strategy recommendations and insights based on data.
  • Demonstrated history of a strong work ethic and professional presence.
  • Demonstrated ability to ensure all administrative tasks (including call reporting, sample management, expense reports, training modules, business plans, etc.) are completed in a timely, accurate and compliant manner.
  • Demonstrated ability to consistently operate in a manner which demonstrates and instills trust and integrity.
  • Ability to effectively work in a fast-paced start up environment.
  • Ability to comply with customer institution access requirements.
  • Ability to drive a car and possess a valid and current driver's license.
  • Ability and willingness to travel overnight as needed (~20%).
Education and Experience
  • 5+ years of pharmaceutical sales experience is required and a demonstrated mastery of product and disease state knowledge.
  • A proven, consistent, and documented track record of top-ranked sales performance (ideally ranked in the top 25% of the nation)
  • Preferred Qualifications:
    • Experience working within Urology.
    • Experience with a pharmaceutical launch.
    • Knowledge of market access formulary positioning, including pull-through and push-through.
General Skills:
  • Desire to be part of a rapidly evolving organization where you will showcase your decision-making, leadership, collaboration, and problem-solving skills.
  • Passion to prove yourself as you develop, learn, and grow your knowledge, techniques, and skills.
  • Superior written and oral communication skills.
  • Proficiency with Microsoft Word, Excel, PowerPoint.
  • Excellent interpersonal and collaborative skills, and the ability to work independently and effectively in a highly dynamic environment.
  • Enthusiastic, driven, and able to adjust workload based on changing priorities.
  • Demonstrated planning and flexibility skills to work across a variety of projects to meet goals and complete work on time.
Value Competencies:
  • Integrity and Compassion - Empathy, trustworthiness
  • Bold Innovation - Inclusive mindset
  • Achievement through Collaboration - Courageous communication


The base salary range for this role is $106,220 to $146,052. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes unlimited paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential.

Compliance :Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sumitomo Pharma America (SMPA) and affiliates are carried out with the "best" industry practices and the highest ethical standards.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a personal computer for extended periods of time.

Sumitomo Pharma America (SMPA) is an Equal Employment Opportunity (EEO) and Affirmative Action employer

Sumitomo Pharma America (SMPA) is committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

For more information about EEO and the Law, please visit the following pages:

Equal Employment Opportunity is THE LAW

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