Territory Business Manager
4 weeks ago
Heron Therapeutics develops cutting edge medicine to meet unmet patient needs and solve big problems by applying our innovative science and technologies with well-known pharmacology.
With therapeutic areas in oncology and pain, our goal is to offer alternatives so patients can be opioid free post-surgery. With additional products and indications on their way, we are excited to be growing and adding to our amazing team.
Our entrepreneurial culture gives everyone the chance to be heard with easy access to decision-makers like other smaller companies, along with some of the sophistication and benefits of larger organizations. We developed the Heron Ways of Working to implement training and practices that breathe life into our values and embed them into our daily experience such as open collaboration across teams, self-responsibility & accountability, communication strategies & techniques, and the mind set of always assuming positive intent
The Territory Business Manager (TBM) is responsible for selling Zynrelef in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market.
He/she is responsible for successful navigation of the hospital formulary process as well as gaining appropriate pull-through and utilization of the Company’s pain management franchise across a broad spectrum of customers.
The TBM requires developing and implementing strategies for introducing new products and growing the business in assigned accounts, promoting thought-leader and advocate development, and building strong relationships with other key personnel to drive product sales.
Responsibilities:
Meet or exceed all established territory sales plan managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy.
Establish and maintain professional relationships with targeted opinion leaders and hospitals/ASCs, including surgeons, anesthesiologists, pharmacy, other critical medical staff, etc.
Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces.
Discover who the decision-makers and key contacts are in hospital accounts, and establish and maintain professional relationships and 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 to ensure Zynrelef pull-through.
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 territory to maximize sales opportunities, (i.e. peer-to-peer programs).
Verbally deliver clear and concise instruction 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.
Participate fully in training on new data and materials through in person and online training programs. Attend district, regional and national meetings, as required.
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.
Requirements:
Associates or Bachelors degree in relevant field or equivalent experience required.
Minimum three (3) or more years of pharmaceutical hospital sales or account management experience and 2-3 years in the geography.
Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists and surgeons across multiple specialties. Experience in orthopedic and general surgery, pain management preferred.
Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute and adjust business plans.
Demonstrated experience working alongside physicians and staff in the
operating room
.
Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.
Demonstrated understanding of EMR and CPOE systems.
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 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 practices, related disease states, and associated patient care.
Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
Excellent communication and interpersonal skills in addition to being self-motivated with a sense of urgency, well organized, and possessing strong problem-solving abilities.
Must be willing to travel by car or plane as needed to visit customers, attend conferences, or corporate meetings. Must possess a valid motor vehicle operator’s license in good standing.
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.
Position will require 80% field time.
The above description is intended to describe the general nature of the job that may include other duties as assumed or assigned; it is not intended to be all inclusive or limit the duties of the position.
Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity.
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