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4 months ago
This role is to support our Mid Atlantic Region (Virginia, DC, MD to Ohio, PA, South NY state, excludes NY and DE)
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 simultaneously bolstering 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 with 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 ready to galvanize a team around a culture of care, putting patients first to spark change?
As the Regional Sales Director, you will have the opportunity to hone your leadership skills by supervising all field- based Territory Business Managers (TBMs) in an assigned region.
At the helm of a collaborative team, you are driven to make a difference in the communities we serve by exceeding customer needs and achieving budgeted sales goals.
Career level
Bachelors degree; 3+ years of specialty pharmaceutical/biotech sales management experience; 5+ years of hospital and/or sales experience
Job related competencies
Buy and Bill injectable experience
Proven and documented track record of meeting or exceeding sales management goals
Demonstrated high-quality communication and interpersonal skills
Excellent analytical skills
Proficient computer skills (Word/Excel/PowerPoint)
Significant travel required (70%); overnight travel will be required, including some weekends
Essential duties and responsibilities
Major duties
Description
1.
Become a sales management leader
Interview and hire candidates for the Field Sales Team with final approval from the Vice President of Sales.
Direct, coach and supervise commercial and promotional activities of a regional sales team to meet sales goals.
Set your sales team up for success by outlining clear activity and performance objectives and holding them accountable for territory management and results.
Achieve key employee retention objectives through proactive development, coaching, counseling and recognition.
Maintain high proficiency of product/disease state knowledge, market data and marketplace dynamics.
Authorize and control all administration/budget proceedings for the region.
Allocate and budget resources within region based on best ROI analysis in partnership with Commercial Analytics.
Complete performance appraisals/coaching reports in a timely and thorough manner.
Partner, support and enhance local advocacy relationships within region.
Organize, conduct and participate in sales meetings/workshops.
2.
Utilize your sales planning insights
Partner closely with the the AREA Sales Director and other home office employees to develop sales plans and strategies.
Develop and execute regional business/action plan. Consult with specialists within region to identify and implement territory level strategies/tactics to meet both territory and regional sales goals.
Provide accurate feedback on promotional strategies and resources to home office, while assisting others in problem solving, when appropriate.
Analyze sales and market trends to effectively identify future business opportunities.
Utilize marketing data to adjust selling strategies/tactics on a customer, territory and regional level.
Partner, support and enhance local advocacy relationships within region.
3.
Drive regional pull-through for managed care payer opportunities
Maintain extensive knowledge of Managed Care, Specialty Pharmacy, Medicare Part B and State Medicaid selling and reimbursement environments/strategies.
Evaluate reimbursement trends and navigate, as appropriate, within region.
Lead and direct all field-based special deployment for targeted pull- through opportunities.
Collaborate with Market Access to develop target account list and 30, 60, 90 day plans.
Utilize commercial analytics to track metrics and KPIs.
Work with Marketing/Market Access to ensure appropriate tools are utilized and trained on approved messages.
Communicate progress to upper management and regularly communicate with your team in field.
4.
Uphold 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
5.
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
Required
5+ years hospital and/or sales experience
Required
Buy and Bill injectable experience
Required
Proven and documented track record of meeting or exceeding sales management goals
Required
Professional experience
3+ years of specialty pharmaceutical/biotech sales management experience
5+ years hospital and/or sales experience
Buy and Bill injectable experience
Proven and documented track record of meeting or exceeding sales management goals
Knowledge, skills and abilities
Excellent analytical skills
Proficient computer skills (Word/Excel/PowerPoint)
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Merz Therapeutics we are dedicated to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Recruitment Note:
Merz Therapeutics only sends emails from verified "merz.com" addresses and never asks for sensitive, personal information or money. If you have any doubts about the authenticity of any type of communication from, or on behalf of Merz Therapeutics, please contact Therapeutics.HR@merz.com
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