Job Purpose:

As a Specialty Account Representative, you must have a strong clinical mind for the hematology/oncology market, complex account management, the ability to develop strategic account relationships to influence thought leaders and have a solid business understanding of the hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems.

Job Responsibilities:

Territory Sales Objectives

• Meet or exceeds all territory sales objectives
• Achieve territory sales objectives through successful, compliant stakeholder meetings by preparing and completing territory business plans, implementing marketing strategies, and utilizing approved resources with various key stakeholders and decision-makers.
• Maintain and expand customer base by building and maintaining rapport with key customers and identifying new customer opportunities across various customer segments
• Implement national and regional initiatives

Territory Management & Development

• Effectively apply the Pharmacosmos selling process that is tailored to meet various customer needs across multiple products and brand strategies
• Exercise sound judgement, demonstrate self-awareness and make appropriate decisions
• Receptive to coaching and willingness to apply feedback for ongoing development
• Disease State and Product Knowledge: High level of proficiency in current product, market and disease state and deep understanding of complex customer types and product portfolio including competing products that can impact the market
• Executing effective account management process: Apply an in-depth knowledge of accounts and leverage acquired knowledge to expand business opportunities. Identify an effective account targeting approach for performance success by utilizing knowledge of buy and bill, GPO contracting, and overall distribution channel dynamics for territory goal attainment
• Business Acumen: demonstrate the ability to acquire and analyze divergent information/data and recognize trends, identify information acquired to make informed decisions and ask the right questions
• Prioritization/Planning/Execution: systematically evaluate business opportunities that is in line with corporate objectives and brand strategies. Implement a business planning measurement approach that targets those accounts with the greatest potential for producing positive business results
• Teamwork/Collaboration: collaborate within and across functional areas, use cooperative and collaborative communication and execution with internal partners including but not limited to: Marketing, Training, Market Access, Strategy and Operations, and Medical Affairs
• Leadership: demonstrate leadership by taking initiative on projects, participating during regional and national meetings, leading conferences and being involved in task force initiatives
• Professional Development: proactively seek out ways to improve performance, taking ownership of development and working with Regional Sales Director to develop a career plan.
• Display a high level of emotional intelligence to move business forward with both internal and external stakeholders
• Other duties as assigned

Policies, Procedures & Compliance

• Stay current and in compliance with all Corporate Policies as well as mandated government Regulations
• Stay current with and adhere to all policies and procedures as outlined in the employee handbook
• Stay current and within compliance of all Expense Policies
• Strictly adhere to administrative requirements as directed by Regional Sales Director and Pharmacosmos Therapeutics
• Other duties as assigned

Education & Professional Background:

• BS/BA degree required
• Minimum 6 years of current pharmaceutical sales experience
• Minimum 3 years of specialty pharmaceutical experience
• Buy-and-bill AND HEM/ONC experience preferred
• Demonstrated knowledge and understanding of account-based selling and experience selling an infusion (buy and bill) product and general knowledge of and understanding of reimbursement
• Proven sales success in Hematology/Oncology and hospital accounts or various sites of care in the preferred territory
• Demonstrated ability to develop and expand relationships with various key stakeholders across complex accounts
• Strong analytical and business acumen
• Product launch experience preferred
• Documented track record of meeting/exceeding sales objectives
• Ability to meet requirement for up to 30% overnight travel

Competencies:

• Customer-oriented: Respond to consumer needs and wants through planned, personalized communication to influence purchase decisions and ensure satisfaction
• Leadership: Operate with high integrity in all matters with a proven ability to motivate teams and individuals; ability to build consensus and lead cross-functionally
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties
• Drive: Produce consistent, high quality and quantity outputs and meaningful results that contribute to the agency mission and strategic goal on time
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues
• Communication: Speak, write, listen, and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings
• Emotional Intelligence: Work to create a highly effective environment that allows for solutions to be identified for both internal and external cross-functional partnerships that ultimately moves the business forward

Attitude and Demeanor:

• Proud Pharmacosmos ambassador
• Strong personal leadership
• Inspire cross-functional transparency and collaboration
• Customer-centric ‘can-do’ attitude and goal focused
• Ambitious, independent, analytical, collaborative, loyal, organized

Flexibility:

The duties and responsibilities of all roles at Pharmacosmos can evolve over time. Reasonable flexibility is a key part of any job at Pharmacosmos. Significant variations in duties and responsibilities should be discussed between the Specialty Account Representative and Regional Sales Director.