Territory Business Manager

5 - 7 years experience  • 

Salary depends on experience
Posted on 05/21/18
Rochester, NY
5 - 7 years experience
Salary depends on experience
Posted on 05/21/18

The Hospital Business Manager (HBM) is responsible for driving access and sales of the current and future Alkermes portfolio in key in-patient institutional settings of care (i.e. Hospitals) in the Rochester/Buffalo, NY territory. Ideal candidates should live in the territory and overnight travel is limited. This will be done by having thorough product, disease state and market knowledge and sound selling skills. He/she will utilize available resources to help educate healthcare providers as well as other key personnel in the institutional setting. Finally, the candidate must have proven success in delivering results in major hospitals and systems, with a preference of doing so in the Mental Health markets that focus on the treatment of patients suffering from various types of serious mental illness, namely schizophrenia, addiction, and major depression.

Key responsibilities include:

  • The HBM will serve as a resource to our customers by demonstrating a strong understanding of all aspects of Alkermes products, related disease states and related products in the marketplace

  • The HBM will demonstrate strong selling skills through the use of approved sales aids, approved studies and reprints and through superior communication and listening skills with targeted healthcare providers

  • The HBM will demonstrate strong territory management skills including the development of business plans to effectively guide the territory business priorities and execution

  • He/she will continually develop, review, update and maintain healthcare provider and hospital target lists based on the latest information and data

  • He/she will effectively utilize all resources and programs to meet company goals. (Inpatient free trial program, samples, promotional speaker program, etc). He/she is prepared to discuss all aspects of territory business with Hospital Business Leader (HBL) at any time

  • The HBM will develop business plans as required by the HBL and will perform all administrative tasks requested in a timely, accurate and truthful manner

  • The HBM will exercise fiscal control of operational expenses (car, gas, office supplies, telephone, postage, lodging, meals and entertainment)

  • The HBM will establish and leverage strong internal partnerships with overlap representative and all other relevant internal functional groups

  • He/she will develop a deep understanding of assigned district-level geography, including patterns of care, major payers and public policy initiatives

  • The HBM will abide by all Alkermes policies and regulations regarding promotional compliance, and sample accountability compliance

Minimum Education & Experience Requirements:

  • 5+ years successful pharmaceutical/biotech sales experience with 2+ years of Hospital/IDN experience

  • Proven launch success in highly complicated and competitive environments

  • Demonstrated success working cross-functionally

  • Superior organizational and administrative skills

  • Strong analytical, strategic and influencing skills

  • Must live within the geography of responsibility

  • Ability to travel up to 30-50%Driver's license must be in good standing

Preferred Qualifications:

  • 5+ years of sales experience in the Hospital/IDN setting

  • Experience selling specialty products, in-particular injectables administered in a mental healthcare setting

  • Experience in CNS, with specific experience in mental health (schizophrenia, addiction, depression)

  • Demonstrated passion for improving CNS/mental health patient care

  • Entrepreneurial attitude and/or experience in a start-up environment

  • Ability to work autonomously to find new business opportunities

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