The Territory Business Manager I (TBM I) is accountable for developing and executing a territory business plan to achieve annual sales goals for promoted brands within the assigned territory to achieve/ sales targets. Day-to-day responsibilities consist of implementing field force tactics and supporting promotional efforts to generate demand for assigned brands. This includes maintaining a current and competent level of knowledge on the product line, therapeutic area and industry regulations to be a reliable source of information to the health care professionals in the territory. Responsibilities also include the tracking and reporting of required information, analysis of territory business opportunities and issues and adherence to industry and company regulations, policies and guidelines.
• Ensures the creation and execution of created business plan for the assigned market segment, which focuses on the appropriate personal promotion of assigned brands to healthcare professionals and providers in large group practices, individual practices, community hospitals, clinics, integrated systems of care and other healthcare institutions.
• Develops and maintains in-depth knowledge of the products, market and customers.
• Develops and implements own territory business plan in line with commercial strategy. Analyzes the territory business, impact of execution & market dynamics to ensure territory sales goals are met.
• Develops and maintains relationships with assigned targets, key decision makers and influencers within assigned geography and therapeutic category to impact the local medical community to achieve desired business outcomes.
• Builds expertise in local market access, managed markets and key payer segments to prioritize targeting and effectively develop and execute pull-through of formulary access to achieve business goals. Sells products ethically and in accordance with the company’s sales process, marketing strategy and legal compliance and regulatory guidelines.
• Adheres to all company and industry policies regarding reporting, data maintenance and storage and care of company products and equipment.
• Continuously develops and improves product knowledge, communication and selling skills through training programs to ensure in depth clinical and business expertise. Functions as a guest trainer at least once every 18 months for initial and advanced sales representative training classes
• Effectively communicates brand messages and tactics and conduct in-services to ensure customers fully understand the appropriate use and patient identification for assigned brands, as confirmed via customer feedback (company surveys, market research) • Effectively promotes multiple brands or a product portfolio to achieve sales objectives.
• Working across different professionals within an account to ensure all key stakeholders and decision makers of patient treatment selection, access, and clinical evaluation are fully briefed on appropriate use and management of brands. This may include physicians, mid-levels, nurses, MAs, reimbursement specialists, office managers, business practice managers, pharmacists and patient advocates.
• Effectively mentors new hires and territory business managers in need of skill building to help peers achieve development goals on a routine basis.
• Completes all assigned training requirements.
Education and Experience
• Bachelor’s degree, MBA, healthcare professional license or relevant graduate degree is preferred
• 2 or more years of sales experience (pharma or non-pharma) with achievement of sales results
• 2 or more years of relevant work experience either in the healthcare industry or in business –to-business outside sales, customer service or account management
Necessary Knowledge, Skills, and Abilities
• Successful completion of fundamental and intermediate selling skills training
• Demonstrated business acumen –ability to diagnosis a business, identify key business objectives and execute a business plan to achieve desired results
• Demonstrated success in influence and negotiation skills with customers
• Demonstrated ability to impact and influence across functions outside of sales within an organization to achieve alignment on a common goal and team achievement of the goal.
• Excellent communication/coordination/interpersonal skills
• Documented leadership ability
• Demonstrated ability to learn, apply and communicate technical/scientific knowledge
• Ability to work both independently and in a team setting towards meeting established objectives.
• Well-developed written and oral communication skills.
• Applies a range of traditional and non-traditional problem-solving techniques to think through and solve issues creatively to improve performance and company effectiveness.
• Ability to build rapport and relationships by interacting effectively with employees and external contacts (i.e. MD and office staff) at all levels, demonstrating the awareness of their needs and responding with the appropriate action.
• Highly effective organizational skills to implement a variety of programs, such as speaker programs and other activities.
• Successful completion of a functional expert role for the district or region such as speaker program coordinator, district trainer, district business analyst, etc.
• High proficiency in Microsoft office (Word, Excel, PPT) e-mail, use of tablet, use of applications and sales force automation and customer relationship management systems.
• Valid driver's license and acceptable driving record
• Some evening programs and overnight travel will be required. Percentage of time for business travel varies with the size of the assigned geography. Overnight travel is required for training courses, POAs, national sales meetings and participation in medical congresses and promotion at convention displays.
Nearest Major Market: Chicago
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