Account Manager - Seattle, WA

Role Summary

The Account Manager is responsible for the positioning and selling of the Pacira portfolio within the assigned territory. This includes the pharmacological & technical (Package Insert & functions, benefits) knowledge and sales of Pacira's portfolio of product's value proposition. The Account Manager will work with Regional Director to develop a sound business plan that will lead to exceeding defined sales revenues for said territory. The Account Manager will utilize product knowledge, relevant institutional and office relationships, and business acumen skills and execute strategy to meet and exceed sales objectives of the Pacira portfolio of products.

Responsibilities

• Identify target markets in accordance with organizational strategy utilizing familiarity with account-based operations and existing reporting, tools and dashboards.
• Ensure that corporate revenue objectives are exceeded within a specified geography
• Work with surgeons, anesthesiologists, health care providers and pharmacy, focused on pain management to ensure Pacira portfolio of products is adopted within an account and geography
• Develop and maintain expertise of all products
• Effective time management skills to increase sales productivity and tactical implementation of sales activities to achieve business objectives.
• Actively participating with Region Director in the strategic and tactical planning process
• Update and document sales account information via software system (Veeva)
• Demonstrate expertise and knowledge of the conversion process within a hospital, an ASC or an office.
• Develop and execute sales and retention strategies for target markets and customers.
• Complete face-to-face sales meetings with physicians, schedulers, practice managers, and medical staff in accounts to ensure understanding, as well as to close business, ensuring that obstacles are identified and minimized.
• Effectively manage territory, conducting office visits to include Education on services offered, enhancement and new advances.
• Communicate opportunities, market trends, and issues to appropriate management/staff in a timely manner Prepare and present opportunities, market trends, and challenges to appropriate leadership/staff in a timely manner and on a regular basis, gaining support and commitment as needed.
• Manage expense budgets in a timely manner
• Keep up to date with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations.

Qualifications

• Required: Minimum 1 year of direct selling experience to hospitals and healthcare professionals in the pharmaceutical, biotech, device or health care industry.
• Preferred: Minimum 1 year experience selling in the OR.
• Required: Excellent written and oral English communication skills.
• Required: Strong demonstrated presentation skills.
• Required: Must be able to timely and accurately complete Hospital Credentialing requirements to gain access to their facilities.
• Required: Experience using Customer Resource Management (CRM) tools.
• Required: Able to travel extensively; valid driver's license in the state of residence and safe driving history; reliable transportation.
• Required: Must live in or close proximity to your designated geographic territory.
• Required: Knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Required: Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships.
• Required: Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills.
• Required: Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management.
• Required: Skills in account management, needs assessment, value propositioning, handling objections and gaining agreement with both physicians and facility procurement departments.
• Required: Skills to employ technologies effectively and proficiency with MS Office, relevant mobile technology and web-based applications.

Education

• Bachelor’s degree from accredited college or university required.

Additional Requirements

• Travel: Overnight travel up to 90% of the time; ability to cover geographic territory.
• Physical Demands: Regular travel by automobile as well as by airplane and other forms of public transportation; must be able to sit or stand for long periods (up to several hours); move quickly and safely in OR and other healthcare environments.