Pain Territory Account Manager, Naples

Role Summary

The Territory Account Manager is responsible for the geography between Bradenton and Naples, Florida, plan execution, delivering sales performance, and product promotion in their specified territories. The TAM must maintain a high level of knowledge within the disease states and product labeling. Activities include disease state and product education to referring HCPs, collaboration with internal and external stakeholders, and shaping and executing sales strategies. This role will drive business growth through effective sales strategies, HCP engagement, and supporting, as needed, cross-functional dialogue with IDNs/ACOs/large community and government accounts to spread product awareness. A strong candidate will have a deep level of curiosity, proactively and continuously aspire to serve customers, and readily adopt digital tools leveraging data insights to improve sales opportunities.

Responsibilities

• Establishes meaningful and professional relationships within key accounts across multiple layers of the hospital system (key hospital medical and administrative staff, pharmacies, formulary decision makers and KTLs)
• Develops and maintains expertise on the product‚Äôs clinical attributes and patient unmet need and educates healthcare professionals on product use in appropriate patients
• Maintain clinical expertise in Disease area aligned to. Articulate complex scientific data and research findings into clear, concise, and engaging presentations for both technical and non-technical audiences
• Navigates the formulary process and delivers key product value content to ensure timely inclusion on formularies, pathways, and/or protocols within targeted institutions and systems
• Comfort in using data reporting tools to understand trends and together with customer insights to identify territory and customer opportunities
• Strong agility to move between non-digital to digital settings, and strategic use of tools to deliver customized customer experiences
• Develop a deep understanding of the institutional customer, account & market dynamics, stakeholder mapping, key decision maker relationship management, patient protocols, referral network navigation, access, and account department drivers & barriers.
• Implements and maintains strategic account plans that identify and harness business opportunities and patient-focused solutions for significant growth across the customer landscape
• Drives sales performance and ensures forecasts and assigned budgets meet or exceed territory expectations
• Collaborates compliantly with other field team members (e.g., field medical, HEOR, IDN and Payer Account teams) and headquarter colleagues to create aligned business plans, focus on strategic drivers, share best practices, and inform initiatives
• Role models ethics and integrity in the work that you do to support our culture of compliance and earn trust with external stakeholders, particularly in the context of this market and its history
• Effective and timely use of CRM tools to track activities, maintain call plans and report progress against goals and KPIs
• Act as a bridge between the company and referring HCP/Physician/other with consistent conference attendance (e.g., ASH and other local conferences) to foster strong relationships, share insights, and inform strategic initiatives

Qualifications

• Proven ability to navigate hospital institutions and systems and engage formulary management and pharmaceutical product review, to gain product access and impact key decision makers and affiliated community prescribers
• Experience with pulling through the implementation of inpatient formularies, protocols, pathways, and order sets
• Highly competent in a multitude of IT capabilities to support the business needs including CRM
• Experience in launching new products preferred
• Employee will be required to establish certain customer credentials and requirements, which include, but may not be limited to, successful completion of trainings, background screens, drug testing and vaccinations
• Must live and work within the territory. Depending on the territory‚Äôs geography and work requirements may also be required to live within a reasonable distance to a major airport
• Valid driver‚Äôs license and in good standing
• Travel by car or airplane up to 80% of the time and work after hours as required by business needs
• 10-30% of overnight travel may be required depending on territory
• Employee may be required to establish certain customer credentials and requirements, which include, but may not be limited to, successful completion of trainings, background screens, etc.
• Ability to travel up to 100% to assigned coverage locations

Education

• Bachelor‚Äôs degree
• 5+ years of experience in biotech sales; hospital/institution product launch experience is highly desired
• 3+ years of Account Management experience and ability to leverage existing institutional relationships