Regional Accounts Manager - Southern California

Role Summary

Responsible for education and promotion of Neurocrine's products and related disease states to assigned regional and local organized LTC accounts. Aligns with regional account priorities to drive behavior change related to screening, assessment, diagnosis and treatment through processes identified by organized customer leaders. Builds and fosters strong relationships that require a longer sales commitment, increase field access, and create scalable opportunities. Accountable to the Region Sales Performance as well as other key business objectives.

Responsibilities

• Accountable for meeting assigned business goals including Regional Sales Goals as well as other key business objectives for assigned corporate accounts
• Conduct local market business analysis with LTC Regional Sales Managers to uncover opportunities and prioritize activities to improve business results in their area of responsibility
• Create scalable opportunities for regional and local accounts (non-CAM accounts) and lead regional execution plans for CAM national & super regional account initiatives
• Participate in strategic account planning process and execute plans for identifying, building and expanding relationships within assigned regional and local corporate accounts
• Contribute to the development and management of strategic business plans for assigned accounts, aligning with the LAS business plan to drive effective execution
• Support the expansion and development of assigned accounts, including pharmacies, while delivering high-quality customer service and promoting appropriate diagnosis and product use
• Identify key decision makers and initiate opportunities to engage with Neurocrine
• Other duties as assigned

Qualifications

• Required: Bachelor’s Degree in Business, Marketing, or related Scientific Field AND 6+ years of sales experience in the Biotech/Pharmaceutical industry, with significant experience as a corporate account manager; LTC experience leading account teams and managing initiatives within Long-term Care or similar B2B environments; Behavioral Health Systems experience with organized customers such as IDNs, Academic Hospital Centers, Community Hospitals, government agencies, corrections facilities or similar B2B environments
• Required: Master’s degree AND 4+ years of similar experience
• Required: Demonstrated relationship management skills
• Required: Good understanding of legal and regulatory frameworks for promotion, pharma industry guidelines and compliance issues
• Required: Proven ability to build relationships with organized customers such as Long-term Care, Pharmacies, Nursing Home Owner Groups, Provider Service Organizations and Professional Associations
• Required: Creative ability in developing business plans and presenting innovative solutions to customers
• Required: Proven ability to prospect, identify and influence corporate C & D suite leaders and top clinical decision makers
• Required: Thorough understanding of multiple interdependencies within an account to maximize performance by aligning solutions, messaging, and stakeholders
• Required: Highly motivated, self-starter and results-driven
• Required: Anticipates business and industry issues; recommends process/technical/service improvements
• Required: Demonstrates broad expertise or unique knowledge; may be an expert within the company with external presence
• Required: Applies in-depth expertise and broad knowledge of related areas to improve team efficiency
• Required: Ability to work as part of and lead multiple teams; good leadership and mentoring skills
• Required: Excellent computer skills; strong communications, problem-solving, analytical thinking
• Required: Sees broader picture and longer-term impact on division/company
• Required: Ability to meet multiple deadlines with accuracy and efficiency
• Required: Excellent project management and project leadership skills

Skills

• Relationship management
• Strategic account planning
• Communication and presentation
• Problem-solving and analytical thinking
• Project management
• Sales analytics and market analysis
• Industry regulatory compliance knowledge

Education

• Bachelor’s Degree in Business, Marketing, or related Scientific Field (or equivalent)
• Master’s degree (preferred or as an alternative to higher experience)