Rheumatology Institutional Specialist – Philadelphia, PA

Role Summary

This is a field-based and remote opportunity supporting the key accounts in an assigned geography. The Rheumatology Institutional Specialist will be responsible for ensuring proper access pull-through in key hospitals with the rheumatology brand portfolio, generating demand by creating, coordinating, and executing a strategic business plan for top priority hospitals within designated rheumatology academic and government institutions. The Institutional Specialist will collaborate with rheumatology sales, marketing, US market access, patient services, and other home office staff to implement programs centered on the institution that align with business unit strategic goals and legal and compliance policies.

Responsibilities

• Accountable for building institutional advocacy around formulary adoption of rheumatology brands to help drive appropriate utilization of approved products.
• Increase demand by creating, organizing, and executing a strategic business plan specifically for the key strategic hospitals within the designated rheumatology academic and government institutions.
• Collaborate with local partners to develop and sustain strategically focused business plans tailored to specific institutions, reflecting a comprehensive understanding of local market dynamics that impact product sales.
• Exhibits a thorough understanding of the disease area, market dynamics, competitors, industry trends, and cross-functional strategies to proactively address and successfully navigate business opportunities and challenges.
• Execute sales activities by delivering presentations on products and disease states, sharing approved clinical data with physicians and their teams. Establishes key business relationships within the hospital, engaging with essential clinicians, administrative staff, and influential decision-makers to network across the organization and collaborate on initiatives where opportunities emerge.
• Facilitate cross-functional Area Team Meetings (ATMs) for designated hospital accounts, developing, executing, and revising business strategies to meet product access and sales targets.
• Regularly evaluate key customer needs to provide tailored insights and hospital activities to both field and headquarters teams and collaborate on implementing new strategies to seize business opportunities.
• Assist Area Business Leaders in pinpointing significant business opportunities and diagnosing essential business and implementation challenges within designated hospitals and their adjacent markets/landscape.

Qualifications

• Required: Bachelor's degree (preferably in Life Sciences, Pharmacy, or business-related field).
• Required: 5+ years of specialty sales experience, including 2+ years in hospital sales or similar role managing sophisticated accounts (including large academic centers) within the past 5 years.
• Required: Strong understanding of the community and therapeutic area/product knowledge expertise.
• Required: Robust business background with the ability to collaborate and work cross-functionally within a sophisticated matrix environment.
• Required: Residence within the territory or within a reasonable daily commuting distance of 100 miles from the territory border; ability to travel 60-80% across a broad geography; valid driver’s license.
• Preferred: MBA.

Education

• Bachelor's degree (Life Sciences, Pharmacy, or business-related field) or equivalent.

Additional Requirements

• Driving is an Essential Function of this Role: must have a fully valid and unrestricted driver’s license.
• Field roles may require completing initial training, including home study, up to 40 hours per week.
• COVID-19 vaccine policy: while vaccination is not universally required, credentialing guidelines from customers may require vaccination; reasonable accommodations may be requested where allowed by law.
• Travel: 60-80% travel within the territory; the role may require driving or flying within the territory.