Senior Oncology Account Manager - Upstate, NY

Role Summary

The Senior Oncology Account Manager is responsible for direct promotion of Jazz Pharmaceuticals' products, and the development and management of business relationships with therapeutic specialists within an assigned geographical territory. The Senior Oncology Account Manager (OAM) is an integral part of the commercial team that includes all personnel dedicated to the sales and marketing functions. The Senior Oncology Account Manager will implement Jazz Pharmaceuticals’ marketing strategies and marketing tactics to achieve sales goals through short-term and long-term objectives. This position reports directly to the Regional Sales Manager.

Responsibilities

• Direct promotion of Jazz Pharmaceuticals’ products and development/management of business relationships with therapeutic specialists within an assigned territory.
• Implement Jazz Pharmaceuticals’ marketing strategies and tactics to achieve sales goals through short-term and long-term objectives.
• Organize and facilitate meetings for the exchange of medical and product information in line with company policies, regulatory and legal requirements.
• Represent the company at live and virtual conferences, attend company meetings, educational events, training programs and functions as needed.
• Utilize CRM tools to manage customer interactions, track sales activities and maintain accurate territory records.
• Present a positive and professional image of Jazz Pharmaceuticals and ensure activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures.
• Collaborate with cross-functional teams (marketing, medical affairs and market access) to align and execute on account strategies and achieve common objectives.
• Work with customer-facing colleagues to facilitate achievement of functional objectives and lead as appropriate as the main point of contact for designated accounts.
• Engage and share insights and best practices across the team to enhance effectiveness and impact.
• Execute special projects as assigned and ensure compliance with all applicable legal/regulatory guidelines.
• Manage activities within allocated budget.

Qualifications

• Required: Four-year college/university degree
• Required: Experience in Oncology
• Required: Excellent verbal and written communication skills with an effective presentation style in both in-person and virtual settings to connect with healthcare professionals
• Required: Ability to meet territorial travel requirements
• Preferred: Post-graduate business school study or training
• Preferred: Minimum of 5 years in the oncology market
• Preferred: Strong clinical, technical and scientific knowledge of product(s) and applicable disease states
• Preferred: Strategic thinker who can drive a strategic account business plan
• Preferred: Strong key account management experience in complex academic and community accounts
• Preferred: Demonstrated business acumen, problem solving, prioritization, account management and analytics skills
• Preferred: Ability to foster teamwork and collaboration in cross-functional account management
• Preferred: Results-oriented, proactive and self-motivated to drive sales growth
• Preferred: Experience with GI, HER2 landscape, biomarker-driven therapeutics and/or Lung Cancer
• Preferred: Key Account & Market dynamics knowledge

Skills

• Strategic Account Management
  • Customer Understanding
  • Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends
  • Demonstrate a thorough understanding of internal customer business models, external customers, and relevant reimbursement/payer issues to inform annual territory plans
  • Gain understanding of customer needs through thorough research and analysis; identify key stakeholders within accounts and their roles, priorities and patient needs
  • Leverage dashboards, omnichannel reports, speaker programs and conference attendance; collect customer insights and provide timely feedback to cross-functional partners and regional managers
  • Identify opportunities and obstacles in the account landscape and adjust strategies accordingly
• Strategic Planning
  • Keep the needs and expectations of customers and patients at the forefront of all activities
  • Define clear, measurable objectives aligned with company goals and customer needs
  • Develop tailored strategies and tactics for each customer; determine required resources
  • Continuously review and adjust strategic account plans based on activity, feedback and market conditions
  • Collaborate with cross-functional teams (marketing, medical affairs and market access) to align and execute account strategies
  • Develop customized account strategic plans with clear next steps and appropriate resource utilization
  • Monitor patterns and trends from multi-source data for problem solving
• Teamwork & Collaboration
  • Maintain an enterprise mindset and cross-functional thinking to maximize customer engagement
  • Leverage partnerships with marketing, medical affairs and market access to advance business objectives
  • Engage cross-functional partners to mobilize resources and ideas to meet customer and patient needs
  • Share insights and best practices across the team; foster trust and collaboration
  • Work effectively with customer-facing colleagues to achieve functional objectives
  • Lead as the main contact for designated accounts and coordinate a streamlined interface among stakeholders
• Selling Effectiveness
  • Promote Jazz Oncology products to physicians and health care providers in community and academic centers
  • Adopt a network-selling mindset to broaden connections across accounts
  • Stay current on industry trends, competition, and oncology developments to communicate product differentiation and value
  • Adapt quickly to new tools and resources; use analytics to develop insights and next-best-action plans
  • Establish and maintain strong relationships with key physicians, providers and organizations in the territory
• Product And Scientific Knowledge
  • Educate clinicians about Jazz products and current approved indications in focus areas: SCLC and GI Cancers
  • Communicate effectively across multiple disease states; respond to questions per guidance
  • Demonstrate high level clinical knowledge of diseases and Jazz products; challenge prescribers when appropriate
• Execution
  • Organize and facilitate meetings for medical/product information in line with company policies and regulations
  • Represent the company at live and virtual conferences; attend meetings and training programs as needed
  • Utilize CRM tools to manage customer interactions, track sales activities and maintain territory records
  • Present a professional image that aligns with ethical marketing policies
  • Perform special projects as assigned; comply with legal/regulatory guidelines; operate within allocated budget

Additional Requirements

• Frequent travel between meeting sites
• Frequent computer and office equipment use; standard office environment exposure
• Ability to work outside normal hours to meet business demands
• Frequent public contact requiring appropriate business attire