Territory Business Manager - Akron/Cleveland

Role Summary

Specialty Sales Territory Business Manager (TBM) in the Akron/Cleveland, OH area. Reports to the District Business Manager. Responsible for maximizing the sale of MannKind Diabetes products within the territory and driving sales growth in line with the Afrezza and V-Go brand strategy. Promotes entrepreneurial ownership across the sales team.

Responsibilities

• Achieve identified territory sales goals while adhering to MannKind compliance policies and FDA-label messages.
• Deliver effective sales presentations to targeted customers.
• Identify and establish customer relationships; maintain in-depth knowledge of disease state, products, competition, and territory.
• Maintain budgets and associated timelines for the territory.
• Align territory growth to the business unit strategy and incorporate available tactics/resources.
• Solve customer challenges translating clinical data into a patient-specific picture of product clinical attributes.
• Demonstrate total customer engagement through total account management; develop relationships and create value by addressing gaps in current treatment plans.
• Takes a tailored approach to reduce practice pathway friction through effective strategic use of approved materials, programs, and resources.
• Maintain knowledge of latest clinical data, industry changes, and medical data; communicate this information to healthcare professionals in a compliant manner.
• Monitor sales activity via reports and analyses and identify territory growth opportunities based on geography insights, data, key stakeholders, and payer landscape.
• Organize plan and call routing through informed data and customer insights.
• Effectively execute a data-based pre-call and post-call plan.
• Productively communicate to customers, peers, and various stakeholders.
• Demonstrate strong working knowledge of the complexity of Type 1 and Type 2 diabetes, the competitive treatment landscape, and treatment guidelines.
• Develop strong working relationships with internal Product Marketing/Management to provide voice-of-customer and market observations to help optimize and develop long-term portfolio strategies.
• Translate clinical data into a patient-specific picture of product attributes.
• Maintain professional and technical knowledge by attending training, reviewing professional publications, and establishing personal networks.
• Complete all tasks on time and with quality; stay organized and compliant.
• Learn, analyze, and convey technically complex information.
• Fully comply with laws, regulations, company policies, privacy and data guidelines, and PDMA guidelines.
• Participate in teleconferences, district meetings, external engagements, and training sessions as required.
• Represent the Company at national and/or local conventions when requested.
• Observe all Company, Health, and Environmental guidelines.
• Compliantly use MannKind’s Marketing and Sales tools to contribute to the sales process.
• Overnight travel may be required based on territory/geography.
• Duties and responsibilities are not limited to the work listed above and may include other assignments as necessary.

Qualifications

• Required: Bachelor's Degree from an accredited college or university and 3 years of sales experience, or Associate’s Degree and 6 years of sales experience, or High school diploma/GED and 8 years of sales experience.
• Required: Valid driver’s license and safe driving record.
• Required: Must live within territory boundaries.
• Preferred: Minimum 3 years of experience selling in a complex and competitive environment.
• Preferred: Prior diabetes sales and/or pharmaceutical sales experience.
• Preferred: Pre-existing endocrinology relationships in the territory/geography; at least 3 years.
• Preferred: Strong knowledge of Type 1 & 2 diabetes, the competitive treatment landscape, and treatment guidelines.
• Preferred: Knowledge of medical, healthcare, or pharmaceutical industry.
• Preferred: Ability to understand regulations related to the healthcare industry.
• Preferred: Strong understanding of the sales cycle with the ability to deliver a clear and concise selling message.
• Preferred: Skills in clinical selling; leveraging clinical data to drive patient outcomes in a compliant manner.
• Preferred: Track record of documented sales growth in a highly competitive field.
• Preferred: Self-motivated, proactive, and accountable.
• Preferred: Ability to identify prospects for growth and business opportunities.
• Preferred: Excellent planning skills and ability to map actions to goals and implement plans.
• Preferred: Demonstrated judgment and decision-making with the ability to analyze alternatives and decide on a course of action.
• Preferred: Excellent communication, organizational, and time management skills.