Territory Business Manager - Central Dallas
Heron Therapeutics, Inc.
8 hours ago
On-site
Dallas, TX
Sales
Territory Business Manager (TBM) — Acute Care (US hospital inpatient/outpatient & ASC)
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets via territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs to build support for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary, in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, effective, and accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and effective product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of products, relevant disease states, and competitor products.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in a timely, accurate, organized manner.
Requirements/Qualifications
- Must reside in the territory.
- B.S. degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (experience in lieu of account management considered if relationship-building is demonstrated). Anesthesiologist targeting is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership is a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians and staff in the operating room.
- Demonstrated business skills to analyze drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop business plans.
- Ability to articulate product value and contrast/compare/position compliantly vs. competition.
- Ability to communicate accurate sales presentations.
- Knowledge of pain management and PONV practices, related disease states, and patient care.
- Meet credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane; attend conferences/corporate meetings; valid driver’s license in good standing.
Compensation
- Base salary: $140,000–$175,000 plus target bonus of $65,000.
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets via territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs to build support for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary, in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, effective, and accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and effective product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of products, relevant disease states, and competitor products.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in a timely, accurate, organized manner.
Requirements/Qualifications
- Must reside in the territory.
- B.S. degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (experience in lieu of account management considered if relationship-building is demonstrated). Anesthesiologist targeting is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership is a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians and staff in the operating room.
- Demonstrated business skills to analyze drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop business plans.
- Ability to articulate product value and contrast/compare/position compliantly vs. competition.
- Ability to communicate accurate sales presentations.
- Knowledge of pain management and PONV practices, related disease states, and patient care.
- Meet credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane; attend conferences/corporate meetings; valid driver’s license in good standing.
Compensation
- Base salary: $140,000–$175,000 plus target bonus of $65,000.