Territory Business Manager - Charlotte, NC

Role Summary

Specialty Sales Territory Business Manager (TBM) for the Charlotte, NC territory. Responsible for maximizing MannKind product sales within the geographic territory and driving sales growth. Reports to the Regional Sales Director and promotes entrepreneurial ownership across the sales team.

Responsibilities

• Achieve identified territory sales goals while adhering to all MannKind compliance policies and procedures and ensuring messages are consistent with FDA labeling.
• 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 business unit strategy and use available tactics/resources.
• Solve customer challenges translating clinical data into a patient-specific picture of product attributes.
• Demonstrate total customer engagement through total account management; develop relationships and create value by addressing gaps in current treatment plans.
• Tailor approaches to reduce practice pathway friction through effective use of approved materials, programs, and resources.
• Maintain knowledge of the latest clinical data and communicate it to healthcare professionals in a compliant manner.
• Monitor sales activity via reports and analyses; identify territory growth opportunities based on geography insights and payer landscapes.
• Organize plan and call routing using data and customer insights; execute data-based pre- and post-call plans.
• Communicate effectively with customers, peers, and stakeholders.
• Demonstrate knowledge of Type 1 & 2 diabetes and the nephrology/heart failure treatment landscape and guidelines.
• Drive appropriate utilization of approved products with HF specialists, cardiology, nephrology, emergency medicine, advanced practitioners, HF clinic staff, and other health-care professionals within assigned accounts.
• Develop strong working relationships with internal Product Marketing/Management to provide voice-of-customer and market observations to optimize portfolio strategies.
• Translate clinical data into a patient-specific picture of product attributes.
• Maintain professional and technical knowledge by attending training, reviewing publications, and networking.
• Complete all tasks on time, with quality, while staying organized and compliant.
• Learn, analyze, and convey technically complex information.
• Fully comply with all 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, safety, and environmental guidelines.
• Use MannKind’s Marketing and Sales tools to contribute to the sales process.
• Overnight travel may be required based upon territory/geography.

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 sales and/or pharmaceutical sales experience within Endocrinology and/or Nephrology.
• Preferred: Pre-existing Endocrinology and/or Nephrology relationships in existing territory/geography; at least 3 years.
• Preferred: Strong working knowledge of the complexity of Type 1 & 2 diabetes and nephrology treatment landscape and guidelines.
• Preferred: Experience with product launch; Medicare population is a plus.
• Preferred: Experience working with HUB and specialty pharmacies.
• Preferred: Experience in Medicare population with coverage determination facilitation OR extensive prior authorization experience.
• Preferred: Knowledge of medical, healthcare, or pharmaceutical industry; regulatory understanding.
• 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, able to take initiative proactively and maintain high levels of accountability.
• Preferred: Ability to take responsibility, uncover and pursue prospects for growth and business opportunity.
• Preferred: Excellent planning skills with the ability to map out the actions to be taken for the business to arrive at its goals and implement those plans.
• Preferred: Demonstrated judgment and decision making with the ability to analyze all alternatives and decide on a course of action.
• Preferred: Excellent communication, organizational and time management skills.

Skills

• Strong communication and interpersonal skills
• Analytical and data-driven decision making
• Strategic account management and planning
• Clinical selling: leveraging clinical data to drive patient outcomes
• Ability to convey technically complex information
• Knowledge of diabetes, nephrology, and related treatment landscapes
• Proficiency with sales tools and CRM
• Self-motivation, initiative, and accountability

Education

• Bachelor's Degree from an accredited college or university (required if using the 3-year sales experience path). Alternative combinations: Associate’s Degree with 6 years of sales experience or High school diploma/GED with 8 years of sales experience as noted in Basic Qualifications.

Additional Requirements

• Overnight travel may be required based upon territory/geography.