Territory Business Manager - Cleveland
Heron Therapeutics, Inc.
4 hours ago
On-site
Cleveland, OH
Sales
Territory Business Manager (TBM) – Acute Care
Candidates must reside in the territory.
Essential Duties & Responsibilities
- Meet or exceed established territory sales goals and manage to budgets by developing and implementing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain professional relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs to drive buy-in for the acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, including protocols and standing orders.
- Conduct compliant, current, accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on the safe and efficacious use of acute care products in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date product and disease-state knowledge, including competitor products.
- Perform all duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (e.g., CRM) in a timely, accurate manner.
Requirements / Qualifications
- B.S. degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); anesthesia targeting is a plus.
- Pharmaceutical hospital sales experience with P&T process (strongly preferred); experience partnering with pharmacists is a plus.
- Experience selling in orthopedic and general surgery settings; pain management market knowledge preferred.
- 1+ year experience working alongside physicians/staff in the operating room.
- Strong business skills to analyze drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic, insightful questions and develop successful business plans.
- Ability to articulate product value and competitively position products compliantly.
- Ability to communicate effective, accurate sales presentations.
- Ability to understand and retain knowledge of pain management and PONV practices and related patient care.
- Meet reasonable credentialing requirements (e.g., vaccinations, background checks) where applicable.
- Availability for evenings and weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane; valid motor vehicle operator’s license in good standing.
Compensation (as stated)
- Base salary range: $140,000–$175,000 plus target bonus of $65,000.
Candidates must reside in the territory.
Essential Duties & Responsibilities
- Meet or exceed established territory sales goals and manage to budgets by developing and implementing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain professional relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs to drive buy-in for the acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, including protocols and standing orders.
- Conduct compliant, current, accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on the safe and efficacious use of acute care products in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date product and disease-state knowledge, including competitor products.
- Perform all duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (e.g., CRM) in a timely, accurate manner.
Requirements / Qualifications
- B.S. degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); anesthesia targeting is a plus.
- Pharmaceutical hospital sales experience with P&T process (strongly preferred); experience partnering with pharmacists is a plus.
- Experience selling in orthopedic and general surgery settings; pain management market knowledge preferred.
- 1+ year experience working alongside physicians/staff in the operating room.
- Strong business skills to analyze drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic, insightful questions and develop successful business plans.
- Ability to articulate product value and competitively position products compliantly.
- Ability to communicate effective, accurate sales presentations.
- Ability to understand and retain knowledge of pain management and PONV practices and related patient care.
- Meet reasonable credentialing requirements (e.g., vaccinations, background checks) where applicable.
- Availability for evenings and weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane; valid motor vehicle operator’s license in good standing.
Compensation (as stated)
- Base salary range: $140,000–$175,000 plus target bonus of $65,000.