Territory Business Manager - Lexington
Heron Therapeutics, Inc.
6 hours ago
On-site
Lexington, KY
Sales
The Territory Business Manager (TBM) is responsible for selling the Acute Care franchise products in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market, working alongside surgical teams in the operating room to ensure appropriate pull-through and utilization of Heron products, and developing strategies to introduce new products and grow business in assigned accounts.
Essential Duties & Responsibilities
- Meet or exceed territory sales goals; develop and implement territory strategies aligned to commercial 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.
- Ensure acute care products are on hospital formulary and in EMR systems, on protocols, and standing orders.
- Deliver compliant, current, accurate, on-message sales presentations; customize discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious use of acute care products in and out of the OR, including in-services.
- Maintain working knowledge of acute care products, relevant disease states, and competitor products.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM).
Requirements
- Candidates must reside in the territory.
- BS degree in a relevant field highly preferred; experience in lieu of degree considered.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); anesthesiologist targeting a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnerships a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians/staff in the operating room.
- Strong business skills to develop, execute, and adjust business plans.
- Experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic, insightful questions across stakeholders and develop successful business plans.
- Knowledge to position products and competently compare vs. competition.
- Ability to communicate an accurate sales presentation.
- Ability to understand/retain knowledge of pain management and PONV practices and related patient care.
- Meet reasonable credentialing requirements (e.g., vaccinations/background checks, as applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field position (100% customer focus); travel by car/plane; valid motor vehicle operator’s license in good standing.
Compensation
- Base salary range $140,000–$175,000 plus target bonus of $65,000.
Essential Duties & Responsibilities
- Meet or exceed territory sales goals; develop and implement territory strategies aligned to commercial 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.
- Ensure acute care products are on hospital formulary and in EMR systems, on protocols, and standing orders.
- Deliver compliant, current, accurate, on-message sales presentations; customize discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious use of acute care products in and out of the OR, including in-services.
- Maintain working knowledge of acute care products, relevant disease states, and competitor products.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM).
Requirements
- Candidates must reside in the territory.
- BS degree in a relevant field highly preferred; experience in lieu of degree considered.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); anesthesiologist targeting a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnerships a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians/staff in the operating room.
- Strong business skills to develop, execute, and adjust business plans.
- Experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic, insightful questions across stakeholders and develop successful business plans.
- Knowledge to position products and competently compare vs. competition.
- Ability to communicate an accurate sales presentation.
- Ability to understand/retain knowledge of pain management and PONV practices and related patient care.
- Meet reasonable credentialing requirements (e.g., vaccinations/background checks, as applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field position (100% customer focus); travel by car/plane; valid motor vehicle operator’s license in good standing.
Compensation
- Base salary range $140,000–$175,000 plus target bonus of $65,000.