Territory Business Manager - Los Angeles

Role Summary

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. Works alongside surgical teams in the operating room to ensure successful pull-through and utilization of Heron products. Develops and implements strategies for introducing new products and growing business in assigned accounts, promoting thought-leader and advocate development, and building strong relationships with other key personnel to drive product sales.

Responsibilities

• Meet or exceed all established territory sales goals, managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy and reflects an in-depth understanding of local market forces.
• Establish and maintain professional relationships with decision-makers and key contacts (e.g. surgeons, anesthesiologists, pharmacy directors) in hospital & ASCs, developing buy-in and support for Heron’s acute care portfolio.
• Develop and implement strategies to ensure Heron’s acute care products are on hospital formulary as well as in EMR systems, on protocols and standing orders.
• Engage in informed discussions and communicate a compliant, current, effective, on-message, and accurate sales presentation to customers. Customize interactions based on individual customer needs and perspectives.
• Develop and implement special programs within the territory to maximize sales opportunities, e.g. peer-to-peer programs.
• Verbally deliver clear and concise instructions on the safe and efficacious use of Heron acute care products to customers in and out of the operating room setting, including in-services for surgeons and clinical staff.
• Maintain an updated working knowledge of Heron’s acute care products, relevant disease states, and competitor products to provide comprehensive clinical knowledge to customer contacts.
• Able to carry out all duties and responsibilities in compliance with applicable regulations and Pharma guidelines. Complete assigned administrative tasks, including customer records, in a timely, accurate, legible, and organized manner complying with all corporate policies, procedures, and standards.

Qualifications

• B.S. degree in a relevant field highly preferred. Will consider experience in lieu of degree.
• Minimum three (3) or more years of account management experience in medical device sales and/or pharmaceutical sales targeting surgeons. Will consider other relevant experience in lieu of account management that demonstrates the ability to build and maintain strong professional relationships with surgeons across multiple specialties. Experience targeting anesthesiologists is a definite plus.
• Pharmaceutical hospital sales experience with P&T process is strongly preferred. Experience selling to or partnering with pharmacists a definite plus.
• Experience selling in an orthopedic and general surgery setting. Knowledge of the pain management market preferred.
• Minimum one (1) year of demonstrated experience working alongside physicians and staff in the operating room.
• Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute, and adjust business plans.
• Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
• Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
• Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position Heron’s acute care products compliantly versus the competition.
• Ability to communicate a current, effective, and accurate sales presentation to customers.
• Ability to understand and retain comprehensive knowledge of information regarding pain management and PONV practices, related disease states, and associated patient care.
• Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable.
• Must be available to work in the evenings and weekends, as required. Early mornings in the OR are frequently required.
• This is a full time field position requiring 100% customer focus. Must be willing to travel by car or plane as needed to visit customers, and attend conferences, or corporate meetings. Must possess a valid motor vehicle operator’s license in good standing.

Skills

• Strong communication and presentation skills
• Relationship-building with surgeons, anesthesiologists, and hospital staff
• Strategic account planning and territory management
• Clinical knowledge of acute care products, pain management, and related disease states
• Ability to navigate formulary, EMR systems, protocols, and standing orders

Education

• Details above in Qualifications

Additional Requirements

• Must be available to travel; valid driver’s license in good standing