Territory Business Manager - Memphis
Heron Therapeutics, Inc.
4 hours ago
On-site
Memphis, TN
Sales
The Territory Business Manager (TBM) is responsible for selling Acute Care franchise products in the US hospital (inpatient/outpatient) and ambulatory surgery center (ASC) market, working with surgical teams in the operating room to drive appropriate pull-through and utilization of Heron products. Develops and implements strategies for new product introduction, grows business in assigned accounts, promotes thought-leader/advocate development, and builds relationships with key personnel to drive sales.
Essential Duties & Responsibilities
- Meet/exceed territory sales goals and manage to budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain professional relationships with hospital/ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors).
- Ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Deliver compliant, current, effective sales presentations; customize based on customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious product use, including in-services for surgeons and clinical staff.
- Maintain up-to-date product, disease state, and competitor knowledge to provide clinical insights.
- Perform duties in compliance with applicable regulations/Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements
- Candidates 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 (other relevant experience considered); anesthesiologist targeting experience preferred.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership experience 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 analyze drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic questions to understand stakeholder needs and build business plans.
- Ability to develop and communicate product value rationale and position products compliantly vs. competition.
- Ability to communicate an accurate sales presentation; retain knowledge of pain management and PONV practices.
- Meet credentialing requirements (e.g., vaccinations/background checks where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role (100% customer focus); travel by car/plane; valid driver’s license in good standing.
Compensation
- Base salary range: $140,000–$175,000 plus target bonus: $65,000.
Essential Duties & Responsibilities
- Meet/exceed territory sales goals and manage to budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain professional relationships with hospital/ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors).
- Ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Deliver compliant, current, effective sales presentations; customize based on customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious product use, including in-services for surgeons and clinical staff.
- Maintain up-to-date product, disease state, and competitor knowledge to provide clinical insights.
- Perform duties in compliance with applicable regulations/Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements
- Candidates 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 (other relevant experience considered); anesthesiologist targeting experience preferred.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership experience 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 analyze drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and with pull-through.
- Ability to ask strategic questions to understand stakeholder needs and build business plans.
- Ability to develop and communicate product value rationale and position products compliantly vs. competition.
- Ability to communicate an accurate sales presentation; retain knowledge of pain management and PONV practices.
- Meet credentialing requirements (e.g., vaccinations/background checks where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role (100% customer focus); travel by car/plane; valid driver’s license in good standing.
Compensation
- Base salary range: $140,000–$175,000 plus target bonus: $65,000.