Territory Business Manager - Montana
Heron Therapeutics, Inc.
9 hours ago
On-site
Missoula, MT
Sales
Territory Business Manager (TBM) – Acute Care (US Hospital/ASC Territory)
Candidates must reside in the territory. Ideal location is Missoula; will consider Billings or Spokane.
Essential Duties & Responsibilities
- Meet or exceed all established territory sales goals and manage to budgets by developing and implementing territory-specific strategies aligned to commercial brand strategy and local market forces.
- Establish and maintain professional relationships with hospital and ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) to build buy-in for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Conduct compliant, current, accurate sales presentations; tailor discussions to customer needs and perspectives.
- Engage strategic partners to establish long-term relationships.
- Provide clear instructions on safe and effective product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of Heron acute care products, relevant disease states, and competitor products.
- Perform duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in an accurate and timely manner per corporate standards.
Requirements
- 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 sales and/or pharmaceutical sales targeting surgeons; experience targeting anesthesiologists is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience partnering with pharmacists is a plus.
- Experience selling in orthopedic/general surgery settings; knowledge of pain management market preferred.
- 1+ year of experience working alongside physicians and staff in the operating room.
- Strong business skills to analyze market drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop successful business plans.
- Ability to develop a compelling product value rationale and position products compliantly versus competition.
- Ability to deliver an accurate sales presentation and retain comprehensive knowledge of pain management and PONV practices/disease states.
- Satisfy reasonable credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/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
- Base salary range: $140,000–$175,000 plus target bonus: $65,000.
Candidates must reside in the territory. Ideal location is Missoula; will consider Billings or Spokane.
Essential Duties & Responsibilities
- Meet or exceed all established territory sales goals and manage to budgets by developing and implementing territory-specific strategies aligned to commercial brand strategy and local market forces.
- Establish and maintain professional relationships with hospital and ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) to build buy-in for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Conduct compliant, current, accurate sales presentations; tailor discussions to customer needs and perspectives.
- Engage strategic partners to establish long-term relationships.
- Provide clear instructions on safe and effective product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of Heron acute care products, relevant disease states, and competitor products.
- Perform duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in an accurate and timely manner per corporate standards.
Requirements
- 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 sales and/or pharmaceutical sales targeting surgeons; experience targeting anesthesiologists is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience partnering with pharmacists is a plus.
- Experience selling in orthopedic/general surgery settings; knowledge of pain management market preferred.
- 1+ year of experience working alongside physicians and staff in the operating room.
- Strong business skills to analyze market drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop successful business plans.
- Ability to develop a compelling product value rationale and position products compliantly versus competition.
- Ability to deliver an accurate sales presentation and retain comprehensive knowledge of pain management and PONV practices/disease states.
- Satisfy reasonable credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/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
- Base salary range: $140,000–$175,000 plus target bonus: $65,000.