Territory Business Manager - Nashville

Role Summary

Location: Nashville. 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. Works alongside surgical teams in the operating room to ensure pull-through and utilization of Heron products. Develops and implements strategies to introduce new products and grow business in assigned accounts, promotes thought-leader and advocate development, and builds strong relationships with 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 hospitals and 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.
• 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 in compliance with corporate policies, procedures, and standards.

Qualifications

• Preferred: B.S. degree in a relevant field; will consider experience in lieu of degree.
• Required: Minimum three (3) years of account management experience in medical device sales and/or pharmaceutical sales targeting surgeons; experience building and maintaining relationships with surgeons across multiple specialties. Experience targeting anesthesiologists is a plus.
• Preferred: Pharmaceutical hospital sales experience with P&T process; experience selling to or partnering with pharmacists is a plus.
• Preferred: Experience selling in orthopedic and general surgery settings; knowledge of the pain management market.
• Required: Minimum one (1) year of demonstrated experience working alongside physicians and staff in the operating room.
• Required: Strong business skills to understand and analyze business and market drivers; ability to develop, execute, and adjust business plans.
• Required: Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
• Required: Ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
• Required: Knowledge of how to create a compelling and logical rationale for the value of products and how to position Heron’s acute care products compliantly versus the competition.
• Required: Ability to communicate a current, effective, and accurate sales presentation to customers.
• Required: Ability to understand and retain knowledge of pain management and PONV practices, related disease states, and patient care.
• Required: Candidates must satisfy reasonable credentialing requirements, including vaccinations and background checks where applicable.
• Required: Availability to work in the evenings and weekends as required; early mornings in the OR frequently required.
• Required: This is a full-time field position requiring 100% customer focus; must be willing to travel by car or plane to visit customers, attend conferences, or corporate meetings; must possess a valid driver’s license in good standing.

Skills

• Strategic thinking and territory planning
• Clinical product knowledge and ability to convey complex information clearly
• Strong interpersonal and relationship-building skills
• Effective communication and presentation skills
• Negotiation and influence within clinical environments

Education

• As listed in Qualifications (see above).

Additional Requirements

• Willingness to travel as needed to visit customers, attend conferences, or corporate meetings; valid driver’s license in good standing.