Territory Business Manager - Phoenix/Las Vegas
Heron Therapeutics, Inc.
12 hours ago
On-site
Phoenix, AZ
Sales
The Territory Business Manager (TBM) is responsible for selling Heron acute care franchise products in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market, working with surgical teams in the operating room to ensure appropriate pull-through and utilization.
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets using territory-specific 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.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Deliver compliant, accurate, on-message sales presentations; customize interactions based on customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear, concise instruction on safe and efficacious product use in and out of the OR, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of products, relevant disease states, and competitors.
- Perform duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements / Qualifications
- BS degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (anesthesiologist targeting a plus).
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience partnering with pharmacists a plus.
- Experience selling in orthopedic and general surgery settings; knowledge of pain management market preferred.
- 1+ year working alongside physicians/staff in the operating room.
- Strong business skills to analyze market drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic, insightful questions to understand stakeholder needs and develop business plans.
- Ability to create a compelling product value rationale and compare/position products compliantly versus competition.
- Ability to communicate an effective, accurate sales presentation.
- Ability to understand and retain knowledge of pain management and PONV practices, disease states, and patient care.
- Candidates must satisfy reasonable credentialing requirements (e.g., vaccinations and background checks, as applicable).
- Available evenings and weekends; early OR mornings frequently required.
- Full-time field role (100% customer focus); willing to travel by car/plane; must have a 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 and manage to budgets using territory-specific 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.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, protocols, and standing orders.
- Deliver compliant, accurate, on-message sales presentations; customize interactions based on customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear, concise instruction on safe and efficacious product use in and out of the OR, including in-services for surgeons and clinical staff.
- Maintain up-to-date knowledge of products, relevant disease states, and competitors.
- Perform duties in compliance with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements / Qualifications
- BS degree in a relevant field (highly preferred); experience may be considered in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (anesthesiologist targeting a plus).
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience partnering with pharmacists a plus.
- Experience selling in orthopedic and general surgery settings; knowledge of pain management market preferred.
- 1+ year working alongside physicians/staff in the operating room.
- Strong business skills to analyze market drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic, insightful questions to understand stakeholder needs and develop business plans.
- Ability to create a compelling product value rationale and compare/position products compliantly versus competition.
- Ability to communicate an effective, accurate sales presentation.
- Ability to understand and retain knowledge of pain management and PONV practices, disease states, and patient care.
- Candidates must satisfy reasonable credentialing requirements (e.g., vaccinations and background checks, as applicable).
- Available evenings and weekends; early OR mornings frequently required.
- Full-time field role (100% customer focus); willing to travel by car/plane; must have a valid motor vehicle operator’s license in good standing.
Compensation
- Base salary range $140,000–$175,000 plus target bonus of $65,000.