Territory Business Manager - Sacramento
Heron Therapeutics, Inc.
7 hours ago
On-site
Sacramento, CA
Sales
Territory Business Manager (TBM) — Acute Care (US hospital inpatient/outpatient, ambulatory surgery centers)
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with hospital/ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) to build buy-in for the acute care portfolio.
- Implement strategies to ensure products are on hospital formulary, in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, accurate sales presentations; tailor discussions to customer needs and perspectives.
- Engage strategic partners to build long-term relationships.
- Provide clear instruction on safe and effective use of acute care products in and out of the OR, including in-services for surgeons and clinical staff.
- Maintain up-to-date product, disease-state, and competitor knowledge to provide comprehensive clinical knowledge.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and timely.
Requirements
- B.S. degree in relevant field highly preferred; will consider experience in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons; anesthesiologist targeting experience is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience with pharmacists is a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians and 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 with pull-through.
- Ability to ask strategic questions to understand stakeholder needs and build business plans.
- Ability to articulate product value and competently position products versus competitors.
- Ability to communicate an effective sales presentation and retain knowledge of pain management and PONV practices.
- Meet credentialing requirements (e.g., vaccinations/background checks as 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.
- Base salary range $140,000–$175,000 plus target bonus $65,000.
Note: Candidates must reside in the territory.
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with hospital/ASC decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) to build buy-in for the acute care portfolio.
- Implement strategies to ensure products are on hospital formulary, in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, accurate sales presentations; tailor discussions to customer needs and perspectives.
- Engage strategic partners to build long-term relationships.
- Provide clear instruction on safe and effective use of acute care products in and out of the OR, including in-services for surgeons and clinical staff.
- Maintain up-to-date product, disease-state, and competitor knowledge to provide comprehensive clinical knowledge.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and timely.
Requirements
- B.S. degree in relevant field highly preferred; will consider experience in lieu of degree.
- 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons; anesthesiologist targeting experience is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; experience with pharmacists is a plus.
- Experience selling in orthopedic/general surgery; pain management market knowledge preferred.
- 1+ year working alongside physicians and 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 with pull-through.
- Ability to ask strategic questions to understand stakeholder needs and build business plans.
- Ability to articulate product value and competently position products versus competitors.
- Ability to communicate an effective sales presentation and retain knowledge of pain management and PONV practices.
- Meet credentialing requirements (e.g., vaccinations/background checks as 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.
- Base salary range $140,000–$175,000 plus target bonus $65,000.
Note: Candidates must reside in the territory.