Territory Business Manager - Tallahassee
Heron Therapeutics, Inc.
4 months ago
On-site
Tallahassee, FL
Sales
Territory Business Manager (TBM) for Acute Care franchise products in the US hospital (inpatient/outpatient) and ambulatory surgery center (ASC) market. Works alongside surgical teams in the operating room to ensure appropriate pull-through and utilization of Heron products. Develops and implements strategies for introducing new products, growing business in assigned accounts, promoting thought-leader/advocate development, and building relationships to drive sales.
Essential Duties & Responsibilities:
- Meet or exceed territory sales goals and manage budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs.
- Develop and implement strategies to get products on hospital formulary, in EMR systems, and on protocols/standing orders.
- Deliver compliant, current, accurate sales presentations; customize discussions to customer needs.
- Engage strategic partners to establish long-term relationships.
- Provide clear instructions on safe and efficacious use of acute care products, including surgeon/clinical in-services.
- Maintain up-to-date knowledge of products, relevant disease states, and competitors.
- Comply with regulations and Pharma guidelines; complete administrative tasks including CRM.
Requirements / Qualifications:
- B.S. degree in relevant field (highly preferred); experience in lieu of degree.
- 3+ years account management in medical device and/or pharmaceutical sales targeting surgeons (experience in lieu considered). Anesthesiologist targeting experience is a plus.
- Hospital pharmaceutical sales experience with P&T process (strongly preferred); partnering 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 drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop business plans.
- Ability to develop value rationales and competently position products vs. competition.
- Ability to communicate accurate sales presentations and 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 position (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 of $65,000.
Essential Duties & Responsibilities:
- Meet or exceed territory sales goals and manage budgets by developing territory-specific strategies aligned to brand strategy and local market forces.
- Establish and maintain relationships with decision-makers and key contacts (e.g., surgeons, anesthesiologists, pharmacy directors) in hospitals and ASCs.
- Develop and implement strategies to get products on hospital formulary, in EMR systems, and on protocols/standing orders.
- Deliver compliant, current, accurate sales presentations; customize discussions to customer needs.
- Engage strategic partners to establish long-term relationships.
- Provide clear instructions on safe and efficacious use of acute care products, including surgeon/clinical in-services.
- Maintain up-to-date knowledge of products, relevant disease states, and competitors.
- Comply with regulations and Pharma guidelines; complete administrative tasks including CRM.
Requirements / Qualifications:
- B.S. degree in relevant field (highly preferred); experience in lieu of degree.
- 3+ years account management in medical device and/or pharmaceutical sales targeting surgeons (experience in lieu considered). Anesthesiologist targeting experience is a plus.
- Hospital pharmaceutical sales experience with P&T process (strongly preferred); partnering 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 drivers and develop/execute/adjust business plans.
- Experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop business plans.
- Ability to develop value rationales and competently position products vs. competition.
- Ability to communicate accurate sales presentations and 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 position (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 of $65,000.