Territory Business Manager - Upstate New York
Heron Therapeutics, Inc.
9 hours ago
On-site
Syracuse, NY
Sales
Territory Business Manager (TBM) — Acute Care
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage to budgets by developing and implementing territory 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 to drive support for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, and included on protocols and standing orders.
- Provide compliant, accurate, effective sales presentations; customize discussions based on customer needs.
- Engage strategic partners to build long-term relationships.
- Deliver clear instructions on safe and efficacious product use, including in-services for surgeons and clinical staff in and out of the operating room.
- Maintain up-to-date knowledge of products, relevant disease states, and competitor offerings.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in a timely, accurate, organized manner.
Requirements
- Candidates must reside in the territory.
- B.S. degree in a relevant field highly preferred; experience in lieu of degree considered.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); experience targeting anesthesiologists is 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 the pain management market preferred.
- 1+ year of demonstrated experience working alongside physicians/staff in the operating room.
- Demonstrated 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 identify stakeholder needs and build business plans.
- Ability to position products compliantly versus competition and articulate product value.
- Ability to communicate effectively and retain knowledge of pain management and PONV practices.
- Ability to satisfy reasonable credentialing requirements (e.g., vaccinations/background checks).
- Available evenings and weekends (early OR mornings frequently required); full-time, 100% customer-focused.
- Willing to travel by car/plane as needed; 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 by developing and implementing territory 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 to drive support for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are on hospital formulary and in EMR systems, and included on protocols and standing orders.
- Provide compliant, accurate, effective sales presentations; customize discussions based on customer needs.
- Engage strategic partners to build long-term relationships.
- Deliver clear instructions on safe and efficacious product use, including in-services for surgeons and clinical staff in and out of the operating room.
- Maintain up-to-date knowledge of products, relevant disease states, and competitor offerings.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) in a timely, accurate, organized manner.
Requirements
- Candidates must reside in the territory.
- B.S. degree in a relevant field highly preferred; experience in lieu of degree considered.
- 3+ years of account management experience in medical device and/or pharmaceutical sales targeting surgeons (other relevant experience considered); experience targeting anesthesiologists is 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 the pain management market preferred.
- 1+ year of demonstrated experience working alongside physicians/staff in the operating room.
- Demonstrated 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 identify stakeholder needs and build business plans.
- Ability to position products compliantly versus competition and articulate product value.
- Ability to communicate effectively and retain knowledge of pain management and PONV practices.
- Ability to satisfy reasonable credentialing requirements (e.g., vaccinations/background checks).
- Available evenings and weekends (early OR mornings frequently required); full-time, 100% customer-focused.
- Willing to travel by car/plane as needed; valid motor vehicle operator’s license in good standing.
Compensation
- Base salary range: $140,000–$175,000 plus target bonus of $65,000.