Territory Business Manager - Wisconsin North
Heron Therapeutics, Inc.
8 hours ago
On-site
Green Bay, WI
Sales
Territory Business Manager (TBM) — Acute Care (US hospital inpatient/outpatient and ASCs)
Essential Duties & Responsibilities
- Meet or exceed territory sales goals and manage budgets by developing and implementing 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 to build buy-in for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are available on hospital formulary and in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, effective, and accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain working knowledge of products, disease states, and competitor products to provide comprehensive clinical support.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements / Qualifications
- Candidates must reside in the territory.
- B.S. degree in relevant field highly preferred; experience in lieu of degree considered.
- Minimum 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (alternative relevant experience considered); anesthesia targeting experience is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership experience a plus.
- Experience selling in orthopedic and general surgery settings; pain management market knowledge preferred.
- Minimum 1 year operating room experience working alongside physicians/staff.
- Demonstrated business skills to analyze market drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop successful business plans.
- Ability to build and present a logical product value rationale and position products compliantly vs. competition.
- Ability to communicate an effective sales presentation and retain knowledge of pain management and PONV practices/disease states.
- Satisfy reasonable credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane as needed; 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 and implementing 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 to build buy-in for Heron’s acute care portfolio.
- Develop and implement strategies to ensure products are available on hospital formulary and in EMR systems, and included in protocols and standing orders.
- Deliver compliant, current, effective, and accurate sales presentations; tailor discussions to customer needs.
- Engage strategic partners to build long-term relationships.
- Provide clear instructions on safe and efficacious product use in and out of the operating room, including in-services for surgeons and clinical staff.
- Maintain working knowledge of products, disease states, and competitor products to provide comprehensive clinical support.
- Comply with applicable regulations and Pharma guidelines; complete administrative tasks (including CRM) accurately and on time.
Requirements / Qualifications
- Candidates must reside in the territory.
- B.S. degree in relevant field highly preferred; experience in lieu of degree considered.
- Minimum 3+ years account management experience in medical device and/or pharmaceutical sales targeting surgeons (alternative relevant experience considered); anesthesia targeting experience is a plus.
- Pharmaceutical hospital sales experience with P&T process strongly preferred; pharmacist partnership experience a plus.
- Experience selling in orthopedic and general surgery settings; pain management market knowledge preferred.
- Minimum 1 year operating room experience working alongside physicians/staff.
- Demonstrated business skills to analyze market drivers and develop/execute/adjust business plans.
- Demonstrated experience getting products into protocols/standing orders and general pull-through.
- Ability to ask strategic questions to identify stakeholder needs and develop successful business plans.
- Ability to build and present a logical product value rationale and position products compliantly vs. competition.
- Ability to communicate an effective sales presentation and retain knowledge of pain management and PONV practices/disease states.
- Satisfy reasonable credentialing requirements (e.g., vaccinations/background checks, where applicable).
- Available evenings/weekends; early OR mornings frequently required.
- Full-time field role with 100% customer focus; travel by car/plane as needed; valid driver’s license in good standing.
Compensation
- Base salary range: $140,000–$175,000 plus target bonus of $65,000.