Strategic Account Manager, Oncology
Location: Chicago, Illinois Minneapolis, Minnesota Houston, Texas
The Oncology Strategic Account Manager (SAM) is the primary Oncology point of contact for Prometheus with Immunotherapy Treatment Centers (ITC), Oncology Key Opinion Leaders (KOL), selected large group practices, and integrated delivery networks that have a focus on Oncology. This position will cover parts of IL, MN and TX with approximately 50% travel.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Gains deep knowledge of each assigned account through internal research and proactive gathering and integration of information from various stakeholders within the account, for example, business model, relevant business metrics, unique challenges, and strategic goals.
Acts as a regional account manager in building and maintaining referral networks for area Immunotherapy Treatment Centers (ITC).
Demonstrate familiarity with community Oncology and Urology accounts referral patterns to their respective ITC’s.
Acts to strengthen the internal and external operating factors among the ITC’s in territory. Identifies and cultivates business relationship with doctors and all relevant departments at ITC’s.
Responsible for demonstrating strong collaboration and coordination with all internal customer-facing roles. With all assigned accounts, the SAM will be responsible for building the Oncology account strategy and coordinating the Oncology team execution consistent with the account strategy and customer needs.
Develop relationship with patient advocacy groups throughout the territory. Involved in development and execution of patient advocacy events in territory.
Create a Territory Business plan with specific goals and objectives that will move the Proleukin business forward. Conducts periodic analysis using all available territory metrics and incorporates the findings into business and account plan.
Use business analytic skills to create local and regional strategies and uncover new opportunities for product utilization.
Looks for strategic opportunities to increase physician and staff access through local and regional trade shows.
Design Account Plans to effectively promote patient access and conducts quarterly reviews of these plans.
Understands principles of health economics and the clinical implications. Shares specific customer requests with Medical Affairs and National Accounts when appropriate and pursuant to Company SOPs.
Knowledgeable on reimbursement relevant to Proleukin and provides approved information related to reimbursement process and support for Prometheus oncology products.
Travels throughout assigned territory to call on regular and prospective ITC’s to promote Prometheus pharmaceutical products. Frequency and distance of travel will be dictated by business needs.
Records calls for current and prospective customers into company CRM system.
Attends and participates in initial and supplemental internal training programs.
Coordinates speaker programs and other promotional activities with internal staff or external consultants based on corporate, regional and district directives.
Promptly identifies and investigates ITC concerns and communicates with Regional Business Director and home office to solve customer problems.
Demonstrates leadership among peers by consistently communicating a clear and appropriate strategy for each assigned account, ensuring the efficient and effective use of approved Prometheus resources and personnel to achieve business objectives consistent with Prometheus policies, and become a trusted resource for the customer to help improve patient health outcomes.
Understands current state and emerging trends in business operations affecting ITC management such as payer initiatives, approved patient financial assistance offerings, EMR capabilities, and pathway development.
EDUCATION and/or EXPERIENCE
Position generally requires a Bachelor's degree (B. A.) from four-year college or university with an emphasis in the life sciences preferred.
Internal candidates require the same educational experience above plus a minimum of 8 years sales experience in pharmaceutical, diagnostics and/or other related healthcare sales; with sales experience in Oncology injectables or diagnostics. Nursing experience may be considered if accompanied by 5 years of industry experience, life science and/or practitioner experience and at least 2 years in the oncology field.
External candidates require same educational experience as stated above plus a minimum of 10 years experience in Oncology sales. Work experience must also include specialty sales and/or account management in pharmaceutical, diagnostics and/or other related healthcare sales. Candidate must also provide documentation of a proven sales performance track record by placing in the top 25% of sales rankings for 2 of the 3 past years.
Strong peer leadership and ability to collaborate with and coordinate activity among individuals in different reporting structures within the organization.
Strong understanding of the Oncology therapeutic area and the current Oncology marketplace.
Strong presentation and training skills.
CERTIFICATES, LICENSES, REGISTRATIONS
Valid driver's license and maintenance of an acceptable driving record with no DUI's/suspensions for past 5 years. Must follow all applicable guidelines as set forth in the Company Fleet Management Program.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, and customers. Bi-lingual skills for certain territories preferred.
This position may require significant and extensive ground and air travel as well as overnight travel depending on the territory’s geography. Ground travel includes at least 50-75% time driving a company provided vehicle.