Oncology Account Manager - Houston
Location: Needham, Massachusetts, United States
The Oncology Account Manager calls on Health Care Professionals (Physicians, Nurses, Pharmacists, etc.) involved in the treatment of oncologic and hematologic diseases. This candidate will have had prior Hematology sales experience with the MD Anderson Cancer Center. Customers primarily include oncologists and hematologists and their staff. The Oncology Account Manager is responsible for all aspects of sales, market development, strategic business planning and implementation for Verastem Oncology for the assigned territory. This individual works interdependently with Sales Leadership, Marketing and Sales Operations as appropriate to assure the pull-through strategies and tactics will achieve the desired sales results.
Essential Duties & Responsibilities (Primary):
The Oncology Account Manager role is broken out into four key 'role' areas: Consultative Selling, Tactical Execution, Territory Management and Business Planning.
CONSULTATIVE SELLING: The Oncology Account Manager provides information about Company products directly to existing and potential customers in order to insure appropriate utilization of VSTM products.
Leverages a deep understanding of each customer's environment to actively engage them with the intention of gaining commitment to utilize Company products. Effectively utilizes sales skills to influence prescribing behavior and achieve a consistently high level of performance.
TACTICAL EXECUTION: The Oncology Account Manager executes the strategies and tactics as determined by the National, Regional and Area Plan of Action (POAs) and identified in the Business Planning process.
Meets and exceeds annual sales goals that contribute to the overall company objectives while acting in compliance with laws, regulations and policies.
TERRITORY MANAGEMENT: The Oncology Account Manager develops a strategic business plan by identifying and allocating appropriate resources; tracks results against the plan over time, and adjusts priorities and resources as customers and markets change during the performance period.
BUSINESS PLANNING: While the Oncology Account Manager receives National and Regional direction, they must adapt and prioritize elements of that direction to their territory optimizing the use of Company resources in their business planning processes in agreement with their supervisor.
Understands and has an intimate knowledge of the customer and market influences within their territory. Develops specific plans to leverage this understanding as necessary to drive sales results.
Core Competencies, Knowledge and Skill Requirements:
Strong Clinical selling skills and strong level of business acumen.
Demonstrated leadership with the ability to step in for Regional Business Director upon request.
Ability to establish, develop and maintain high quality relationships with customer base.
Excellent verbal / presentation communication skills.
Strong interpersonal, influencing leadership skills.
Strong in-depth knowledge of Specialty Biotech/Pharma working in managed care environment.
Strong analytical skills with attention to fiscal management
Mastery in CRM/SFA technologies.
A valid and current driver's license, and current auto insurance which meets VSTM policy requirements.
PC literacy required; MSOffice skills (Outlook, Word, Excel, PowerPoint) Proficiency in mobile devices
Education: Bachelor's degree or equivalent required.
A minimum of 5+ years of sales and/or training experience in Oncology, Hematology, or specialty pharmaceutical sales.
Proven and consistent sales track record as a high performer.
The physical demands for this position must be met by an employee to successfully perform the essential functions of this job.
The Oncology Account Manager may be required to travel extensively; the average travel for this position is 40-50% with some variation based upon geography and the demands of the business imperatives. This individual must be able to sit for long periods of time while traveling to and from appointments, and while waiting to see physicians. Occasional travel to sales meetings and corporate headquarters is also required.
Preferred experience in oral oncolytics and Medicare part D.
The Oncology Account Manager must be able to transport materials weighing up to 20 pounds. This individual must be able to navigate through medical buildings and physicians offices.
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