Area Business Manager - New York
Location: New York City, NY, US
Serve as primary customer contact within an assigned territory. Key responsibilities include creating demand for company products by executing marketing strategy, promoting oncology therapeutic products, communicating reimbursement processes, and pulling through account level GPO contracts. This includes engagement of targeted oncologists and ancillary staff, working with reimbursement and office management to ensure product reimbursement, in-servicing all staff to ensure safe and appropriate drug administration, driving thought-leaders and advocate development, and building strong relationships with other key personnel to drive product sales. The Area Business Manager, (ABM), has secondary responsibility for supporting the launch and selling the Company’s lead product candidate in the pain franchise, HTX-011 in the assigned Ambulatory Surgery Center (ASC) market.
Essential Duties & Responsibilities
Analyze territory and account trends to develop and implement appropriate territory business plans. Meet or exceed all established territory sales plan and expense plan targets by developing and implementing strategies specific to the assigned territory.
Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces.
Meet with key customers and decision makers to establish and maintain professional and strategic relationships to understand practice structure, business model, customer needs, and identify business opportunities.
Maintain a productive and compliant working relationship with the Company’s GPO partners within the Community Oncology space as well as the Ambulatory Surgery Center sector. Implement and manage contracts, and identify emerging trends that help shape future contracts.
Understand national and local reimbursement policies for the assigned region; communicate changes proactively to key accounts and to internal stakeholders.
Develop local provider payer advocates to support corporate and/or brand initiatives.
Lead cross-functional teams to develop long-term relationships with key accounts and stakeholders within the marketplace. Maintain an updated working knowledge of Heron products, relevant disease states, and competitor products in order to provide comprehensive clinical knowledge to customer contacts.
Effectively plan work days and sales calls to accomplish goals and objectives. Effectively manage time, resources, and workload.
A. or B.S. degree in relevant field or equivalent experience required.
Minimum of 3 years of sales or account management experience in the pharmaceutical. Experience in the assigned territory/accounts is preferred.
Demonstrated superior selling skills and a proven track record of delivering consistent sales results. Ability to build and maintain strong professional relationships with key customers, office staff and other influential stakeholders.
Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute and adjust business plans.
Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.
Demonstrated understanding of EMR and CPOE systems.
Ability to create a compelling and logical rationale for the value of products and how to contrast, compare, and position Heron products compliantly versus competition.
Demonstrated ability to understand complex account interdependencies in order to develop and implement effective business plans.
Ability to understand and articulate the oncology payer environment including the billing and reimbursement process preferred.
Effective verbal and written communication skills and organizational abilities.
Demonstrated ability to adjust to changing strategies to support corporate and/or brand with big picture focus while maintaining the highest level of performance.
Ability to work effectively in a team-oriented, cross-functional environment while maintaining an entrepreneurial spirit on a consistent basis.
Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
Must be willing to travel by car or plane as needed to visit customers, attend conferences, or corporate meetings. Must possess a valid motor vehicle operator’s license in good standing.
Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable.
Must be available to work in the evenings and weekends, as required.
Position will require 60% travel.
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