Job Description
Job Description
This territory also covers Kansas City, Louisville, Memphis, Nashville and Knoxville.
Responsibilities:
Territory Planning
- Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist to assure proper portfolio balance and planned actions.
- Complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing
- Familiarizes self with all available data to formulate selling strategy on an individual account basis
Pre-call Planning
- Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
- Execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Sales Call Execution
- Develop an understanding and use approved promotional materials to support marketing message.
- Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Endo Pharmaceuticals.
- Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
- Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
- Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Territory Management
- Execute all administrative responsibilities including but not limited to:
- Complete weekly activity reports as needed.
- Synchronize, check email, and voicemail at least once a day.
- Update Sr RSM on territory business plan on a quarterly basis.
- Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.
Maintain & Expand Market & Professional Knowledge
- Executes quarterly and annual plans to achieve account objectives.
- Demonstrates basic knowledge of customer/account and their primary issues regarding the business, patients, and the payer landscape.
- Maintain working knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
- Maintain product knowledge base including patient education, consumer education, and factors influencing the market environment.
- Learn to execute core sales training curriculum.
- Remains 100% current on all Compliance Wire activities
- Learn to apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
- Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
- Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.
Qualifications
Education & Experience
- Bachelor’s degree with 1+ years’ relevant experience preferred.
- Biopharmaceutical Industry experience preferred.
- B2B sales experience required.
- All newly hired experienced (i.e. not entry level) Key Account Specialists should enter at this level, regardless of their tenure or experience elsewhere.
Knowledge
- Able to understand technical issues (medical, computer, data analysis)
Skills & Abilities
- Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to the most appropriate, positive decisions.
- High level of business acumen.
- Strong analytical skills.
- High customer service orientation with a sense of urgency to respond to customer needs.
- Strong conflict and problem resolution skills.
- Ability to develop key strategies at the account level and effectively execute.
- Strong interpersonal skills.
- Strong negotiating skills.
- Proven consultative selling skills.
- Ability to manage a budget effectively and independently.
- Highly organized and able to prioritize effectively.
- Strong presentation, verbal and written communication skills; with an emphasis on virtual engagement.
- High level of proficiency in Excel, Word, PowerPoint, CRM systems and other software programs.
- Tracking sales performance, analyzing data, and adjusting strategies are part of their routine.
- They collaborate with sales directors to meet territory sales goals.
- High aptitude for learning and situational awareness.
- Ability to work independently and collaboratively.
Physical Requirements
- Overnight travel is necessary (50% or more). Territory specific.
- Must have valid driver’s license.
- Ability to safely operate a motor vehicle.
- Ability to lift up to 10 pounds.
Job Tags
Local area, Night shift,