Early Intervention Account Manager- Chicago, IL

Summary

The Early Intervention Account Manager (EIAM) is responsible for the positioning and selling of Zilretta solutions to customers in Orthopedic, Sports Medicine and Primary Care Offices. This includes the pharmacological & technical knowledge and sales of the Zilretta value proposition. The EIAM will collaborate with the Regional Business Director to develop a sound business plan that will lead to exceeding defined sales revenues for the territory.

Essential Duties & Responsibilities

• Identify target markets in accordance with organizational strategy utilizing familiarity with customer operations and existing reporting, tools, and dashboards.
• Ensure that corporate revenue objectives are exceeded within a specified geography.
• Collaborate with surgeons, sports medicine physicians, primary care, physician assistants, nurse practitioners, health care providers and pharmacy focused on knee pain to ensure Zilretta is adopted within an account and geography.
• Educate on reimbursement strategies that adhere to Pacira guidelines from compliance.
• Actively recruit customers to incorporate Surgeon Selector into their practice.
• Utilize CRM to demonstrate proficiency in account planning, forecasting, and data analysis.
• Develop and maintain expertise of Zilretta.
• Effectively manage time to increase sales productivity and tactically implement sales activities to achieve business objectives and establish long-term value proposition of Zilretta.
• Actively participate with the Regional Business Director in the strategic and tactical planning process.
• Update and document sales account information via CRM software system.
• Demonstrate expertise and knowledge of the conversion process within an account.
• Develop and execute sales and retention strategies for target markets and customers.
• Develop and execute value proposition strategies, engaging the C-Suite (office customers), and ensuring long-term access to Zilretta.
• Complete face-to-face sales meetings with physicians, schedulers, practice managers, and medical staff in accounts to ensure understanding and close business, identifying and minimizing obstacles.
• Effectively manage territory, conducting office visits including education on services offered, enhancements and new advances.
• Manage expense budgets in a timely manner.
• Keep up to date with the latest clinical data supplied by the company and interpret, present, and discuss this data with health care professionals during presentations.
• Partner with EXPAREL Account Managers for synergistic opportunities.

Qualifications

Bachelor's degree from an accredited college or university required. Minimum 3 years of direct selling experience to healthcare professional offices in the pharmaceutical, biotech, device, or health care industry.

Knowledge, Skills, and Abilities

• Excellent written and oral English communication skills; strong demonstrated presentation skills.
• Must be able to timely and accurately complete Hospital Credentialing requirements to gain access to facilities.
• Proven experience in an account-based sales environment with a deep understanding of how to support and service orthopedic practices is strongly preferred.
• Deep understanding of practice dynamics regarding reimbursement, specialty pharmacy and buy and bill strongly preferred.
• Prior experience in orthopedic or related medical practices strongly preferred, such as with hyaluronic acid (HA) products or similar roles.
• Knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships.
• Strong ability to identify decision-makers, navigate practice dynamics, and time engagements appropriately to maximize impact.
• Demonstrated process for engaging clinical customers and a strong existing network of relevant contacts is highly desirable.
• Independently motivated and driven to achieve strong goals and seek continuous improvement in knowledge and skills.
• Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management.
• Skills in account management, assessment, value propositioning, handling objections and gaining agreement.
• Skills to employ technologies effectively and proficiency in MS Office suite, relevant mobile technology, and web-based applications.
• Demonstrated successful working relationships with surgeons, anesthesiologists, and Hospital Pharmacy in the territory.
• Able to travel extensively; valid driver's license in the state of residence; reliable transportation.
• Must live in the designated geographic territory.
• Overnight travel will be required; ability to cover geographic territory, including corporate meetings.
• Able to travel overnight and locally up to 90% of the time.