Oncology Account Specialist- Lung Cancer - Kansas City territory, including Western MO (Springfield, Columbia)

Responsibilities

Account Planning

• Identifies account dynamics including drivers of decision-making
• Learns account priorities for the specific tumor type and local trends and ecosystem relevant to clinical practice
• Conducts opportunity assessment across patient journey (including diagnosis, treatment, patient management), to inform business priorities, encompassing HCP & account perspectives
• Informs account plans using knowledge of treatment decision making, prior experience from interactions in the account, and analytics in coordination with brand and analytics teams
• Develops tumor-focused business plan encompassing account and territory-level priorities based on key insights

Engagement and Facilitation

• Identifies multi-disciplinary stakeholders within account across the patient journey, in line with priorities defined in business plan
• Develops engagement plans focused on key account stakeholders; shares plans with cross-functional peers and manager to ensure collective AZ approach is aligned, well-coordinated, and maximizes appropriate engagement
• Works with peer field team members to identify cross-brand engagement opportunities, where appropriate
• Engages with relevant stakeholders within an account, as appropriate, in order to address tumor priorities
• Provides critical input into geography-level priorities and plans based on deep knowledge of opportunities and barriers in accounts across the territory
• Shares insights with functional experts across the internal team regarding the customer needs requiring in-depth expertise

Clinical Education

• Educate and engage HCPs in dialogue about efficacy, safety and dosing profiles for FDA-approved indications to support on-label prescribing for appropriate patients
• Respond to customer objections using approved messaging and/or tools to connect customer to supporting resources/personnel
• Educate and engage HCPs about unmet needs within a given disease state and the relevance of specific biomarkers to defined patient populations aligned to approved AZ medicines
• Educate on approved companion diagnostic tests and importance of appropriate patient identification to inform targeted treatment
• Deliver upstream compliant education regarding diagnosis, treatment, and/or patient management (beyond product) utilizing approved materials

Education, Qualifications, Skills and Experience

Education: Bachelor's degree

Qualifications & Skills

• A valid driver's license and safe driving record
• Demonstrated clinical selling skills and business acumen in complex selling environment
• Demonstrated collaboration, entrepreneurialism, flexibility and tenacity
• Ability to learn, analyze, understand and convey complex information

Desirable

• Pharmaceutical sales experience preferred
• Oncology sales experience, specifically lung cancer
• Experience with successful launches and balancing a complex portfolio
• Track record of building customer relationships through various mediums (in-person and virtual) and strong sales goal achievements

Experience

• 3+ years of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem
• 5+ years of pharmaceutical sales experience
• 2+ years of Oncology sales experience in lung cancer

Key Relationships to reach solutions

Internal (to AZ or team): Cross TA Oncology Account Specialists, Oncology Business Managers, Field Reimbursement Managers. External (to AZ): Treating Physicians, Multidisciplinary Team, Pathologists / Genetic Counselors, Pharmacy, Nursing Staff, Admin Staff.