Specialty Account Representative - Houston, TX

Job Purpose

This is a field based sales position in the Houston, TX territory. Successful candidates are expected to work from the field and a home office and live in close proximity to a major airport. As a Specialty Account Representative, you must have a strong clinical mind for the hematology/oncology market, complex account management, the ability to develop strategic account relationships to influence thought leaders and have a solid business understanding of the hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems.

Job Responsibilities

• Meet or exceeds all territory sales objectives
• Achieve territory sales objectives through successful, compliant stakeholder meetings by preparing and completing territory business plans, implementing marketing strategies, and utilizing approved resources with various key stakeholders and decision-makers.
• Maintain and expand customer base by building and maintaining rapport with key customers and identifying new customer opportunities across various customer segments
• Implement national and regional initiatives
• Effectively apply the Pharmacosmos selling process that is tailored to meet various customer needs across multiple products and brand strategies
• Exercise sound judgement, demonstrate self-awareness and make appropriate decisions
• Receptive to coaching and willingness to apply feedback for ongoing development
• High level of proficiency in current product, market and disease state and deep understanding of complex customer types and product portfolio including competing products that can impact the market
• Apply an in-depth knowledge of accounts and leverage acquired knowledge to expand business opportunities.
• Identify an effective account targeting approach for performance success by utilizing knowledge of buy and bill, GPO contracting, and overall distribution channel dynamics for territory goal attainment
• Demonstrate the ability to acquire and analyze divergent information/data and recognize trends, identify information acquired to make informed decisions and ask the right questions
• Systematically evaluate business opportunities that is in line with corporate objectives and brand strategies.
• Implement a business planning measurement approach that targets those accounts with the greatest potential for producing positive business results
• Collaborate within and across functional areas, use cooperative and collaborative communication and execution with internal partners including but not limited to: Marketing, Training, Market Access, Strategy and Operations, and Medical Affairs
• Demonstrate leadership by taking initiative on projects, participating during regional and national meetings, leading conferences and being involved in task force initiatives
• Proactively seek out ways to improve performance, taking ownership of development and working with Regional Sales Director to develop a career plan.
• Display a high level of emotional intelligence to move business forward with both internal and external stakeholders
• Stay current and in compliance with all Corporate Policies as well as mandated government Regulations
• Stay current with and adhere to all policies and procedures as outlined in the employee handbook
• Stay current and within compliance of all Expense Policies
• Strictly adhere to administrative requirements as directed by Regional Sales Director and Pharmacosmos Therapeutics

Education & Professional Background

• BS/BA degree required
• Minimum 6 years of current pharmaceutical sales experience
• Minimum 3 years of specialty pharmaceutical experience
• Buy-and-bill AND HEM/ONC experience preferred
• Demonstrated knowledge and understanding of account-based selling and experience selling an infusion (buy and bill) product and general knowledge of and understanding of reimbursement
• Proven sales success in Hematology/Oncology and hospital accounts or various sites of care in the preferred territory
• Demonstrated ability to develop and expand relationships with various key stakeholders across complex accounts
• Strong analytical and business acumen
• Product launch experience preferred
• Documented track record of meeting/exceeding sales objectives
• Ability to meet requirement for up to 30% overnight travel

Competencies

• Customer-oriented: Respond to consumer needs and wants through planned, personalized communication to influence purchase decisions and ensure satisfaction
• Leadership: Operate with high integrity in all matters with a proven ability to motivate teams and individuals; ability to build consensus and lead cross-functionally
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties
• Drive: Produce consistent, high quality and quantity outputs and meaningful results that contribute to the agency mission and strategic goal on time
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues
• Communication: Speak, write, listen, and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings
• Emotional Intelligence: Work to create a highly effective environment that allows for solutions to be identified for both internal and external cross-functional partnerships that ultimately moves the business forward
• Attitude and Demeanor: Proud Pharmacosmos ambassador
• Strong personal leadership
• Inspire cross-functional transparency and collaboration
• Customer-centric ‘can-do’ attitude and goal focused
• Ambitious, independent, analytical, collaborative, loyal, organized