Territory Business Manager - Neurology Focus - Specialized SALES - Organiza

Overview

This territory covers the state of Idaho, most of Nevada, southern Oregon and the surrounding areas

Job Purpose Statement:
As the Territory Business Manager (TBM), you will have the opportunity to hone your leadership skills while primarily responsible for managing sales of promoted Merz Therapeutics products within a designated territory. You are driven to make a difference in the communities we serve by collaborating closely with the Regional Sales Director to develop strong, long-term relationships with key customers.

• Identify new/untapped hospital/healthcare system opportunities and drive profitable revenue within these accounts by initiating, developing and delivering unique solutions that result in improved customer and patient experiences.
• Once identified, investigate and understand the account and its unique business environment including but not limited to: goals, objectives, strategies and competitive situations.
• Develop and maintain strong relationships with key senior account stakeholders, serving as the main point of contact for C-Suite, VP-Level administration and department chairs for healthcare/hospital system.
• Seek to expand business opportunities by bringing high-level knowledge, insights, relationships and strategies to enhance Merz Therapeutics’ value proposition and achieve optimal access for our brands (where applicable) within these important Strategic Accounts.
• Identify regional and national hospital/healthcare system external experts.
• Provide insights back to the organization to support understanding of customer needs and value proposition development.
• Analyze sales and market trends to effectively identify future business opportunities.
• Strive to meet or exceed sales goals.
  • Utilize a consultative selling process to present and promote Merz Therapeutics products for approved indications.
  • Demonstrate effective Total Office Call and Hospital Selling Skills.
  • Detail/sample customers with appropriate frequency.
  • Develop, maintain and execute territory business/action plan.
  • Maintain high proficiency of product/disease state knowledge, market data and marketplace dynamics.
  • Identify and maintain customer database utilizing Sales Force Automation System.
  • Analyze sales and market trends to effectively identify future business opportunities.
  • Utilize marketing data to adjust selling strategies/tactics at both customer and territory level.
  • Partner, support and enhance local advocacy relationships within territory.
  • Attend and participate in sales meetings/workshops.
• Collaborate with cross-functional teammates.
  • Utilize Medical Affairs when appropriate and within Merz Therapeutics commercial policy.
  • Communicate and support corporate Managed Markets initiatives within territory.
  • Partner with National Account Directors, Reimbursment Access Managers, and Key Account Directors when appropriate and within Merz Therapeutics commercial policy.
• Recognize, understand and navigate managed care obstacles and opportunities:
  • Maintain extensive knowledge of Managed Care, Specialty Pharmacy, Medicare Part B and State Medicaid selling and reimbursement environments/strategies.
  • Understand reimbursement trends and navigate as appropriate within territory.
• Maintain compliance with Merz Therapeutics promotional and commercial policies:
  • Demonstrate professional, compliant and ethical behavior during all customer interactions.
  • Meet and accurately complete all administrative requirements within established time frames.
  • Allocate and budget resources within territory based on best ROI analysis.
• Embody Merz Therapeutics‘ values while following operating norms:
  • Values: commit to customers and colleagues, deliver trusted results, persist in innovation.
  • Operating Norms: assume positive intent, collaborate cross-functionally obligation to engage.
• Other duties, as assigned.

• 3+ years specialty pharmaceutical/biotech sales management experience preferred
• “Buy & Bill” injectable experience preferred.
• Proven & documented track record of meeting or exceeding sales management goals preferred.

• Excellent analytical skills required.
• Demonstrated high quality communication and interpersonal skills required.
• Active drivers license and insurance as required by state law required.

• Significant travel required (40-70%); willingness to travel based on needs of territory; overnight travel will be required including some weekends. Large territories average 2 overnights a week.

This job is an overview intended to describe the general nature and level of work being performed by individuals assigned to this job. The descriptions above are not intended to be an exhaustive list of all responsibilities, duties and skills required of the job. All employees may have other duties assigned at any time. The job description may be altered at any time during the course of employment with functions added/deleted and/or altered as necessary.