Sales Representative – Primary Care - West Orange, NJ

Overview

The Sales Representative (SR) for Primary Care is responsible for promoting and selling primary care product(s) to healthcare providers, driving sales performance in alignment with business goals within the assigned territory. This includes driving demand, clinical education, and sales by developing, coordinating, and implementing a strategic business plan for Primary Care Physicians. The position reports to the District Manager and collaborates with Marketing, Market Access, and other internal partners to drive sales results.

The span of coverage is within the West Orange, NJ territory. This role requires strong interpersonal skills, a deep understanding of the healthcare market, and the ability to meet and exceed sales targets.

• Educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
• Function independently with sales proficiency to drive performance and ensure sales forecasts and budgets meet or exceed therapeutic and territory expectations.
• Build and develop professional relationships with primary care healthcare professionals and pharmacy staff within assigned customers and territory.
• Develop and maintain in-depth knowledge of the market, demographic, and managed care information relative to the territory.
• Drive appropriate utilization of the primary care product(s) by collaborating with cross-functional partners to generate pull-through with local payers and community HCPs.
• Work with the District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in the territory.
• Capitalize on formulary approvals and other opportunities through targeted plans using promotional, digital, personnel resources and analytical tools to enhance effectiveness.
• Leverage knowledge of the primary care marketplace, competitors, and cross-functional activities to anticipate and manage opportunities and challenges.
• Provide special education to healthcare providers within Shionogi’s guidelines.
• Contribute input to strategic and tactical planning for territory, area, and region to other commercial colleagues.
• Prioritize time to ensure optimal coverage of physician targets through in-person and virtual discussions.
• Understand customers’ product and business needs and work to meet those needs while adhering to Shionogi’s ethics and compliance standards.
• Anticipate barriers to goals and propose responsible solutions for success.
• Handle objections effectively and exceed customer expectations with value delivered to physicians; may train others regionally as needed.
• Embrace emerging technologies to enhance performance and continuously improve proficiency.
• Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standards in day-to-day work.

• BS/BA degree required.
• Minimum 3+ years of experience in pharmaceutical or medical device sales, or related transferable sales experience.
• Proven track record of consistent high performance in a sales-focused role or relevant experience.
• Proven track record in developing long-standing relationships with customers.
• Ability to work independently and manage multiple clients.
• Strong understanding of the primary care market and healthcare industry (highly preferred).
• Demonstrated ethical behavior and compliance with company policies and applicable laws.
• Knowledge of the medical, healthcare, or pharmacy industry; clinical skills are preferred.
• Product launch experience is a plus.
• Knowledge of the territory and established relationships with key stakeholders is a plus.
• Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus.
• Marketing and other commercial experience with understanding of financial processes, Market Access, Project Management, and regulatory environment within biotech/pharma is a plus.

• Strong written, organizational, administrative, and communication skills.
• Excellent judgment and decision-making skills.
• Excellent presentation and…