Sales Representative – Primary Care - Thousand Oaks, California, United States

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 edu ...

Job description

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 will collaborate closely with Marketing, Market Access, and other internal partners, as appropriate, to drive sales results.   The span of coverage will be within the Thousand Oaks, CA territory. 

This role requires strong interpersonal skills, a deep understanding of the healthcare market, and the ability to meet and exceed sales targets.

Responsibilities

• Effectively 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 sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations
• Build and develop professional relationships with (but not limited to) primary care healthcare professionals, pharmacy staff, within assigned customers and territory
• Develop and maintain in-depth knowledge of market, demographic, and managed care information relative to assigned territory
• Drive appropriate utilization of approved primary care product(s); the incumbent will work closely with cross-functional partners to generate pull-through within local payers, community HCPs, etc.   
• Work with District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in assigned territory
• Capitalize on formulary approvals and other opportunities through effective implementation of targeting plans by using a wide variety of promotional, digital, personnel resources and analytical tools to enhance effectiveness in assigned sales territory, based on local assessment of customer needs.
• Leverage expertise and knowledge of primary care marketplace, applicable competitors, industry and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges
• Provide special education to healthcare providers through appropriate programs that fall within Shionogi's guidelines
• Provide relevant, thoughtful input to other commercial colleagues (e.g. sales leadership, regional account managers) in regard to strategic and tactical planning for territory, area, and region
• Prioritize time and effort to ensure optimal coverage of appropriate physician targets based on opportunity and potential through in-person and virtual discussions
• Understand fully the assigned customers' product and business needs and works to meet those needs while adhering to all of Shionogi company ethics and compliance standards
• Anticipate potential barriers to achievement of goals and proposes responsible solutions for success 
• Handle customer objections effectively and exceed customer expectations with the value they bring to physicians. Occasionally will be called on to share your exemplary skills with others in the region in a training capacity
• Leverage and embrace emerging technologies to enhance performance, while continuously striving to improve your proficiency
• Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standard in day-to-day work

Minimum Job Requirements

Qualifications

• BS/BA degree required
• Minimum 3+ years of experience in pharmaceutical, medical device preferred or related transferrable sales experience
• Proven track record of consistent high performance in a sales-focused role or other 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 and skills in clinical is preferred
• Product launch experience is a plus
• Knowledge of territory and relationships with key stakeholders already established is a plus
• Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus
• Marketing and other commercial experiences with an understanding of financial processes, Market Access, Project Management skills and knowledge of the Regulatory environment within biotech/pharma industry is a plus

Competencies

• Possess strong written, organization, administrative and communication skills
• Excellent judgment and decision-making skills
• Excellent presentation and negotiation skills
• Proven ability to receive effective feedback and redirect performance
• Results oriented with demonstrated time management skills
• Ability to learn, analyze, understand and convey complex information
• Ensures compliance with all corporate and industry policies and regulations
• Effective prioritization, flexibility and change management in a dynamic environment
• Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions
• Develops positive and mutually beneficial relationships internally, to meet and exceed all Company access goals
• Proactively takes ownership of situations with a can-do approach
• Advanced business analytical skills to identify trends opportunities and threats
• Ability to problem solve and determine actions to drive business or overcome challenges
• Ability to utilize corporate reporting tools and technology or overcome challenges
• Ability to utilize corporate reporting tools and technology

Other Requirements

• Ability to comply with any customer credentialing and safety requirements (e.g., up-to-date vaccinations, trainings)
• Complete full onboarding curriculum including clinical modules, CRM documentation, and call standards
• Pass live call certification and mock objections during training
• Attend refresher meetings on product and disease-state updates
• Significant field travel (approximately 80%) which can include some overnight and/or weekend work
• Valid driver's license with a clean driving record and ability to pass a complete background check
• Must have valid licenses and credentialing required to conduct business in assigned territory
• Driving in a safe manner to required meetings and appointments
• Ability to drive or fly to target accounts, customers, meetings and conventions

Additional Information

The base salary range for this full-time, field-based position is $110,000-$140,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role.

EEO

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

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