Institutional Sales Specialist - Massachusetts, United States - RxSalesPros

Description

**This geography covers the states of Maine, Vermont, New Hampshire, Massachusetts, Connecticut and Rhode Island**

Intra-Cellular Therapies, Inc. is developing innovative treatments to improve the lives of individuals suffering from neuropsychiatric and neurologic disorders, thereby reducing the burden on patients and their caregivers. As a science based, patient centric organization we are seeking individuals that have a consistent record of performance, are passionate, dynamic team players, and problem-solvers. At Intra-Cellular, it's about high-performing teams boldly engaging an ever-changing healthcare landscape to positively impact patients. Intra-Cellular is seeking outstanding candidates across a range of commercial roles.

About This Role

Reporting into the Institutional Regional Business Manager, the Institutional Sales Specialist (ISS) will help the company meet key business and access objectives aligned within their geography. The ideal candidate will further customer (internal and external) engagement by providing insight and expertise in relevant therapeutic areas while assessing trends, market conditions, and policies. The key external customers include federal (VA's) accounts, Department of Defenses (DOD's), teaching institutions, Federal and State Prisons and associated pharmacies. The Institutional Sales Specialist will have direct accountability for driving access and pull through support in identified Federal Accounts and Institutional channel while assessing future opportunities of engagement and outflow into the retail market. Communicating cross-functionally, creating short-term and long-term strategic account plans, building advocacy, and utilizing all core marketing resources/planning tools will be critical to maintain access for our brand.

Job Responsibilities

• and drive growth nationally within targeted accounts, including the VA's, Department of Defense (DoD's), teaching institutions, Federal and State Prisons and associated pharmacies.
• VA and Institutional account protocols and appropriately create and execute a strategic plan that is concise, compliant, professional and persuasive; and which addresses a need and leads to action/positive growth.
• the consistent ability to lead without authority and work in collaboration with sales leaders and RAM team to assess institutional market needs/trends and create action plans to help achieve corporate goals.
• clearly and collaborate with all internal stakeholders to clarify account objectives and ensure accountability for executing the account plan, deploying tactics, tracking process, overcoming obstacles, and recognizing success.
• trends within institutional accounts and communicate them appropriately and consistently with internal stakeholders.
• the skill of building strong relationships with those involved in the decision-making process in effort to produce growth with the brand, within all targeted accounts.
• the Federal contractual agreements the standards associated with them and work cross-functionally to drive growth.
• legal & regulatory compliance in support of institutional engagement with customers, advocacy, and coalition partners.
• the national account team and the regional account managers to ensure pull-through with assigned accounts.
• all company and job-related training as assigned within the required timelines.
• note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Job Requirements

• Bachelor's Degree required; MBA preferred.
• Must have a combination of 10+ years of experience in the pharmaceutical industry with 3+ years of experience in IDN/Account Based Practices/VA/Hospital settings.
• Must have 3+ years of experience in GPO/Account Based Practices/IDNs/VA/DoD/Teaching Institutions focused on pull through.
• Must have 3+ years of experience launching new in-patient products in a hospital/account environment.
• Must have 3+ years of experience in pull through in systems centered around Criteria For Use/P&T Reviews/Protocols.
• Must have 3+ years of experience working with Medical Information Scientists/Liaisons and in patient pharmacy directors.
• 3+ years of experience and knowledge in the psychiatry therapeutic and/or VAs is high preferred.
• Excellent professional and strategic account management skills.
• Must have superior business acumen with excellent ability to identify and develop relationships within the institutional space (VA, DoD, Academic).
• Must have ability to work effectively within cross functional teams and in an environment that is rapidly changing.
• Demonstrated success in strategic planning (short-term and long-term) and advanced problem-solving skills.
• Ability to lead without authority both laterally and upward.
• Must be willing to travel up to 50% or as required by the company.
• Demonstrated ability of discipline and prioritization as it relates to strategy execution.
• Must have ability to work effectively within cross functional teams and in an environment that is rapidly changing.
• Demonstrated success in strategic thinking and problem solving.
• Highly proficient communication skills both written and oral.
• Must be able to perform all essential functions of the position, with or without reasonable accommodation.

Key Stakeholder Responsibility

Internal:

• Sales Leadership, Sales Operations, Marketing, Market Access (RAM's), Medical Affairs, Finance, HR, Field Reimbursement and Compliance

External:

• Veteran's Affairs and Institutions C-Suite, Staff psychiatrists, attendings, staff and in-house pharmacy, Director of Nursing, Outpatient and Inpatient Psych Program Directors
• Federal and State Prison Chief Psychiatrist, Pharmacy Director, Chief Medical Officer, Medical Administrator, Warden, Associate Warden, Lieutenant, Custody, Parole Out-Patient Clinics
• Academic Institutions: Director of Residency Programs, Psychiatry Professors and staff, Hospitals and Clinics connected to residency programs, Residents.

Intra-Cellular Therapies is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status, disability or any other legally protected status.