Specialty Sales Representative - Annapolis, MD

JOB SUMMARY:

The Specialty Sales Representative is responsible for launch preparation activities and driving brand recognition, and adoption within a given geography. Will engage with customers and stakeholders including HCPs (Health Care Provider), hospital staff, pharmacists, hospital administrators, nurses, hospitalists, and office staff, through balanced product and disease state presentations with approved clinical information.

This inaugural sales position will work cross-functionally with customer facing and internal teams to drive brand adoption and growth within assigned accounts contributing to the success of our launch. This field-based role requires you to have the ability to develop business relationships with strategic accounts and other customers, including influencers and prescribers to establish yourself as an expert and valuable resource within these care settings.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Effectively communicate and deliver brand value messages and resources to drive product adoption to meet or exceed territory business objectives.
• Identify and develop business relationships with assigned customers and establish yourself as a subject matter expert and resource.
• Deliver customer engagement meetings with effective and balanced messaging through live engagement or using virtual platforms.
• Ability to collaborate effectively with other field-based teams within market access and sales operations when appropriate and other related stakeholders to develop detailed account plans.
• Comfortably navigate ambiguous situations and work towards productive solutions.
• Gain a strong understanding of payer landscapes within assigned geography for national, regional, and local patient insurance coverage including being adept at driving formulary access within closed systems or IDN networks.
• Gain an understanding of industry regulations and maintain a record of accomplishment working compliantly with assigned customers to facilitate HUB support and related payer support tools to enable patient access goals.
• Ensure all activities are consistent with all applicable laws and regulations, consistent with ARS values.
• Overnight travel up to 25% or more may be required depending on territory needs.

EDUCATION AND EXPERIENCE:

• Bachelor’s degree from an accredited college or university, preferably business or life sciences, or equivalent combination of education and experience will be considered. MBA or MS is preferred.
• 5+ years of life sciences, biopharmaceutical, or medical device industry experience preferred.
• 3+ years of successful field-based account management experience required, with strong preference in pharmaceutical sales calling on hospitals, IDN’s, and/or specialty accounts.
• Experience working in Allergy/Immunology markets is strongly preferred.
• Experience with product launches preferred.
• A track-record of navigating various payer dynamics to gain trial and adoption of new products is preferred.

KNOWLEDGE, SKILLS, AND ABILITIES:

• Knowledge of complex account sale with demonstrated ability to influence and motivate various stakeholders.
• Excellent communication/coordination/interpersonal skills both in-person and virtually with internal and external stakeholders.
• Proven ability to meet or exceed sales objectives as demonstrated by prior results.
• Passion for understanding and championing the needs of customers and accounts, resulting in strong relationships built on credibility and trust.
• Preferred knowledge of local Key Opinion Leaders and key players within the designated geographic assignment is preferred.
• Demonstrate effective collaboration with key company stakeholders and other field colleagues.
• Effective communication skills with the ability to listen actively, express compelling ideas fluently and succinctly, and present effectively.
• Ability to learn and maintain strong scientific and clinical acumen.
• Strong business acumen and ability to analyze business for trends and opportunities to continually drive results, including use of tools such as Tableau and Veeva.
• Competency with additional relevant tools and technology required for reporting, information gathering and call execution.
• Ability to travel within territory to meet sales objectives, and for conferences, sales meetings, and other events as needed, which may exceed 25% over the course of a year. Some territories may have a higher necessity for travel, which may exceed 50% over the course of a year.
  • This territory covers Annapolis, MD; Washington, DC; and the eastern shore.
• Driving is an essential duty of the job; candidates must have a valid driver’s license and driving record must meet ARS eligibility to be considered.
• Must meet credentialing requirements for access to academic institutions, medical facilities, and organizations that are in the assigned region. These credentialing requirements may include, but are not limited to background checks, drug screens, and proof of immunization and/or vaccinations. Failure to meet all requirements may prevent an employee from performing all job responsibilities.