Account Manager Urology/Oncology - (Remote In Territory)

Candidates must reside in the Kansas City area.

About the role

Under limited supervision, the AMR-UO is responsible for achieving sales objectives in an assigned territory through the development, maintenance, and enhancement of the business. Customers include oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals, and formulary committees. The AMR-UO ensures customer’s clinical conviction in the product and sees the sale through to its conclusion by providing sufficient training and ongoing customer service. The role involves developing territory business plans and collaborating with the sales management team to maximize the impact of sales and marketing plans and tactics.

Responsibilities

• Develop and maintain business relationships with targeted physicians, healthcare providers, and customers focusing on the promotion of Tolmar products.
• Create, maintain, and increase sales within a designated territory by influencing the prescribing habits of the targeted audience.
• Call on healthcare providers and health-related organizations within the assigned territory.
• Strategically identify and develop relationships with non-prescribing healthcare providers that influence decision-making, such as CEOs, CFOs, Nurse Navigators, injecting nurses, Medical Assistants, office managers, and personnel.
• Understand the impact of local purchasing coalitions, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), and other health organizations in the geography.
• Provide community oncology practices, private and group urology practices, and private and federal hospitals with contracting, training, technology troubleshooting, and ongoing customer service.
• Identify practice needs for Tolmar’s proprietary Inventory Management System and manage implementation as well as ongoing training within accounts.
• Communicate and partner regularly with other AMRs to successfully manage accounts that overlap across multiple geographies.
• Evaluate and monitor sales data reports weekly to manage business needs promptly and effectively.
• Demonstrate advanced business acumen and granular account management skills.
• Communicate contract measurement details to accounts when necessary (e.g., quarterly or semi-annually).
• Follow up on leads among offices that have expressed interest in learning more about the Company’s products.
• Convert potential leads to active users and provide or arrange for necessary training.
• Demonstrate thorough knowledge of products by effectively communicating appropriate clinical, technical, therapeutic, disease state, and product information to customers.
• Successfully promote the appropriate on-label use of approved products.
• Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
• Maintain an up-to-date database to document sales call information, trends, future call objectives, sampling data, and overall territory performance.
• Complete routine reports and comply with industry, regulatory, and company guidelines.
• Prepare annual business plans and conduct quarterly analysis of territory performance vs. plan.
• Attend and represent the Company at trade shows and community events, as appropriate.
• Attend and travel for Company meetings.
• Manage usage and inventory of promotional items to be given away to offices.
• Abide by Administrative Expectations as defined by AMR SOPs, including submitting expense reports regularly, entering sales calls in the CRM system daily, entering company car mileage weekly, and maintaining the company car as required by Fleet Maintenance.
• Manage promotional budget effectively and in a compliant manner.
• Manage relationships internal and external to the Company to support business pull-through.
• Partner with different departments in the Company as the business requires.
• Abide by the Company’s email and communication SOPs.
• Perform various other duties as assigned.
• Regular and punctual attendance is an essential function of the job. The sales force is expected to be “in the field” calling on customers from 8:00 AM to 5:00 PM each day.

Requirements

• Bachelor’s degree in science, business, or a related field.
• Two or more years of successful business-to-business sales experience, preferably in the urology industry.
• Pharmaceutical/buy-and-bill sales experience preferred.
• Clinical experience is helpful.
• Consistent track record of exceeding sales quotas.
• Ability to be approved and insured to drive a company car, including a valid driver’s license and good driving history.
• Must reside centrally within the territory.

Skills

• Knowledge of Microsoft Office products including Outlook, Word, PowerPoint, and Excel.
• Excellent interpersonal, written, and verbal communication skills.
• Excellent analytical skills and proven strategic thinker.
• Advanced skill in organization and follow-up.
• Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans.
• Aptitude for learning technical and scientific product-related information.
• Highly motivated for success with a “can do” attitude.
• Ability to work independently.
• Ability to manage multiple projects both inside and outside the organization.
• Ability to work with multiple interruptions and tight deadlines.
• Ability to execute effective business plans for assigned territory.
• Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
• Ability to take initiative in the absence of precise direction.
• Ability to demonstrate good judgment, discretion, and compliance with industry ethical guidelines.
• Demonstrates assertive selling techniques, including asking for business on every call.

Core Values

• Center on People: Commit to supporting the well-being of patients and treating employees and those we serve as valued partners. Actively engage, invigorate, acquire knowledge, and grow together.
• Are Proactive & Agile: Embody a culture of engagement and action, fearlessly adapt to change, and anticipate, respond swiftly, and efficiently to ignite a spirit that propels extraordinary outcomes.
• Act Ethically: Conduct business in an ethical, compliant, and socially aware manner, aligned with the purpose of positively impacting lives. Actively cultivate diversity, equity, inclusion, and sustainability in the workplace.
• Constantly Improve: Commit to a collaborative and proactive effort to improve products, systems, processes, and services by reducing waste, increasing efficiency, and improving quality.
• Are Accountable: Think, act, and communicate with honesty, transparency, and clarity in alignment with core values. Take accountability and ownership of work, actions, successes, and setbacks, striving to deliver the best while shaping the future.

Working Conditions

• Office environment; requiring sitting and standing.
• Overnight travel is required up to 50%.
• Ability to lift 50 pounds.
• Travel by air as required.
• Availability to work extra hours and on weekends as necessary.

Pay

Tolmar compensation programs focus on equitable, fair pay practices, including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on qualifications and experience. The pay range for this position at commencement of employment is expected to be between:

• <3 years of experience with proven sales results: $100,000–$115,000
• 2–5 years of experience with proven sales results: $110,000–$130,000
• 5+ years of experience with proven sales results: $125,000–$150,000

Note: While salary ranges are effective from 1/1/25 through 12/31/25, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Final pay determinations will depend on various factors, including geographical location, experience level, knowledge, skills, and abilities.

About Tolmar

Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development, and manufacturing of high-quality topical products used in dermatology, and extended-release dosing forms for products commonly used in urology and oncology. Founded in 2006, Tolmar is a private company known internationally for its advanced drug delivery capabilities and unmatched commitment to partners, patients, and provider communities. Since inception, Tolmar has produced 22 marketed products supported by 5 New Drug Applications (NDAs) and 17 Abbreviated New Drug Applications (ANDAs) across urology, oncology, and dermatology. With more products forthcoming, Tolmar’s dedicated pipeline reflects a future-focused approach.

Benefits

• Competitive and inclusive medical, dental, and vision coverage options.
• Flexible Spending Accounts for medical expenses and dependent care expenses.
• HSA through our HDHP.
• CompleteCare reimburses for eligible healthcare expenses and premium expenses incurred under alternate group health coverage.
• Generous 401K match: currently match 100% of contributions up to the first 6% of compensation and 50% from 7%–12%, but never greater than 9%.
• Tolmar-paid Life, LTD, and STD insurance coverages, as well as voluntary benefit options.
• Employee Assistance Plan, Legal Guidance, and Funeral Planning & Concierge Services.
• Adoption and family-planning benefits, Fertility and Family Forming Benefits.
• Generous paid time off, including:
  • Vacation, sick time, and holidays.
  • Volunteer time to participate within your community.
  • Discretionary year-end shutdown.

Tolmar provides a positive work environment designed around mutual respect and the challenge and rewards of contributing to the continued success of the organization. Tolmar is committed to fostering, cultivating, and preserving a culture of diversity, equity, and inclusion.