Senior Oncology Account Manager, Hematology - Washington, D.C.

Jazz Pharmaceuticals is a global biopharma company whose purpose is to innovate to transform the lives of patients and their families. We are dedicated to developing life-changing medicines for people with serious diseases — often with limited or no therapeutic options. We have a diverse portfolio of marketed medicines, including leading therapies for sleep disorders and epilepsy, and a growing portfolio of cancer treatments.

About the role

The Leukemia & Transplant Oncology Account Manager is responsible for direct promotion of Jazz Pharmaceuticals’ products, and the development and management of business relationships with therapeutic specialists within an assigned geographical territory. The Senior Oncology Account Manager (OAM) is an integral part of the commercial team that includes all personnel dedicated to the sales and marketing functions. This position reports directly to the Regional Sales Manager.

Responsibilities

• Implement Jazz Pharmaceuticals’ marketing strategies and marketing tactics to achieve short-term and long-term objectives.
• Strategic Account Management & Customer Understanding:
  • Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends.
  • Demonstrate a thorough understanding of internal customer business models, including how profit is generated, business and financial risks, and cost impacts of managing patient care.
  • Understand external customers, including the current reimbursement landscape, managed care, payer issues and trends, and other factors informing the development of an annual territory business plan.
  • Gain understanding of customer needs through thorough research and analysis to address the specific needs of each customer or account.
  • Identify key stakeholders within the account and understand their roles, priorities, motivations, and patient needs.
  • Leverage all available resources, including dashboards, alerts, omnichannel reports, speaker programs, and conference attendance.
  • Actively gain customer insights and provide timely feedback to cross-functional partners and regional sales manager regarding account business trends, changes in the therapeutic landscape, performance, industry issues, and business opportunities or obstacles.
• Strategic Planning:
  • Keep the needs and expectations of the customer and patients at the forefront of all activities.
  • Define clear, measurable objectives that align with company goals and the goals and needs of the customer.
  • Develop tailored strategies and tactics to address the unique needs and challenges of each customer.
  • Determine the resources required to execute the strategic account plan effectively.
  • Continuously review and adjust the strategic account plan based on activities, feedback, changing market conditions, and evolving customer needs.
  • Develop and implement customized account strategic plans with clear next steps, specific strategies and tactics, and appropriate utilization of resources while meeting customer needs.
  • Collaborate with cross-functional teams, including marketing, medical affairs, and market access, to align and execute on account strategies to achieve common business objectives.
  • Work with customer-facing colleagues to facilitate achievement of respective functional tactical objectives.
  • Recognize changes in the work environment to ensure effective development and implementation of alternate plans to achieve objectives, modifying call plans or business plan activities as needed.
  • Identify patterns and trends from multi-source data (OmniChannel) for divergent collaborative problem-solving.
• Teamwork & Collaboration:
  • Maintain an enterprise mindset and cross-functional thinking to maximize Jazz customer engagement.
  • Leverage cross-functional partnerships with marketing, medical affairs, and market access to advance Business Unit and organizational interests.
  • Engage and align with cross-functional partners to mobilize resources and ideas to successfully meet customer and patient needs.
  • Actively share insights and best practices across the team; demonstrate trust in others by consistently finding opportunities to contribute to their effectiveness and impact.
  • Work effectively with customer-facing colleagues to facilitate achievement of respective functional teams' tactical objectives.
  • Lead where appropriate as the main point of contact for designated accounts and collaborate with cross-functional partners to create a streamlined, organized interface between account stakeholders and all field-facing colleagues.
• Selling Effectiveness:
  • Effectively promote Jazz Pharmaceuticals Adult Oncology products to physicians and other healthcare providers within the designated area at both community and academic centers.
  • Institute a network-selling mindset to customer relationships, seeing them as part of a connected healthcare ecosystem to broaden connections across an account.
  • Stay abreast of industry trends, competitive landscape, and clinical developments in oncology to effectively communicate product differentiation and value proposition.
  • Adapt quickly to new tools and resources for successful customer engagement; leverage analytics to assist with developing insights and next-best action plans.
  • Identify, establish, and maintain strong relationships with key physicians, healthcare providers, and organizations within the assigned territory.
• Product and Scientific Knowledge:
  • Educate physicians and other healthcare professionals about Jazz Pharmaceuticals products, providing the most current information about approved indications within the current disease areas of focus: pediatric and young adult acute lymphoblastic leukemia (ALL) and bone marrow transplant.
  • Demonstrate a superior level of effectiveness in communicating, educating, and consulting across multiple disease states.
  • Effectively and appropriately respond to customer questions about other approved products or therapies, based on clinical information contained in the package insert and per company compliance guidelines.
  • Demonstrate to customers and internal team members a high level of clinical knowledge of the disease state and Jazz products, based on clinical information contained in the package insert.
  • Demonstrate confidence in appropriately challenging prescribers about treatment decisions associated with assigned products.
• Execution:
  • Participate in organizing and facilitating meetings for the exchange of medical and product information in line with company policies, regulatory, and legal requirements.
  • Represent the company at live and virtual conferences, attend company meetings, educational events, training programs, and functions as needed.
  • Utilize CRM tools to effectively manage customer interactions, track sales activities, and maintain accurate territory records.
  • Present a positive and professional image of Jazz Pharmaceuticals, ensuring activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures.
  • Perform special projects as assigned.
  • Comply with all legal and regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines, and all other applicable federal and state regulations.
  • Perform all activities within the allocated budget.

Requirements

• Four-year college/university degree.
• Experience in Oncology.
• Excellent verbal and written communication skills with an effective presentation style in both face-to-face and virtual interactions to connect and build credibility with healthcare professionals.
• Ability to meet territorial travel requirements.

Preferred Qualifications

• Post-graduate business school study or training.
• Minimum of 5 years in the oncology market.
• Strong clinical, technical, and scientific knowledge of product(s) and applicable disease states.
• Strategic thinker who can drive a strategic account business plan.
• Strong key account management experience working in complex academic and community accounts, identifying influential stakeholders, and working with them to better serve patients.
• Demonstrated history of strong business acumen, problem-solving, effective prioritization, account management, and sales data analytics skills.
• Skillful in fostering teamwork and collaboration in cross-functional account management.
• Results-oriented with a proactive and self-motivated approach to driving sales growth.
• Experience with pediatric and young adult ALL and bone marrow transplant highly preferred.
• Key account and market dynamics knowledge.

Description of Physical Demands

• Frequent travel between meeting sites.
• Frequently operating a computer, printer, telephone, and other similar office machinery.
• Frequent interactions with external contacts in their office environment with little exposure to excessive noise, dust, fumes, vibrations, and temperature changes.
• Frequent computer, laptop, or tablet use, not usually at a workstation.
• Responsibilities may require a work schedule that includes working outside of “normal” work hours to meet business demands.
• Frequent public contact requiring appropriate business apparel.

Pay

For this role, the full and complete base pay range is $155,200.00 - $232,800.00. Individual compensation paid within this range will depend on many factors, including qualifications, skills, relevant experience, job knowledge, and other pertinent factors. The goal is to ensure fair and competitive compensation aligned with the candidate's expertise and contributions, within the established pay framework and our Total Compensation philosophy.

Benefits

• Discretionary annual cash bonus or incentive compensation (depending on the role), in accordance with the terms of the Company's Global Cash Bonus Plan or Incentive Compensation Plan.
• Discretionary equity grants in accordance with Jazz's Long Term Equity Incentive Plan.
• Medical, dental, and vision insurance.
• 401k retirement savings plan.
• Flexible paid vacation.

For more information on our benefits offerings, visit https://careers.jazzpharma.com/benefits.html.