Specialty Account Representative, Kansas City

We are a global, family-owned company driven by a passion for innovation. Building on our foundational expertise in carbohydrate chemistry and cell cycle biology, we develop innovative treatments for unmet patient needs, with a focus on iron metabolism and blood-related disorders. With 700+ employees across the UK, Ireland, the Nordics, Germany, the USA, and China, we are committed to scientific excellence, patient care, and collaborative partnerships with the medical community.

About the role

This is a field-based sales position. The selected candidate will be expected to work remotely from a home office and independently call on sales targets in their assigned territory. As a Specialty Account Representative, you must have a strong clinical mind for the hematology/oncology market, complex account management, the ability to develop strategic account relationships to influence thought leaders, and a solid business understanding of the hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems.

Responsibilities

• Meet or exceed all territory sales objectives.
• Achieve territory sales objectives through successful, compliant stakeholder meetings by preparing and completing territory business plans, implementing marketing strategies, and utilizing approved resources with various key stakeholders and decision-makers.
• Maintain and expand customer base by building and maintaining rapport with key customers and identifying new customer opportunities across various customer segments.
• Implement national and regional initiatives.
• Effectively apply the Pharmacosmos selling process tailored to meet various customer needs across multiple products and brand strategies.
• Exercise sound judgment, demonstrate self-awareness, and make appropriate decisions.
• Be receptive to coaching and apply feedback for ongoing development.
• Demonstrate a high level of proficiency in current product, market, and disease state, with a deep understanding of complex customer types and product portfolio, including competing products that can impact the market.
• Execute an effective account management process by applying in-depth knowledge of accounts and leveraging acquired knowledge to expand business opportunities.
• Identify an effective account targeting approach for performance success by utilizing knowledge of buy-and-bill, GPO contracting, and overall distribution channel dynamics for territory goal attainment.
• Demonstrate the ability to acquire and analyze divergent information/data, recognize trends, identify information required to make informed decisions, and ask the right questions.
• Systematically evaluate business opportunities in line with corporate objectives and brand strategies.
• Implement a business planning measurement approach that targets accounts with the greatest potential for producing positive business results.
• Collaborate within and across functional areas, using cooperative and collaborative communication and execution with internal partners including Marketing, Training, Market Access, Strategy and Operations, and Medical Affairs.
• Demonstrate leadership by taking initiative on projects, participating in regional and national meetings, leading conferences, and being involved in task force initiatives.
• Proactively seek ways to improve performance, taking ownership of development and working with the Regional Sales Director to develop a career plan.
• Display a high level of emotional intelligence to move business forward with both internal and external stakeholders.
• Stay current and in compliance with all corporate policies as well as mandated government regulations.
• Adhere to all policies and procedures as outlined in the employee handbook.
• Stay current and within compliance of all expense policies.
• Strictly adhere to administrative requirements as directed by the Regional Sales Director and Pharmacosmos Therapeutics.
• Requires discretion with confidential data.
• Other duties as assigned.

Requirements

• BS/BA degree required.
• Minimum 6 years of current pharmaceutical sales experience.
• Minimum 3 years of specialty pharmaceutical experience.
• Buy-and-bill AND Hematology and/or Oncology experience preferred.
• Demonstrated knowledge and understanding of account-based selling and experience selling an infusion (buy-and-bill) product, including general knowledge of reimbursement.
• Proven sales success in Hematology/Oncology and hospital accounts or various sites of care in the preferred territory.
• Demonstrated ability to develop and expand relationships with various key stakeholders across complex accounts.
• Strong analytical and business acumen.
• Product launch experience preferred.
• Documented track record of meeting/exceeding sales objectives.
• Ability to meet the requirement for up to 30% overnight travel.

Skills

• Customer-oriented: Respond to consumer needs and wants through planned, personalized communication to influence purchase decisions and ensure satisfaction.
• Leadership: Operate with high integrity in all matters with a proven ability to motivate teams and individuals; ability to build consensus and lead cross-functionally.
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties.
• Drive: Produce consistent, high-quality, and quantity outputs and meaningful results that contribute to the agency mission and strategic goal on time.
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions.
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues.
• Communication: Speak, write, listen, and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings.
• Emotional Intelligence: Work to create a highly effective environment that allows for solutions to be identified for both internal and external cross-functional partnerships that ultimately move the business forward.
• Attitude and Demeanor: Proud Pharmacosmos ambassador, strong personal leadership, inspire cross-functional transparency and collaboration, customer-centric ‘can-do’ attitude, goal-focused, ambitious, independent, analytical, collaborative, loyal, organized.
• Flexibility: The duties and responsibilities of all roles at Pharmacosmos can evolve over time. Reasonable flexibility is a key part of any job at Pharmacosmos.

Benefits

• This position is eligible for IC Bonus.
• This position is eligible for LTIP (Long Term Incentive Plan).

Schedule

Requires approximately 25-30% overnight travel. Pharmacosmos Therapeutics Inc. has adopted a hybrid work schedule – a combination of being on-site at our Morristown, NJ offices along with remote working.