Specialty Account Representative - Phoenix, AZ

About Us

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.

Our core values define who we are:

• People-Driven – We are a family-held company built on passionate, knowledgeable people. We value integrity, open-mindedness, and respect and are guided by these values in all our endeavors. We respect each individual who becomes a part of our journey, from our employees and partners to our end-users. We recognize that the strength in all our collaborations is trust.
• Committed to Quality – Quality is our source of inspiration. It drives our results and represents our aspiration for excellence and our focus on driving continual improvements. For our partners and end-users, quality must always be tangible in our products, processes, and people. This way, quality is the promise we keep every day.
• Innovating for Better Lives – Innovation is essential in our quest to improve the lives of humans. We seek to address unmet needs through our expertise in iron and carbohydrate-based pharmaceuticals. We believe in a holistic and collaborative approach to research and innovation, working together with the scientific and medical communities to set new standards.

We have continued our growth trajectory since launching our first product in the US, Monoferric® (ferric derisomaltose), through acquisitions, partnerships, and pipeline. Our R&D investments continue to leverage our core competencies, alongside our recent advancements in oncology supportive care. Join us in shaping the future of patient care through innovation and collaboration.

About the Role

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 hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems.

Responsibilities

• Territory Sales Objectives
  • 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.
• Territory Management & Development
  • 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.
• Disease State and Product Knowledge
  • Maintain 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.
• Executing Effective Account Management Process
  • Apply an in-depth knowledge of accounts and leverage 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.
• Business Acumen
  • Demonstrate the ability to acquire and analyze divergent information/data, recognize trends, and use this information to make informed decisions.
  • Ask the right questions and prioritize, plan, and execute systematically to evaluate business opportunities in line with corporate objectives and brand strategies.
  • Implement a business planning measurement approach targeting accounts with the greatest potential for producing positive business results.
• Teamwork/Collaboration
  • Collaborate within and across functional areas, using cooperative and collaborative communication and execution with internal partners, including but not limited to Marketing, Training, Market Access, Strategy and Operations, and Medical Affairs.
• Leadership
  • Demonstrate leadership by taking initiative on projects, participating in regional and national meetings, leading conferences, and being involved in task force initiatives.
• Professional Development
  • Proactively seek ways to improve performance, take ownership of development, and work 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.
• Policies, Procedures & Compliance
  • Stay current and in compliance with all corporate policies as well as mandated government regulations.
  • Stay current with and 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.
• 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 HEM/ONC experience preferred.
• Demonstrated knowledge and understanding of account-based selling and experience selling an infusion (buy-and-bill) product, including general knowledge of and understanding 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 and 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.

Additional Information

• Requires discretion with confidential data.
• Traveling – approximately 25-30% of the time.