Territory Business Manager - Long Beach. CA

About the Role

We have an exciting opportunity for a Specialty Sales Territory Business Manager (TBM) in Long Beach, CA. Reporting directly to the Regional Sales Director, this individual will maximize the sale of MannKind products within the geographic territory and drive sales growth. MannKind promotes the success of its TBMs by fostering an entrepreneurial spirit and territory "ownership" across the sales team.

Responsibilities

• Achieve identified territory sales goals while observing and applying full adherence to all MannKind compliance policies and procedures, including messages consistent with FDA label.
• Deliver effective sales presentations to targeted customers.
• Identify and establish customer relationships, maintain in-depth knowledge of disease state, products, competition, and territory.
• Maintain agreed-upon budgets and associated timelines for the territory.
• Align territory growth to business unit strategy and incorporate the use of available tactics/resources.
• Solve customer challenges by translating clinical data into a patient-specific picture of product clinical attributes.
• Demonstrate total customer engagement through total account management, developing relationships, and creating value by providing varied perspectives regarding gaps in current treatment plans.
• Take a tailored approach to reduce practice pathway friction through effective strategic use of approved materials, programs, and resources.
• Maintain knowledge of the latest clinical data, industry changes, and medical data, and communicate this information to healthcare professionals in a compliant manner.
• Monitor sales activity via available reports and analyses and identify territory growth opportunities based on geography insights (data, key stakeholders, local and national payer landscape).
• Organize plan and call routing through informed data and customer insights.
• Effectively execute a data-based pre- and post-call plan.
• Productively communicate with customers, peers, and various stakeholders.
• Demonstrate strong working knowledge of the complexity of chronic kidney disease and/or Type 1 & 2 diabetes, competitive treatment landscape, and treatment guidelines.
• Drive appropriate utilization of approved products with (but not limited to) Heart Failure (HF) specialists, cardiology, nephrology, emergency medicine, advanced practitioners, HF clinic staff, and all other healthcare professionals within assigned accounts.
• Develop strong working relationships with internal Product Marketing/Management team members to provide voice-of-customer and market observations to help optimize and develop successful long-term portfolio strategies.
• Translate clinical data into a patient-specific picture of product clinical attributes.
• Maintain professional and technical knowledge by attending training, reviewing professional publications, and establishing personal networks.
• Complete all tasks on time and with quality, keeping things on track, organized, and compliant.
• Learn, analyze, understand, and convey technically complex information.
• Fully comply with all laws, regulations, company policies, Code of Conduct, all privacy and data guidelines, relevant to state and federal laws and regulations, and terms prescribed in the PDMA Guidelines.
• Participate in teleconferences, district meetings, external engagements, and training sessions as required.
• Represent the Company at national and/or local conventions when requested.
• Responsible for observing all Company, Health, Safety, and Environmental guidelines.
• Compliantly use MannKind’s Marketing and Sales tools to contribute to the sales process.
• Overnight travel may be required based upon territory/geography.

Requirements

• Bachelor's Degree from an accredited college or university and 3 years of sales experience OR Associate’s Degree and 6 years of sales experience OR High school diploma/GED and 8 years of sales experience.
• Valid driver’s license and safe driving record.
• Must live within territory boundaries.

Qualifications

• Minimum 3 years of experience selling in a complex and competitive environment.
• Prior sales and/or pharmaceutical sales experience within Endocrinology and/or Nephrology.
• Pre-existing Endocrinology and/or Nephrology relationships in existing territory/geography; at least 3 years.
• Strong working knowledge of the complexity of Type 1 & 2 diabetes and nephrology treatment landscape and treatment guidelines.
• Experience with product launch. Experience in the Medicare population is a plus.
• Experience working with a HUB and specialty pharmacies. Experience in Medicare population with coverage determination facilitation or extensive prior authorization experience.
• Knowledge of medical, healthcare, or pharmaceutical industry.
• Must be able to understand regulations related to the healthcare industry.
• Strong understanding of the sales cycle with the ability to deliver a clear and concise selling message in a professional manner.
• Skills in clinical selling; leveraging clinical data to drive patient outcomes in a compliant manner.
• Track record of documented sales growth in a highly competitive field.
• Self-motivated, able to take initiative proactively, and maintain high levels of accountability.
• Ability to take responsibility, uncover and pursue prospects for growth and business opportunity.
• Excellent planning skills with the ability to map out actions to be taken for the business to arrive at its goals and implement those plans.
• Demonstrated judgment and decision-making with the ability to analyze all alternatives and decide on a course of action.
• Excellent communication, organizational, and time management skills.

Benefits

• Competitive total compensation package.
• Health, vision, and dental benefits.
• 401k matching program.
• Financial benefits including employee stock purchase program.
• Quarterly and Annual TBM awards.
• Sales contests.
• Opportunity to compete for the Annual Circle of Excellence.

Pay

$112,000 - $168,000 per year