Territory Business Manager - Richmond VA

Position Summary

We have an exciting opportunity available for a Specialty Sales Territory Business Manager (TBM). 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 promoting entrepreneurial spirit and territory "ownership" across the sales team.

Primary Responsibilities

• Achieve identified territory sales goals whilst 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 use of available tactics/resources.
• Solve customer challenges 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 perspective regarding gaps in current treatment plan.
• Takes a tailored approach to reduce the practice pathway friction through effective strategic use of approved materials, programs, and resources.
• 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.
• Productively communicate to customers, peers and various stakeholders.
• Strategically leverage clinical data to drive patient outcomes in a compliant manner.
• Translate clinical data into a patient specific picture of product clinical attributes.
• Maintain professional and technical knowledge by attending training, reviewing professional publications, establishing personal networks.
• Complete all tasks on time and with quality, keeping things on track, organized and compliant.
• 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 Company at National and/or local conventions when requested.
• Compliantly use MannKind’s Marketing and Sales tools to contribute to the sales process.
• Overnight travel may be required based upon territory/geography.

Qualifications

• Basic Qualifications (required): 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.
• 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 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.
• Excellent planning skills with the ability to map out the 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.