Field Sales Specialist

This position is for a professional Gastrointestinal Sales Specialist. Our ideal candidate should have experience selling a primary GI product. Candidates must be able to understand and apply knowledge of pertinent health care industry trends, sales trends, market dynamics, competitors, applicable laws and regulations, and health care payer environment, and analyze each of these factors in the development of actionable business plans and in daily execution of sales calls, within compliance guidelines. An accountable self-starter who can develop deep customer insights, build and maintain strong professional relationships with physicians (primary care and specialists), medical group practices, hospitals, pharmacists, nurse practitioners, physician assistants, office staff and other health care providers in the patient care continuum. Successful candidates should be able to : appropriately leverage resources and apply sound account management skills and perseverance to secure customer access and maximize selling time; drive market share growth and maximize sales performance within the indicated use and approved patient types; possess a high level of ethics, integrity, and trust; and adhere to all applicable laws, regulations, and company policies. It is our intention to obtain a representative that possesses skill sets that are highly desirable to pharmaceutical companies that hire specialty sales forces.

Core Competencies :

Possesses a proven ability to leverage GI product and disease state knowledge into advanced sales messaging that challenges the physician’s mindset. Models active listening skills and superior probing / questioning ability.

• Gains commitment by using industry and organizational knowledge to achieve territory goals. Demonstrates maturity and judgment in developing sound business strategies which influence the achievement of territory business objectives.
• Identifies opportunities, anticipates needs and proposes solutions to meet customer expectations. Initiates strategies to achieve mutually beneficial results to improve patient care.
• Demonstrates a strong understanding of pharmaceutical industry trends, managed markets dynamics and interrelationships of key functional areas which drive results.
• Utilizes data to identify trends. Develops territory business strategies and tactics to achieve desired outcomes based on thorough analysis.
• Demonstrates an understanding of goals and major initiatives; prepares realistic business plans and appropriately utilizes budget and resources to deliver quality results within desired timelines.
• Conveys credibility and professionalism to earn the confidence and respect of internal and external customers. Fosters open communication with these customers in order to create a focused plan of action.
• Seeks ideas from business partners with different experiences and uses their input to improve results within assigned accounts and targeted providers. Relates to others in a collaborative and respectful manner.

Job Requirements :

• Drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.
• Achieve and exceed sales goals while managing a budget using good judgment.
• Regularly use a variety of analytical tools to understand and evaluate the business in order to best determine how to accomplish sales objectives and set strategy.
• Develop and maintain in-depth knowledge of market, demographic, and managed care information relative to assigned sales territory.
• Work with Area Sales Manager to develop a local strategy and business plan to generate recognizable increases of sales in territory.
• Capitalize on formulary approvals and other opportunities through effective implementation of the Strategic Targeting and pull through Plan.
• Use a wide variety of promotional resources, analytical tools, and resource personnel to maximize effectiveness in assigned sales territory, based on local assessment of customer needs.
• Successfully complete all training requirements, including product examinations.
• Can demonstrate initiative, tenacity, and ability to overcome obstacles.
• An understanding and working knowledge of all applicable statutes, ordinances, regulations, rules or orders of any local, state or federal government authority, including, without limitation, the FDCA, the PDMA, and the Anti-Kickback Statute (42 U.S.C. §1320a-7b et seq.), and the Federal Sunshine Act.
• Proficient in PC skills and utilizing required electronic sales reports and tools
• Manual dexterity required to operate office equipment (i.e. computers, phones, etc.)
• Valid driver's license required
• Daily business travel by car is required and includes 3-4 overnights per month
• Personal residence must be within assigned territory or within close proximity to assigned territory

Qualifications :

2 years or more of previous experience in GI and metabolic products and disease states is highly desired.

• Bachelor’s degree from a 4-year accredited college or university is required.
• 5 years or more of previous sales experience in the pharmaceutical, biotech, or related industry strongly preferred.
• Institutional sales and / or extensive experience in large health systems account management is highly desirable. (i.e. VA / Health Systems customers)
• Ability to work independently to meet established objectives.
• Familiarity with a variety of distribution channels.
• Highly effective organizational skills to implement a variety of programs, such as speaker programs and other activities.
• Proven track record in delivering results and developing innovative approaches in evolving markets.
• A strong customer focus and analytical skills to identify and prioritize business opportunities is required.
• Ability to learn, apply and grow disease state knowledge required.
• Able to effectively communicate complex technical information to a variety of customers in multiple settings.
• Technical aptitude to learn and apply new technologies to manage a territory and engage customers.
• Function independently with a high degree of sales proficiency.