Role Description 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 have a solid business understanding of the hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems. Job Responsibilities: - Territory Sales Objectives: - Meet or exceeds 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 that is tailored to meet various customer needs across multiple products and brand strategies. - Exercise sound judgement, demonstrate self-awareness and make appropriate decisions. - Receptive to coaching and willingness to apply feedback for ongoing development. - Disease State and Product Knowledge: - High level of proficiency in current product, market and disease state and deep understanding of complex customer types and product portfolio including competing products that can impact the market. - 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 and recognize trends. - Identify information acquired to make informed decisions and ask the right questions. - Prioritization/Planning/Execution: - Systematically evaluate business opportunities that are in line with corporate objectives and brand strategies. - Implement a business planning measurement approach that targets those 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 during regional and national meetings, leading conferences and being involved in task force initiatives. - Professional Development: - Proactively seek out ways to improve performance, taking ownership of development and working with 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. - Other duties as assigned. Qualifications - 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 and 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 requirement for up to 30% overnight travel. Requirements - 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 moves the business forward. Benefits - Requires discretion with confidential data. - Travelling – approximately 25-30% of the time.