Oncology Account Manager - Virginia/DC

Immunocore; Richmond (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

Immunocore is seeking a field-based Oncology Access Manager (OAM) to drive sales in a defined geography. You will develop key relationships with target physicians, HCPs, and hospitals, presenting clinically focused messages to grow revenue and meet product goals for the approved indication.

The OAM will perform local market analysis, build influencer maps, and ensure pathways to care exist in Virginia, DC, and West Virginia.

Qualifications

• 7+ years of demonstrated sales experience in biotech/pharmaceuticals.
• 5+ years account/territory management experience.
• Experience with oncology or rare disease products is preferred.

Responsibilities

• Drive sales results by identifying opportunities and developing strategic plans in assigned geography.
• Educate customers on product information in line with promotion requirements.
• Build and maintain relationships with target physicians, HCPs, and staff across hospitals and clinics.
• Address customer needs, analyze market trends, and implement local tactics to meet objectives.
• Develop territory action plans and use approved sales tools to improve relationships and sales results.
• Identify new targets based on referrals and patient migration patterns.
• Understand formulary access decisions and work on patient access strategies.
• Communicate with field partners on issues affecting territory and national markets.
• Collaborate with cross-functional teams (Market Access, Field Reimbursement, Operations, Marketing, Trade, Sales).
• Plan and execute local promotional speaker programs in compliance with policies.
• Maximize territory budget to support strategy execution.

Skills

Biotech sales

Account management

KOL engagement

Launch experience

Oncology/rare disease

Education

BA/BS required

Job description

The OAM will be directly responsible for driving sales performance and developing key relationships with target physicians, non-physician healthcare professionals (HCPs), and other key stakeholders (including hospitals and cancer treatment centers) within an assigned geography. The OAM will present clinically focused messages that grow revenue and consistently deliver product goals related to the approved product indication. The OAM will demonstrate initiative, drive, independence, and take ownership for meeting and exceeding individual business goals. The OAM will be responsible for local market analysis/business planning including account profiling and influencer mapping to ensure clear pathways to care exist in local markets.

The territory for this role covers Virginia, DC, and West Virginia. Candidates must be located within the territory to be considered for the position.

KEY RESPONSIBILITIES

• Drive sales results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
• Demonstrate deep marketplace, therapeutic, product and disease expertise and educate customers on company products consistent with all requirements for the promotion of drug products.
• Build and maintain strong professional relationships with target physicians, non-physician healthcare professionals (HCPs), office and hospital staff, and others in the patient care continuum, as directed.
• Proactively address customer needs, identify market dynamics and trends, develop local tactics that support brand and corporate objectives/strategies and ensure optimal success within their assigned territory.
• Analyze data/information to create, implement territory business action plans (using approved sales tools) that enhance customer relationships and drive sales results.
• Strategically identify and build relationships with appropriate new targets based on referral patterns and patient migration.
• Thoroughly understand account-level decisions that impact product access within territory and develop plans on to best address to ensure patient access to care (such as product placement on formulary and inclusion into Electronic Medical Records (EMRs)).
• Appropriately communicate and collaborate with field partners on issues impacting both territory and national markets that support brand.
• Demonstrate market knowledge and leadership with both internal stakeholders (including cross functional teams such as Market Access, Field Reimbursement, Operations, Marketing, Trade and Sales teams) and external stakeholders (Centers of Excellence (COE) decision makers, Key Opinion Leaders (KOLs), etc.)
• Plan, organize, and execute local promotional speaker programs and activities, consistent with company policies.
• Maximize budget allocated to the geographic territory to support execution of strategies and tactics and generate/grow the business.
• Understand concepts of coding, billing and reimbursement for HCP-administered product.
• Operate in full compliance with company policies, local codes of conduct and ethics, corporate governance and applicable law.
• Implement business in accordance with the highest ethical, legal, and compliance standards, including timely and successful completion of all required training.

EXPERIENCE & KNOWLEDGE

• 7+ years of demonstrated experience and proven sales success in biotech / pharmaceutical industry.
• 5+ years demonstrated account/territory management experience.
• Relevant Oncology or Rare Disease/Orphan Drug experience with HCP-administered product(s) preferred.
• Successful experience in product launches and execution of launch strategies/tactical plans.
• Demonstrated ability to learn and apply technical and scientific product-related information.
• Proven success and positive track record of consistent sales performance in complex markets with diverse customer segments operating with a high degree of integrity within compliance guidelines.

SPECIFIC BEHAVIORAL ATTRIBUTES

Attention to communications

Writing and speaking clearing to share thought information and ideas concisely and ensuring information is passed on effectively

Customer orientation

Satisfying the needs of internal and external customers, exploring the alternative solutions for them and providing proactive follow up to ensure solutions are effective.

Influencing others

Gaining support from others support for ideas, proposals projects and solutions, knowing when to escape critic al issues.

Building Collaborative Relationships

Developing, maintaining and strengthening partnerships with others who can provide information, assistance and offering support for ideas and proposals whilst constructively expressing differing views.

EDUCATION & QUALIFICATIONS

• BA/BS required
• Field-based role with at least 75% travel to engage with customers face-to-face
• Candidates must live in close proximity to a major airport
• Valid driver's license.
• Must be able fly/drive to cover assigned geography
• Additional travel to meetings/trainings/programs, as necessary